TRANSFORM EXCUSES INTO ACTION

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...

ANTICIPATE RESISTANCE

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...

A DOZEN REASONS TO PICK UP THE PHONE

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...

CUSTOMER RETENTION DEMANDS ATTENTION

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...