Windshield Wisdom #61- 3 Moments When Your Customer Expects to Hear From You



A few weeks ago, I was a bad son.  

You see, I forgot to call my parents on their wedding anniversary.  

I talked to them the day before.  I was at their house the day after.  At no point did I congratulate them on the day they formally committed to each other in front of family and friends, which, in time, led to me being born. (Which to me at least, is a pretty big deal)  

They are used to getting a call from me on their anniversary.  They thought I was going to call, and were surprised when I didn't.  I apologized later, and they accepted it, but I still felt bad.  

Just like forgetting your parents anniversary, the people who are most important to us (not just family, customers too) have a set of expectations for the role we play in their lives...including when they expect to hear from us.   

And that's what this week's Windshield Wisdom video is all about. 

Three Big Takeaways

1.  If you do...

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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...

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Windshield Wisdom #54 - This Single Biggest Prospecting Mistake I See Bankers Make


A lot of banking professionals I see put the cart before the horse when they're out looking for good prospects, but you know there are other triggers that have to come first...and that's what this week's Windshield Wisdom is all about.   

Three Big Takeaways

1.  All too often, when we're prospecting what we're really doing is looking for deals we can add to our pipeline.  

2.  Problem is, because we're coming into the prospect's buying cycle later, those deals are often a lot less likely to close.  We're setting ourselves up to be at a competitive disadvantage...where rate, term, or factors beyond your expertise and value, are the most likely differentiating factors.

3.  Successful bankers don't play that game if they have a choice.  Instead, they look for prospects earlier in the buying cycle and create engagement which attracts customers to their personal brand.

Matt Middendorp is a nationally acclaimed speaker and sales coach with...

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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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Windshield Wisdom #46: Actual Sales Advice From A Prospect Who Chose Your Competition


I had the privilege of secretly watching one of your best prospects meet with you, then debrief him afterwords and gather his insights into the sales efforts of his "banking friends"...and it wasn't pretty. 

You see my customer (your prospect) valued his "banking relationships", but that was only enough to get you in the door.  To win his business, you need to be great in three other areas, and it was here that everyone fell short.  .

Check out what your best prospect said it will take to win his business in this week's Windshield Wisdom.

Three Big Takeaways

  1. Relationships will only get you in the door, it's how you connect your knowledge of the customer to the offer you're making that gets the deal done.  
  2. Your best prospects expect to know how important they are to you.  It's up to you to figure out how to show your appreciation in a way that resonates with them.  
  3. Don't be afraid to get creative when putting together your offer. Your...
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You've Got To Hear This Value Story



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


<<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,...

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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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Want Customers? Sometimes You Have To Climb Into Their Hole...

get it relationships value Aug 19, 2017

A Modern Allegory To Understand What They're Really Buying

Did you like my Wisdom? 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


It's commonly said that customers aren't buying our products, they're buying us.  While sales is definitely a person to person enterprise, it's been my experience that simple analogy actually over complicates what our prospects really want from us.

In this week's Windshield Wisdom, I would like to share the story of one of the most extraordinary moments I've experienced in my 20 years of coaching sales people and teams.  My client learned a powerful lesson, and I gained a great story to make the point.

You see, it's always a big moment in my Learn Together classes and Grow Together Mastermind groups when someone recognizes our customers could care less about our education, expertise, or least no...

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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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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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