How Would I Know?
In which we are reminded it’s useful to know how our clients usually handle situations AND their buying criteria before making a recommendation. Read more »
small business banking
Totally Concrete
In which we are reminded to clarify terms we don’t understand before presenting ideas. Read more »
Layers of Flavors (Issue 920)
In which we are challenged to communicate the experiential aspects of our products to distinguish them and stimulate client desire for them. Read more »
New Article – “How Banks and Credit Unions Can Adapt Their Branches As ‘Advice’ Centers”
Published on The Financial Brand http://bit.ly/2mebmoN . Co-authored with David Kerstein from Peak Consulting Group, we offer specific steps to focus, train, and support branch team members so that that they are better able to offer perspective and advice on the financial challenges their customers face. Read more »
Are You Ready for Some Football? (Issue 919)
In which we are reminded to ditch the cultural assumptions and to ask open-ended questions. Read more »
Ceraldi (Backstories) Issue 918
In which we are reminded that, to a great extent, it’s our backstories that make us special. Read more »
Maintaining Momentum (Issue 917)
In which we are encouraged to include some “momentum” questions in our discussions with our clients. Read more »
Just Enough Rope (Issue 916)
In which we are reminded to position and sell only what our clients are able to absorb and implement. Read more »
It Should Have Been Easy (Issue 915)
In which we are reminded to plan ahead…and confirm…before our sales calls. Read more »
The View From the Infield (Issue 914)
In which we are encouraged to ask for and take “the plant tour” before proposing solutions. Read more »
We Are Seriously Social.