small business banking

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 »

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 »

What Might Be Different (Issue 549)

In which we are prompted to move with the flow, to the future, when a prospect puts us off. Read more »

Gut Check (Issue 545)

In which we pause for a moment to consider whether we’re balancing well. Read more »

Just Enough Rope (Issue 544)

In which we are reminded to position and sell only what our clients are able to absorb and implement. Read more »

Planning to Maintain Momentum (Issue 543)

In which we are reminded to plan ahead to maintain our momentum to finish this year strong and prepare for 2012. Read more »

Staple Yourself to the Process(Issue 542)

In which we are reminded to be curious – ask for the details rather than being satisfied with high level answers.  Read more »

A Plan to Finish (Issue 541)

In which we are reminded to prepare a plan to finish our sales processes. Read more »

Before The Cold Sets In (Issue 540)

In which we are reminded to engage our clients on what’s top of mind for them right now rather than on what’s top of mind for us. 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 »