Sales | Increase Sales | Blog Archives

I believe in the unlimited upside potential in your team, and I believe that with the proper tools, they are capable of so much more!

In this video, I’m going to show you how to eliminate the limiting beliefs that keep your team matching rates instead of going after substantial premium pricing on better quality clients.

They’ll start getting bigger and better-quality customers within weeks.

If you’re the kind of leader…

Who feels like a broken record and is about ready to pull out your last hair begging and pleading for your team to change their ineffective sales approach—you’re going to love this.

The Effective High-ROI Alternative to Branding [VIDEO]

I believe you can and should be paid more for what you do.

In this episode, I’m going to show you a few ways to highlight your USPs—“differentiating value”—the right way in your sales process. Customers will sit up and pay attention…and you won’t lock yourself into a rate match.

If you’re the kind of leader…

Who has spent hundreds of thousands of dollars on “branding,” yet found that you’re still kicked in the teeth on pricing…and your customers aren’t willing to pay more for the fancy “brand” you’ve paid for…you’re going to love this.

How To Command Premium Pricing for Your Bank

And hear your customers say, “I Don’t Want To Work With Any Bank But You.”

If you don’t care about premium pricing, you can stop listening right now.

This is for bank executives who want to figure out how to command premium pricing despite the too-common assumption that banking is a commodity. Therefore, they cannot command premium pricing—or, at best, maybe 25 basis points more on the loan side.

Here’s The Problem

Any bank that can only command 25 basis points of premium pricing will probably not have its name on the front door five years from now.

Forget Sales Training… You Need a Sales SYSTEM [VIDEO]

If your top 100 customers do account for 50 to 140 percent of your profits, like they do for most every bank with under $2 billion in assets, you have to ask yourself: Do you really know how to identify your next top 100 potential customers?

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Why Loan Pricing Can Be An Extreme Differentiator

“I don’t want to work with any other bank but you” [VIDEO]

If you don’t care about premium pricing, you can stop listening right now. This is for bank executives who want to figure out how to command premium pricing despite the too-common assumption that banking is a commodity. Therefore, they cannot command premium pricing—or, at best, maybe 25 basis points more on the loan side.

(more…)

150 Basis Points More… [VIDEO]

Terry Slattery, the Legend of IBM, the person who brought in more business for IBM than anyone has before or since, has been a dear friend and partner of mine for almost two decades now, helping our banks figure out how to grow their revenue streams.

Terry recently said he has never seen a harder sales environment in his career across every industry.

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How High-Performing Banks Use Emotional Intelligence Audits to Increase Sales

Most banks have three solutions they implement in the hope of having a breakthrough to increasing revenue that generates high profits:

They hire more lenders.

They ask each lender to make more calls.

They hope one of those two plans work. However, they hardly ever do.

Research shows that just a few lenders, usually about 6% that have a business development profile, carry the rest. Moreover, even that happens only if that 6 % know how to implement the right sales process. Otherwise, those naturally gifted lenders sell only by matching rates,

Just say NO to Strategic Planning Land Mines

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 outcomes?

You are hearing everywhere that those who run their banks like they ran them five years ago won’t make it in the not-so-distant future. Heck, based on the news reports over the past year, they may no longer be in business.

The same goes for the strategic planning process.

Is It Over Yet?

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 nothing.

Benjamin Franklin said it best:

“By failing to prepare, you are preparing to fail.”

Taking extra time to create a focused, actionable agenda is the only way to run efficient meetings that create results.

In today’s video, you’ll discover how to run a super successful—and efficient—sales meeting…

A new case study reveals how a small Ohio bank is beating the big banks,