Send us a text

In Episode 25 of Banking on Sales Success, we’re diving into a common challenge bankers face: knowing the difference between handling objections and handling excuses.

Drawing from personal experience and lessons learned the hard way, I’ll share how I spent years perfecting objection-handling techniques only to realize that most of what I faced weren’t objections at all—they were excuses.

Understanding this distinction changed everything. Tune in to learn how to identify what you’re truly dealing with and how to approach it effectively. If you’ve ever struggled to move your recommendations forward, this episode is for you.

Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/

Send us a text

Struggling to get consistent results as a banker? In this episode of the Banking on Sales Success podcast, I break down the two most common banker approaches and why they often fall short.

More importantly, I share the proven method that will help you get more client opportunities, schedule more appointments, and fill your pipeline without feeling pushy. I’m Brian Drake, and after a decade in the banking industry, I know what works and what doesn’t.

Join me as I share tailored insights that go beyond generic sales advice and deliver real strategies for bankers.

Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/

Send us a text

In this episode of Banking on Sales Success, I dive into a powerful skill every banker needs: active listening. Whether you’re trying to build deeper relationships with clients or improve your sales strategy, active listening is a game changer.

🔑 What You’ll Learn in This Episode:

• The difference between common listening responses vs. true active listening.
• How to uncover what clients really care about—their investments, retirement plans, and financial goals—by asking the right questions.
• Why simply acknowledging a client’s response or trying to relate to them can hurt your sales success.
• Practical steps to apply active listening techniques that will lead to more meaningful conversations and increased client trust.

When you practice these active listening techniques, you’ll find clients opening up about critical financial details, not just small talk like weekend plans or hobbies. This is how you transition from a surface-level banker to a trusted financial partner.

👉 Who Is This Episode For?

• Bankers looking to improve their sales conversations and client relationships.

If you're ready to take your sales skills to the next level and have more meaningful conversations with clients, this episode is for you.

Let's Connect on LinkedIn: https://www.linkedin.com/in/thebriandrake/