We have our assigned tasks. We want to tell others what we know. We make suggestions as to what they should do. We want their signature on the dotted line. And we just want to move the line or get people off the phone.
Unfortunately, people don’t always follow our lead. They have opinions. They are suspicious of the deal. They are in a hurry. They don’t want to appear to make quick decisions.
But you can help them make those decisions. Asking the right questions can help them arrive at the right answers. Whether you are in travel, healthcare, education, financial services, flooring, or any number of industries, great questions help your customer get to the great answer of doing business with you!
Here’s how it usually works….
Bob: I need to make a deposit.
Sarah: Ok. Anything ease I can do for you? We have great checking accounts, VISA cards and loans. Not so great investment rates, but we are insured.
Bob: Do you have boat loans?
Sarah: We do. Would you like to talk to a loan officer?
Bob: Not right now. I’ve gotta go.
Sarah: Well, when you’re ready, call us. Thanks!
Here’s how it should work….
Bob: I need to make a deposit.
Sarah: I’m happy to do that for you, Bob. How have you been?
Bob: Pretty good. It’s been a good summer.
Sarah: What was the best part of the summer for you?
Bob: My brother-in-law let me borrow his boat for week. I loved it!
Sarah: Would you like to have your own boat?
Bob: I dream about having my own boat.
Sarah: What kind do you want?
What color do you want?
Where would you go?
Who would go with you?
Get Bob talking about the boat of his dreams. He’s imagining how it will look, how it will feel, how it will smell. He’s thinking about who will enjoy this boat with him. He can see himself at the wheel. During all this, you are asking WWWWWH questions and then letting Bob talk. What happens next?
Sarah: When would you like to have that boat, Bob? What if it were next weekend?
Bob: I would LOVE that!
Sarah: Let me see if a loan officer is available to talk to you.
You don’t have to be a salesman. You simply have to be present – physically, emotionally and mentally. Focus on the customer in front of you – or on the phone with you. When your product or service can meet that identified need, offer it. Just not a moment too soon.
(c)2013 Becky McCrary, CSP Often called the Carol Burnett of Convention, the Energizer in High-Heeled Shoes, a Red-Head Amy Poehler and Southern Sass, Becky is an internationally recognized expert in how we treat each other. From Sales & Service, Leadership, Diversity, Inspiration and more, her wit & wisdom has inspired association and corporate audiences to be physically, emotionally and mentally present.
Do you need to stay on top of what is going on and what is coming down in the industry?
Do you want your continuing education in short bursts you can absorb quickly and then dig deeper into as needed?
Would you benefit from access to NINE of the most sought-after banking consultants today without leaving the office for days?
Do you wish you could go to an event, but just pick the bits that are totally relevant to you? And skip the rest?
Join me and eight others as we present the Better Banking Summit.
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What is the Summit?
We will bring you updates and insights for what is now and what is next in banking. The Summit is online so no need to travel. It is audio so no complicated software that your IT security might block. Each presentation is separate so you can pick and choose what you need.
What does it cost?
There is no charge to listen in on this series of audio interviews and presentations designed to provide helpful information from a high-level strategic point of view right down to detailed help on specific credit analysis topics.
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When is it?
Presentations from each speaker on critical banking subjects will stream directly to your computer the week of October 15-18, 2013. Recordings will also be available for purchase, if your schedule conflicts or you want to share the information with others who cannot attend.
What will it cover? A sampling of topics including:
1. Regulatory compliance including how to support changes to your ALLL
2. Lending including what you should be getting from your independent loan review process and just what numbers to use for qualifying cash flow when your borrower is (or owns) a pass-thru entity
3. Bringing in the good loans including both strategies and tactics for prospecting as well as how to leverage your current customer base for solid referrals
4. Leadership and management including how to drive the strategic goals to the front-line and put the right people in the right jobs to drive
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I am excited to be part of the faculty for the Better Banking Summit. I hope you will be able to join us. And tell your friends! I’m happy to extend the invitation to them.
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One little difference. You can outline your entire business plan with one little difference. You can predict the professional development of your entire staff with one little difference. You can identify the stress level of all involved with one little difference. You can identify staying power with one little difference…a preposition.
Remember third grade English? Parts of speech? A preposition is that smallest of words expressing a relationship between a noun, pronoun or noun phrase. In other words, the relationship between people.
What’s the relationship between you and your peers, you and your staff, you and your customers, you and your family? What is your preposition of choice? Do others work for you or with you?
Webster defines “for” as a representative of, on behalf of. Look at the characteristics of someone who works for you.
- prefers detailed, written instruction
- is great at repeating instructions (i.e. that’s our policy; Daddy said so)
- usually follows through on instruction; may need some prodding
- shows up
- knows job description and responsibilities
- job security is critical
- knows your way is the best way and seldom offers suggestions
“With” is used to indicate that two or more persons or things are together, near each other, in agreement, harmony, etc. Look at the characteristics of someone who works with you.
- sees the big picture
- shows up early
- takes ownership
- possesses a sound reasoning process (i.e. share an idea and let her run with it)
- excited about process and opportunities
- finds and researches ideas in articles, commercials and other marketing plans
- gets job done
- enjoys personal satisfaction with a good job
- identifies challenges
A manager’s preposition of choice is for. Managers need to control the process. After all, they’ve usually been around longer, attended more conferences, have heard the best practices, and know what works. Managers often supervise employees with little or no job training, make decisions and need others to implement them.
A leader’s preposition of choice is with. Leaders desire a team of thinkers. They speak in big picture concepts, expecting those on the team to have ideas on influence, impact and implementation. They are the least concerned with taking credit for new ideas or plans. Leaders want to share the vision and then get out of the way. They experience the workplace excitement as the vision takes form.
The skills that make a great manager will often inhibit one from being a great leader. Everyone doesn’t make that leap. And everyone shouldn’t. There are many occupations where a great manager is necessary for success.
With today’s emphasis on leadership, take a hard look at your preferred style. Look at your business plan, the professional development plan of your staff, the stress level that everyone works under, and your turnover.
What is your real preposition of choice?