small business banking

Thinking Time (Issue 1173)

In which we are reminded that developing original ideas takes time… and a little variety. Read more »

Salt Wash Values (Issue 1172)

In which we are reminded to take the time to understand our clients’ values and beliefs (related to our work) before we start pitching products or solutions to them. Read more »

Preparing to Shoot (Issue 1171)

In which we are reminded to take the opportunities our prospects or clients open to us rather than persisting with sales plans that aren’t working…. even if they should be working. Read more »

Best to Slow Down (Issye 1169)

In which we are reminded to begin slowly when we’re learning new products or new sales techniques. Read more »

Building Bridges (Issue 1167)

In which we are reminded that we can build cases for action by emphasizing both the extent and immediacy of unstated or misunderstood dangers. Read more »

Broad Picture (Issue 1166)

In which we are reminded to LOOK AROUND at the broad picture of our prospects or clients (or our communities or relationships) before we narrow focus to pursue a particular goal or target opportunity. Read more »

Compelling Presence (Issue 1165)

In which we are reminded how much presence matters in our conversations. Read more »

Memories (Issue 1164)

In which we are encouraged to practice and memorize essential elements of our conversations. Read more »

Save Room for Dessert

In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. (NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, largely unchanged from its first publication in 2002. While Gramma long ago passed on to the great Thanksgiving feast in the sky, … Read more »

Pique Curiosity (Issue 1163)

In which we are reminded that our first job in starting new conversations is to stimulate curiosity. Read more »

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