"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...
So my wife and I have a running joke for every time we drive past this place on the highway not far from where we live.
I ask her, "Hey honey, want me to pull over so you can get your free hug?"
She hasn't said "yes" yet, and once you take a look at the picture, you will probably guess why.
Apparently the offer I'm making isn't one that sounds good to her, and I can't blame her for that. Let's be honest, would you stop?
There's an art to making the right offer...to the right prospect...at the right time, and that's what this week's Windshield Wisdom video is all about.
1. In banking we do it all the time, but if you're offer doesn't solve their problem, it isn't an offer worth making. You can do lasting damage to your personal brand in the community if you screw the offer up in the first place.
2. Knowing why they have decided to solve their problem now...
Did you like my Wisdom? If so, please share it with anyone who believes that to close sales one must do more than cackle maniacally and assume you will get your way. -Matt
I am a HUGE Star Wars fan, and I have been since the 1st grade. Now, the way you hear some people tell it on the internet, that means I'm fortunate to have a successful career, to have moved out of my parent's basement, and to have kissed a girl. My goal with this entire post is to prove than my fandom has not been completely without merit. Take that internet snobs!
But I digress...
After watching the latest installment in the series, and putting it into the context of the previous movies, a pattern quickly emerged...the dark side absolutely, positively cannot close sales. They are terrible at it, and I HAD to share that lesson with you! Enjoy a special blockbuster edition of Windshield Wisdom.