Being judged by a prospect sucks.
Being judged by a prospect based on nothing more than a first impression sucks more.
Being judged by a prospect based on nothing more than a first impression, and they proceed to share their opinion with you, sucks most of all.
When I first put this Windshield Wisdom together, I just thought it was a good story with a good lesson for all of us to learn. Then last week the timing was right to bring it up with one of my Cool Bankers Academy classes (we were studying the types of buyers they will come across, and one of them is the Skeptic), and every single person on the Office Hours call had a story to tell, and what they did to overcome it.
Those stories the Cool Bankers shared led me to realize this topic is more important than I first thought. We all experience unfair first impressions that aren't related to our skills and abilities, serious and joking. It's how we respond in those...
I've spent the last few days doing the research. The numbers are crunched. The tally is in.
Before we get to the winners, I would be remiss if I didn't say thank you for being part of the Sales Math family. I appreciate every one of the clicks, likes, comments, phone calls, and emails I counted for this exercise. Every single one of them means a lot. Keep em coming!
Here we go...Drumroll please...These are the most viewed Windshield Wisdom videos of 2018.
A few years ago a couple of non-banking friends of mine convinced me to do something I had been actively resisting...It’s a big part of how I built not just my success, but my team's success too, and you can use this idea to build YOUR banking career as well.
Every so often, major change comes along that completely rewrites the rules of engagement. Believe it or not there's...
In last week's Windshield Wisdom we talked through before and during meeting strategies you can employ to help ensure your great prospects stay responsive, and continue to move forward through your pipeline.
Based on the feedback you guys have shared, you agree that, in this case, the best offense is a good defense. Click here to go back and start at part 1, The Great Disappearing Act of 2018.
So, what happens when, despite all your planning, great value driven advice, and mutual commitments based on their timing (not yours) doesn't work and they still disappear anyway? Listen, it's going to happen at some point, but a suddenly unresponsive prospect doesn't mean the deal is gone. When that happens, I employ one of these three tactics to bring the occasional ghost back into the light...and that's what this week's Windshield Wisdom is all about.
1. Sometimes, despite executing everything on your end perfectly, a...
It's happened to all of us.
You have a dream meeting. It's open and honest. The conversation flows naturally, and you learn things about your prospect that they openly admit they've never shared with a banker before.
In the end, both of you feel like you're better off for having met, and look forward to exploring working together more in the future.
So, you do what you normally do, a few weeks or months later you reach out to rekindle the awesome conversation you both enjoyed so much...and nothing happens.
You send emails. You make phone calls with messages referring to the previous conversation. You reach out on social media.
Nothing. Nada. It's like they've fallen off the face of the earth.
Before you do a panic "stop in" call, take a second to step back and think about why they might be spurning your advances, and what you can do differently to make sure it doesn't happen again...and that's what this week's...
This IS the most important video I will ever shoot...and it isn't even close.
I've been putting off talking about this for 5 years and 68 Windshield Wisdoms, but sometimes the moment chooses the timing. For the two of you I specifically made this one for...I hope it helps.
There is always a story behind every story...and that's what this week's Windshield Wisdom is all about.
Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates. In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country. From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world. Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of...
I love it when I get emails like this from my banking friends...
"I have been in contact with the practice manager at the dental clinic – cool opportunity. I can guarantee you other community banks, Hell – big banks, are not doing this. This is a stepping stone for us – I know I can build out a platform to get in front of other practices, other companies and help with these topics. They want to compensate me – I will have them direct that to a non-profit so we help the community in the process as well. This is the part of the job I love!"
There's a great story behind this message, and an even better best practice that hardly any of your competitors are taking advantage of. I wish I had done this back in my banking days...and that's what this week's Windshield Wisdom is all about.
1. You have expertise, experiences, and stories that your best prospects would love to hear.
2. The trick is, some of...
Big admission...I sucked at the whole work/life balance thing while I was in banking, if for no other reason than I was determined to be great at it.
Yet despite my best efforts, it seems like I was either too hot or too cold in one area or the other at any given time. Frustrating everyone involved.
Miss a few networking events after going to everything for a month, and suddenly I wondered which new relationships I was missing out on.
I wanted to feel like I was winning at work.
Miss a few little league practices or a trip to the zoo because I had made promises to customers or prospects, and suddenly I'm angry at what I'm allowing work to take away from me.
I wanted to feel like I was winning at home too.
You see all three of my kids were born during my 10 years in the industry, and I was so sure I could do it all well, but before I could figure out how, there was one important lesson I had to learn...and that's...
"Good luck is when opportunity meets preparation, while bad luck is when lack of preparation meets reality." - Eliyahu Goldratt
I used to annoy the crap out of my team with that quote. It wasn't an accident.
Preparation is that important in determining you're level of sales success in your banking career.
My customers today get the same treatment. I ask them all the same 6 questions before we go out on joint calls.
The first three are...What do you know about the person we're meeting with? What would you like to learn? What are you hoping to accomplish with this meeting?
And the other three questions? That's what this week's video is all about.
1. Selling doesn't end simply because the prospect said yes. You need to keep reinforcing the idea they made the right choice in choosing you, and that's best done by confidently and completely communicating what comes next in...
I call it the "Ping-Pong Rule."
In ping-pong, we're facing an opponent on the other side of the table who's sole purpose is to hit the ball back to us in such a way that we can't hit it back to them. Our goal then, is to not only handle whatever they hit back at us with ease, but to return the ball in such a way that they're forced to hit easier shots back at us.
To put it in terms of our banking careers, whatever prospecting activities we undertake (or don't undertake) today, will come back at us tomorrow. It's up to us to determine how hard it's going to be to hit the ball back again...and that's what this week's Windshield Wisdom is all about.
1. Successful bankers avoid the stress of boom or bust prospecting routines that plague their less successful competitors. They understand that every day they need to be putting themselves out...
One of the first goals my first boss in banking set for me was to make 50 cold calls a day. His logic being, I didn't have an established portfolio, and the best way to find new customers is to reach out to your targeted leads, make cold calls, and schedule appointments to meet.
His favorite saying was, "Sales is a numbers game!"
What a load of crap. Give a banker 10 good leads they can work with, and they will close more deals than a banker with 100 cold call "prospects."
Fortunately for me (and in my opinion, to the benefit of the banking world. If anything because I was seriously considering quitting, which means that this whole Sales Math experiment would probably never have happened. Hopefully that thought makes you as sad as it does me.), he was forced out of the industry shortly thereafter, and my next boss allowed me to take an entirely different, and far more productive, approach...and that's what this week's video...