Blow Your Competitors Out of The Water
You’ve heard it before – the bankers who are STILL calling on clients asking hideously inept questions such as, “What kind of things are you looking for in a bank?” or “Tell me about your business,” or “What kind of things are keeping you up at night?” UGH.
These slick and inept approaches from the 1980s sales training programs were somewhat effective back then, but they really don’t stack up in this competitive market—and they certainly don’t get the attention of small businesses who are running fast and running hard and really don’t have time to chit chat.
If you think today’s small business owner is going to stop and humor your setup line about what keeps him or her up at night—well, you probably haven’t tried it since jelly shoes and stirrup pants were in.
Instead, make sure that every time you start a conversation with a client, you have a list of stacked pains that will blow away the prospect—make them stop everything they are doing and spend time with you because they can’t imagine NOT […]