Windshield Wisdom #66 - Execute the Order (See What I Did There Edition)

 

 "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.  

Three Big Takeaways

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...

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Windshield Wisdom #59 - 5 Keys for Making Referrals Stick

 

When you’re on the receiving end of a referral, you might feel 
tempted to take some shortcuts and go for the deal as quickly as possible. 

After all, you were recommended by someone they know, like, and trust. 

But shortcuts rarely work in sales for us bankers, no matter where a prospect comes from.  Getting a great referral is banking nirvana, and over the years I've discovered a few wrinkles in the buying process that makes converting them even more likely...or less risky...and that's what this week's video is all about.  

Three Big Takeaways

1.  Not all referrals are considered equal.  The more involved the referral source gets, especially early in the process, the stronger the recommendation is perceived by the referral themselves.  

2.  Whatever you do, don't forget that even though you may feel like you're further along, the referral is still starting at step one of the buying process, and will move through the...

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Muskies Teach Sales Too

 

In case you're wondering how ideas like this happen...

I was in the middle of a mini vacation to our cabin in Northern Wisconsin last week, partaking in my favorite "Up-North" pastime of Musky Fishing with my 13 year old son, when I got a call from a customer who was in the middle of a vicious prospecting/follow-up loop that she couldn't seem to get out of.  

As it turns out, my boat was the perfect place to create a piece of wisdom that allowed her to find a prospecting solution we all can use...and that's what this week's video is about.  

Three Big Ideas

1.  It's not just enough to put yourself out there and network.  The biggest fish are found at specific locations...the "spot-on-the-spot".  

2.  You will find customers by working through the same sales process every time, but the number of big fish you catch goes up when that process is aligned with what gets their attention on that specific day. 

3.  It's not enough to...

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Windshield Wisdom #51: How Uncomfortable Are You?

 

I received a testimonial from Levi, a recent Cool Bankers Academy graduate, and while this paragraph is only one small part of it...the section below made me stop in my tracks.    

"I’m not going to say that the course is comfortable, because it’s not.  Mr. Middendorp likes to put his subjects on the spot and make them squirm.  But as another classmate stated, it’s through the completion of these uncomfortable scenarios that we grow and succeed.  It was amazing how many times I could track success and failures directly to the subject matter we had discussed only a week or two before."

I had two immediate thoughts spring to mind...

First, that may be one of the best compliments I've ever received, even if Levi didn't mean it to be.    

Second, why is making my students uncomfortable during the Cool Bankers Academy Office Hours sessions an important step in preparing them for success in the real world?  

I...

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