bank training

An Early Lesson (Issue 539)

In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task. Read more »

Home Ice (Issue 538)

In which we are reminded that, to win in a competitive situation, we need to build our fan base inside our prospects’ organizations well before we make our move to sell. Read more »

Matted Down (Issue 537)

In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions. Read more »

Totally Concrete (Issue 536)

In which we are reminded to clarify terms we don’t understand before presenting ideas. Read more »

Simple, Neat, and Incomplete (Issue 535)

In which we are reminded to step back and look for the broader picture before we pitch solution for the problem we’ve just heard. Read more »

Storm-Chasers (Issue 530)

In which we are reminded that early warning systems are the key to generating timely new ideas for clients or to avoiding trouble. Read more »

(Sometimes) It Isn’t Only About the Money (Issue 529)

In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list. Read more »

Question Elegance (Issue 528)

In which we are urged to increase the attention we pay to context in the questions we ask. Read more »

Planting Seeds in Conversation (Issue 526)

In which we are reminded that the seeds for future sales come from the sales fruit we harvest now. Read more »

No Bonehead Mistakes (Issue 523)

In which we are reminded that even small mistakes can fatally undermine our credibility and effectiveness with prospects Read more »