Windshield Wisdom #71 - I Ain't Afraid of No Ghosts!


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.

Three Big Takeaways

1.  Sometimes, despite executing everything on your end perfectly, a...

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Windshield Wisdom #70: The Great Disappearing Act of 2018


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...

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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 the right 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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Did You Solve The Right Problem?

presentations recommend Aug 19, 2017

Solve Both Problems and Win More Deals

Did you like my Wisdom? Please share it with someone who is frustrated because they're making offers that aren't consistently winning their prospect's business.  - Matt


Experience is an excellent teacher if you take time to learn the lessons.

The big problem with that sentence is that most of us only try it when we've failed.

I would argue that there's more to be learned from our everyday wins than our epic failures.  Why did this customer choose me?  What about our conversations built a mutual trust and respect for each other?  How did I show my passion?  How did I bring out theirs?  And for the purposes of today's Wisdom, how did I articulate my value in a way that created a winning connection?

Here's the lesson a client and I learned recently.  The 3 P's are an integral part of the selling process.  You must understand your prospect's problems.  You must know the pain that's stopped...

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Talk Value Like The Top 10%


Want to Sell Value Like the Best?  Communicate Real Benefit Instead.

Did you like this? If so, please share it with everyone who is looking for the only way to communicate their value that is guaranteed to resonate with their prospects.  – Matt


For most of us it's time to make a change in how we communicate with our clients and prospects.

I probably spend 75% - 80% of my time with clients teaching relationships. Which, if you think about it, makes perfect sense. Without the ability to build relationships, your business is dead before it even gets off the ground.

Why then do I spend so much time during my Windshield Wisdom talking about how to communicate value?

It's simple really. Because most people are actually pretty good at building relationships, they just have no idea how to leverage them to make business happen.

Let me illustrate the point by telling the story of a phone conversation that took place yesterday...

I was talking with a business owner...

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Please Don't Vomit On Your Customers


Avoid Product Vomit With These Presentation Tips

Did you like my Wisdom?  If so, please share it with anyone who would love a value-proving tactic which helps them only share the information that has the greatest impact for their customers.  - Matt


I feel the need to come clean right from the start.  Hopefully you don't feel misled, but I've never actually had any of my sales teams or clients puke on a customer or prospect, at least not literally.  So for those of you who got all excited about this post, believing it was going to be some hilarious story about a burrito lunch gone horribly wrong, not sales presentation tips...I apologize.  Instead let's talk about an entirely different kind of projectile emission that can produce outcomes that are almost as tragic...

Product vomit.

It's as disgusting as it sounds, so set aside your lunch and take the only known cure in this week's Windshield Wisdom.   

Full Transcript:

When you're...

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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


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.


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How to Give and Grow Sales

recommend referrals value Aug 18, 2017

Did you like my Wisdom?  If so, please share it with your friends and colleagues so they can learn the magic of simply making a difference. -Matt


Sometimes the pressure feels unbearable.

You know what I'm talking about.

You and your business partner just spent three hours coming up with a plan to generate good leads to grow sales...and while you came up with one, you aren't sure if it is different enough to dramatically create the change your business needs.

Or maybe you are a solopreneur and you just spent a 2 hour car ride from a client meeting that didn't end well, and you know you need to change your customer approach, but nothing you can come up with feels like it will work.

Even better, you are a sales person working for a boss who likes to remind you that you didn't make your goal last month, and if you don't grow sales soon...

What if the answer was actually fairly simple?  What if there was a way to earn the right to ask for referrals from your current...

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Three Small Questions to Answer the Big One

recommend value Aug 18, 2017

Have Confidence the Timing is Right With These 3 Questions

Did you like my Wisdom?  If so, please share it with your friends and colleagues so they can learn how to know when the timing is right and recommend solutions with confidence.  -Matt

Success = Patience and Timing

Success in sales is often attributed to patience and timing.  So the question is, how do you know when it’s the right time to offer your products and services to prospects and customers?  This week’s discussion is all about the mental process that I go through so I know when the time is right.

Three Big Questions for One Even Bigger Answer

There are three questions that I ask myself when I’m meeting with people to determine if we’re ready to move forward.

1.  Have we developed a relationship?

I don’t think we need to spend a lot of time talking about the importance of relationships in sales, but that doesn’t mean it isn’t a question that I don't...

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