by ltang@beyondideas.com | Jan 26, 2014 | Gehegan
You may have noticed that banking is a fiercely competitive industry, with competitors who are spending time and money strategizing about how to increase their market share by taking your customers away from you. If you elect not to call your customer, your competitor...
by ltang@beyondideas.com | Dec 14, 2013 | Gehegan
There are more excuses not to call customers than there are customers. These calls never lead to business. I don’t even have time to make these calls. I’m not in the mood today; I’ll do it tomorrow. And just like that, you’ve convinced yourself not to call. You might...
by ltang@beyondideas.com | Jan 28, 2012 | Gehegan
Resistance to an appointment is a predictable element of any sales call. Understand that NO is part of the process and you cannot get to a yes without going through the initial NO. NO can be a reflexive response and frequently means I do not know enough to make a...
by ltang@beyondideas.com | Jun 17, 2011 | Gehegan
1) YOU WILL BROADEN AND DEEPEN EXISTING RELATIONSHIPS 2) YOU WILL BETTER SERVE EXISTING CUSTOMERS 3) YOU WILL HAVE HAPPIER CUSTOMERS 4) YOU WILL ENHANCE YOUR SELLING SKILLS 5) YOU WILL ENHANCE YOUR PRODUCT KNOWLEDGE 6) YOU WILL BE BETTER ABLE TO RECOGNIZE CROSS...
by ltang@beyondideas.com | Jun 8, 2011 | Gehegan
Inattention is the primary reason a customer discontinues a banking relationship. Why is it that we spend so much time cultivating prospects to turn them into customers and then ignore opportunities to expand the relationship beyond the initial sale? Developing a...