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Where Your Business Bankers Need To Be: |
The Last Three Feet Truly successful sales executives are familiar with a place called “The Last Three Feet.” It’s where opportunity becomes business: face-to-face with the customer. But being there doesn’t always mean making a sale. Because the reward may only be creation of another, later selling chance or just a “defensive win” that keeps the customer with you. The Sales Professional’s Secret Top sales pros know the payoff for their efforts doesn’t come all at once. They understand that true success in sales is creation of cumulative value – for both them and their customers. So they view their work as an open-ended process, not a day-to-day activity. And, while there are those who say “it’s all about what you sold today,” we believe the creation of meaningful value in a relationship takes more time, patience -- and commitment. This is true in no field more than that of financial services. Keeping the Door Open The OnBusiness strategy and process helps your sales executives get into the “Last Three Feet” more often. It puts them in the selling zone. Because that’s the only place where they will find and build upon your bank’s share of customer. And it’s share of customer that is the key to cumulative growth in both sales and profitability.
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