bank strategy

The Value of our Sales Time (Issue 964)

In which we are reminded that not all opportunities are worth the effort to land them. Read more »

I Had It Painted (Issue 963)

In which we are reminded not to accept, fully at face value, the stories our clients tell us.   When I received this story, shared by a good friend, I loved it immediately. Famous band leader Count Basie was upset because the piano on which he played was constantly out of tune. He told the … Read more »

Heirloom Tomatoes (Issue 962)

In which we are reminded about the importance and power of education in differentiation and client engagement. Read more »

Assessing Buyer Risk Appetites (Issue 939)

In which we are encouraged to explore the bigger picture of what our clients seek to maximize or minimize in purchasing our services. Read more »

Five Fast Ones (Issue 938)

In which we are reminded to prepare for five (or any) predictable sales objections. Read more »

Please… Show Me How (Issue 937)

In which we are reminded to be sure… really sure… that our clients know how to use and benefit from the stuff we sell them. Read more »

Curating Content (Issue 936)

In which we are reminded to curate and share with our clients good content wherever we find it! Read more »

Differentiating Consistency (Issue 935)

In which we are reminded about consistency in the elements that differentiate us from other sales people and suppliers. Read more »

Future Vision Benefits (Issue 934)

In which we are reminded to make some benefits personal when we’re positioning our product or service benefits. Read more »

Two Doctors (Issue 933)

In which we are encouraged to lead our clients to new insights rather than reacting to their requests or complaints. Read more »

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