small business banking

Under Pressure (Issue 569)

In which we are reminded that our success in sales depends, to a great extent, on practice and repetition. Read more »

Common Interests (Issue 568)

In which we are reminded that starting conversations with complete strangers can be easy if we can find common interests. Read more »

It Ain’t Me Babe (Issue 564)

In which we are reminded that, when we’re asking people for referrals and introductions, it’s best to say specifically who or what we’re looking for. Read more »

Hold That Thought (Issue 563)

In which we are reminded that, during client presentations, we should answer client questions briefly before asking them to “hold your thought until we get to that slide.” Read more »

Softening Up Sales (Issue 559)

In which we learn from brilliant event planners how to prepare and engage prospects and customers. Read more »

Scary Specifics (Issue 558)

In which we are reminded to provide credible, specific consequences and benefits to action when we’re playing the “fear and uncertainty” card to book an appointment with a prospect. Read more »

Transcendental Ghosts (Issue 556)

In which we learn from an America philosopher a question of discovery Read more »

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 »

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