Windshield Wisdom #49: Are You Making the Right Offer?

 

 

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.  

Three Big Takeaways

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...

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The Dark Side Sucks At Sales

closing encourage recommend Aug 19, 2017
 

Close Sales with Lessons From a Galaxy Far Far Away


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


Summary:

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.

Full...

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Windshield Wisdom #42: One Big Step for Closing Sales You’re Probably Missing

Closing Sales is More Than Just Asking Then Holding-On for an Answer

 


Did you like my Wisdom? If so, please share it with someone who is looking for a simple technique that can help when closing sales. – Matt


Summary:

Once upon a time, waaaaay back in my early banking days, I was struggling to close a deal.  It was an intensely competitive situation, with 3 or 4 other financial institutions all making a major play to land one of the most prominent up-and-coming businesses in town.

I felt like I had done everything right along the way.

Develop a fantastic relationship with the owner which transcended the business at hand…check.

Demonstrate the clear value I and my institution provide, and more importantly, confirm he understood and believed in my value as well…check.

Use my team’s combined expertise to build a competitive proposal not based on undercutting price (in direct contrast to our competitors who only talked about pricing and fees), but...

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