Bank Sales Myth #1 - "You have to be an extrovert"

 

This ticks me off every time someone says it to me...which, unfortunately, is often.

"I will never be a [fill in the blank with desired career move] because I'm an introvert."    -Anonymous Banker

Hearing this makes me especially angry when they get it from their back slapping, never listening, former frat boy boss who has never really been successful themselves, but somehow managed to get promoted to their level of incompetence.  

You see, I am an introvert.  Yet, I was still magically able to navigate an award winning banking career, and turn that success into my own business teaching sales to other bankers.  

It's time to squash the "good sales people are extroverts" myth once and for all...and that's what this week's Windshield Wisdom is all about.  

Three Big Takeaways

1.  You don't have to be an extrovert to be successful at sales in the banking world.  In fact, my experience has shown that the BEST selling bankers...

Continue Reading...

Windshield Wisdom #55 - She said the "S" Word!

 

Believe it or not SALES isn't a dirty word, even though we often treat it that way.  Like most things in the banking world, when it's done right and ethically, being good at sales has the power to change the lives of our customers and prospects for the better.  It's time to reset the discussion about the role sale plays in our success...and that's what this week's video is all about.

Three Big Takeaways

1.  Bankers who are good at sales don't get there by living up to the cliche, used-car salesman stereotype of "think fast, talk faster."

2.  Yet somehow, our perception of what a good sales person really is almost never matches a more realistic definition.  In reality, during the buying process rarely (let's be honest, almost never) is trying to manipulate someone into choosing your solution going to work.  

3.  The truth is, great sales results often comes from an individual's desire to provide extraordinary customer service, and that's...

Continue Reading...

Windshield Wisdom #48: How I Stopped Riding the Pipeline Roller Coaster

 

Early in my banking days, nothing used to stress me out more than the ups and downs I went through with my pipeline.

I'm sure you know exactly what I mean.  I would put in a lot of time finding deals, and fill up my pipeline through networking, contacting Centers of Influence, reaching out to current customers, etc...

Then, once it was as full as I could handle, I would work REALLY hard to push the deals through the process so they would get closed on time...completely failing to continue "putting myself out there." 

Until one day, I would look up, and my pipeline would be woefully thin again, so I repeated the entire cycle...repeatedly...repeatedly repeating...the same thing over and over...

It was infuriatingly maddening...and completely my fault.    

Finally, after a lot of new grey hair, I said, "Enough!", and set out to find a system that would remove the stress, anxiety, and superhuman effort that was required to ride the pipeline roller...

Continue Reading...

Windshield Wisdom #46 3/4: "Where the Heck Have You Been?" Edition

 

This installment of Windshield Wisdom needs to begin by simply saying "Thank You" to the dozens of you who have reached out over the last few weeks with congratulations, comments, and a bunch of good ol' fashioned, "Where the heck have you been for the last year?" curiosity.  

Where have I been?

Let's just say I've been learning some pretty important lessons about life, family, and growing through the unexpected twists and turns we all face.  

I honestly hesitated to share this story, but let's be even more honest.  If we're going to grow and be successful as professionals, then sometimes success won't come down to the newest sales strategy or technique, but through moving forward and learning how to become better people.

Anyone can learn from these ideas, and that's what this week's video is all about. 

Three Takeaways

1.  When you're unsure of what comes next, be sure to surround yourself with people who's advice you trust.  It doesn't mean...

Continue Reading...

You've Got To Hear This Value Story

 

THIS IS WHAT REAL VALUE LOOKS LIKE


Did you like my wisdom? Please share it with someone who struggles to be extraordinary when others are counting on them to be.  - Matt


Summary:

<<Viewer Warning>>  I'm pretty fired up right out of the gate with this one.  You may never see me this excited again.

And I'm a pretty passionate guy to begin with.

It isn't every day your mind gets blown by one of your clients.  Absolutely BLOWN!

It isn't every day a banker goes to such great lengths to deliver real value...for someone he's turning down for a loan.

It isn't every day the lessons you've been relentlessly driving home for months becomes a value lesson you never even imagined.

It isn't everyday I'm this proud of a team of people and their dedication to the success of their community.

I'm sure I'm supposed to wax on about the value of delivering real value...but in this case the video captures the raw moment better than I could hope to in writing.

With luck,...

Continue Reading...

What's Your Magic Number?

 

My MAGIC NUMBER is 3...What's Yours?


Did you like my wisdom? Please share it with someone who would welcome a clear, simple path to success.   - Matt


Summary:

You have goals.

If you're a business owner, they're usually related to revenue and profitability.

If you're a banker, they're usually production based (with a hint of portfolio quality hopefully thrown in).

If you don't have clear, actionable goals then we need to talk...but I digress...

You have goals, and for some of you those goals are challenging.  Maybe even to the point you aren't sure where to start.

For most of us, we're looking for a way to ensure that what we're doing is leading us in the right direction without wasting a ton of precious time and energy.

Enter the MAGIC NUMBER

Here's my point.  In 20 years of leading sales teams, both in banking and business, I've found that most of us have a MAGIC NUMBER.  That one trackable metric that predicts our future success almost completely.

Your...

Continue Reading...

3 Years In Business = 15 Lessons You Don't Want To Miss

sales success Aug 19, 2017
 

Ever Wonder How Owning a Business Changes an Entrepreneur's Outlook Over Time?

This week marks an important milestone for my business, Sales Math.  As of June 28th, 2016 I've been out of the banking world for 3 years.  It's terrifyingly crazy to think that on that day I walked away from everything I thought I always wanted in a career...good income, prestige, influence in the community...to see where a not-terribly-well-thought-out hunch would take me.

In all honesty, my wife tried to talk me into starting Sales Math 2 years earlier.  It goes to show once and for all that listening to your wife is the most underrated skill an adult male can develop.  If I had followed her guidance, we'd be celebrating 5 years today instead and have saved all of us a lot of trouble too.

Imagine my surprise earlier this week, when I sat down to think through everything I've had to learn over the last 3 years, to find out just how much has crossed my plate.

I thought I'd get lucky...

Continue Reading...

Putting for Dough: 5 Rules For Combining Sales and Golf

networking sales success Jun 23, 2017

Using Golf to Make Sales

Any sales person worth their salt will tell you that the cornerstone of sales success is building quality, lasting relationships.  The beautiful part of that statement is, in the modern world, there are almost unlimited ways to connect with people on an individual level and nurture insight and trust.  Given the explosion of social media, networking groups, and events designed to facilitate this process, we sometimes lose sight of the obvious opportunities to bring people together in a less formal setting.  Golf is a classic example of this type of environment.  At its core, “the back 9” was made for building relationships and making deals happen.

Have a Plan

I recommend my clients use golf to build relationships in one of three ways.

Golf is a great tool for building relationships with prospects.

When I was in banking, one of my commercial bankers was a master at using golf to build relationships with the right...

Continue Reading...