bank training

Scary Specifics (Issue 558)

In which we are reminded to provide credible, specific consequences and benefits to action when we’re playing the “fear and uncertainty” card to book an appointment with a prospect. Read more »

What D’Ya Got (Issue 557)

In which we are reminded to warm up and rehearse our calls before we sit down with clients. Read more »

Transcendental Ghosts (Issue 556)

In which we learn from an America philosopher a question of discovery Read more »

Conversation Bridges (Issue 555)

In which we explore questions to get beyond small talk. Read more »

Where Do You Feel the Pain (Issue 554)

In which we recommend questions that ask specifically about performance rather than asking “where does it hurt?”  Read more »

Don’t Ask That (Issue 553)

In which we are reminded not to ask the question, “What keeps you up at night?” Read more »

Entering Rapport (Issue 552)

In which we are reminded to “slide into the water” when we greet our clients and prospects rather than arriving in our meetings like a “cannonball.” Read more »

This Time, With Feeling (Issue 551)

In which we are reminded to reflect on the emotional side of business as well as the facts. Read more »

A Bet They Can Tolerate (Issue 550)

In which we are reminded to consider the disruption that accompanies change when clients buy our products or services. Read more »

I’d Like to Think About It (Issue 546)

In which we are reminded to take some time…before we make a recommendation. Read more »