Here’s a collection of information-packed, research-based articles we invite you to read and share.

Bank Sales Strategies – 4 Keys to Retaining Small Business Customers
by Nick Miller

High levels of dissatisfaction with banks—particularly larger banks—hint at an oncoming train of significant customer attrition and churn when the economy improves and business owners feel confident they can get credit or better service at other banks.  How can individual business bankers and branch managers raise the odds of retaining small businesses and their owners … Read more »


Collaborate on Concerns for Winning Negotiations
by Nick Miller

Negotiation and overcoming objections go hand in hand, right?  Not necessarily.  Change your mindset from “overcoming” to “collaborating” and you’ll see that your negotiations lead to relationships, connections, and respect rather than a tug-of-war around your prospects’ points of view. Collaborate on prospects’ concerns rather than overcoming objections for win-win negotiations. Here’s how: Ask questions … Read more »


Close More Deals at Higher Margins – 3 Quick Tips
by Nick Miller

A well-designed proposal development process offers two benefits to your bank: (1) higher consistency across proposals and (2) higher probabilities that sales people will identify, quantify, and sell value to your customers. Standardize your proposal development process and close more deals at higher margins. Here’s how: Forget product features; customers want to know about the … Read more »


3 Ways to Increase Negotiation Results
by Nick Miller

Do you view sales and negotiation as separate functions?  All too often sales people do and all too often they are not.  Selling is about assessing and building value; negotiation is about dividing the value – they happen together. Good negotiating outcomes begin with and depend on value-oriented discovery and selling. To increase negotiation results: … Read more »


Increase, Protect Price with Value-Based Proposals
by Nick Miller

If you want to increase or protect your price, your teams’ proposals must focus on value, a change in customer operating conditions. Why? Because customers want to know what’s in it for them – how your proposed solution(s) will save them time, make them money, reduce their stress, or make people think more highly of … Read more »


Sell Value First; Negotiate Second
by Nick Miller

When sales people begin negotiating on price too early to get the deal, they give up the bank’s value and margins. The solution: spend time building up the value side before you start negotiating. Here’s how: Correctly identify the client’s problems. Clarify the implications of those problems for the client. Know what additional costs, delays, … Read more »


Questioning: How to Use it to Engage Prospects
by Nick Miller

Business owners think about things like hiring and managing the operations of their business.  Branch managers and business bankers think about profiling business owners’ needs and selling something because they’ve got goals to meet. When branch staff and business bankers engage prospects around the challenges they face, there are three key benefits: The prospect feels … Read more »


Call Preparation: 3 Musts for Sales People
by Nick Miller

Preparation—it’s the key to a successful sales call (especially the first call on a prospect), yet so many sales people focus on the wrong types of prep work, or don’t prepare at all. Proper preparation gives sales people the perspective needed to establish credibility and earn the opportunity for additional conversation. How to prep?  Do … Read more »


Prospecting: Three Attention Grabbers to Get the First Meeting
by Nick Miller

Getting that first appointment with a prospect isn’t easy.  What can branch managers, small business bankers, and others responsible for selling bank products and services do to increase their chances?  Grab the prospect’s attention with one good reason to meet and chances are MUCH better they’ll say “yes.” Three points of advice for bankers: Find … Read more »


6 Strategies to Build Confidence and Impact in Talking to Small Business Owners and Deepening Relationships… Now
by Nick Miller

If you’ve never been a small business owner, talking to one could be scary.  Low confidence and lack of knowledge about businesses, business owner concerns, and bank products and services all add to the fear factor.  The good news is that this is all fixable. If you’re a small business banker or a branch manager, … Read more »