What Your Board Doesn’t Know About Performance—And What It’s Costing You
Most boards are left out of execution—and it’s destroying performance. Here’s how top 5% banks fix it.
You’ve got a problem…
Your sales staff was lulled to sleep during the good times and those that are left, now years later, well, they don’t have the skills or the confidence to go snap up quality accounts and get them at a rate you can be proud of.
They sit in the office trapped, as if in a box of their own making, believing that it’s not possible to rapidly grow their portfolio with quality credits at premium pricing…that it’s not possible to win an account without matching rates.
Now, I’m going to show how good banks, and even some struggling banks, transformed their loan growth, growing faster than they ever had before. Doing it by only targeting A+ quality credits and winning those deals at premium prices.
If you want to win more deals, you must be more valuable to a prospect (even at a higher rate) than another bank. And you’ve got to have a way to communicate your value to that prospect. You need a Unique Selling Proposition.
Rosser Reeves says it’s critical to have the right three elements for it to be a Unique Selling Proposition, or a USP. Let’s cover those three parts:
That’s the kind of USP you want to have in order for you to get paid more, at all that you’re worth.
Most boards are left out of execution—and it’s destroying performance. Here’s how top 5% banks fix it.
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