by Shaun Heuerman | Dec 24, 2015 | Sales Training
I’ve been eavesdropping in on conversations at banking conventions for the last 18 months, and I have to tell you…I’m a little shocked. Because again and again, I’ve heard very smart bankers repeat three…lies to one another. Now, I don’t think they’re “liars.” I’m...
by Shaun Heuerman | Dec 3, 2015 | Hiring
What if you’ve put together a great incentive program…and it’s not working? What if you’ve had phenomenal sales training…and that’s not working? Perhaps you’re solving the wrong problem. If fact, research shows that emotional intelligence has more to do with...
by Shaun Heuerman | Mar 11, 2015 | Sales Process
We’ve all been there. The car salesman slides the paperwork across the desk at you, pointing at the signature line. Just this one last step, he says, and there’ll be no way out. At least that’s how it can sound to the customer as she wipes her sweaty palms on the...
by Shaun Heuerman | Dec 17, 2014 | Strategic Planning
Is your strategic plan the right plan—and one that can and will get completed?If you’re like most bankers, you probably pulled your strategic plan together eight or nine months ago. But is everyone in the bank on a weekly process to make sure they all hit the...
by Shaun Heuerman | Dec 10, 2014 | Sales Meetings
We’ve all been in those meetings… Everyone saunters into the room, they sit down, pull out pen and paper… …and, the agony begins. Conversations run in circles, the clock seems to almost standstill, and an hour later, everyone leaves the room having accomplished...
