small business banking sales training

Sharing Control (Issue 733)

In which we are reminded that “collaborative conversation” with clients is frequently better than “we keep control.” Read more »

Floor Everywhere (Issue 731)

In which we are reminded, from the “How bad do you want it?” department…No matter how busy we are, we can make time to do just one or two more small tasks that move us forward. Read more »

Four Years! (Issue 730)

In which we are reminded that, when we lose clients, the warning signs have been there for a while. We could have done something about it. Read more »

Look Back! (Issue 729)

In which we are reminded to look back at our client relationships to make sure nothing has changed while we were looking in a different direction. Read more »

Change from the Periphery (Issue 728)

In which we are urged to meet many people in our primary accounts to understand their ideas and intentions well before they turn into action and an RFP. Read more »

Take What The Defense Gives You (Issue 732)

In which we are reminded to pursue issues in which our prospects / clients are interested rather than the issues in which WE are interested. Read more »

It’s About What You’d Expect (Issue 727)

In which we are reminded that bold is better. Read more »

Sedimentary Segmentation (Issue 726)

In which we are reminded that tight focus and strong expertise brings customers to us. Read more »

Question the Question (Issue 725)

In which we are reminded, yet again, to find out what’s behind the question before answering. Read more »

Silver Sonatas (Issue 723)

In which we are challenged to make our differentiators more obvious, easier to see. Read more »

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