Strategy. Execution. Achievement.
Reciprocity is a universal principle of influence. As a social construct, people feel obliged to give back to others the form of behaviour, gift, or service that they have received first. 
Friends invite you over to their house for dinner and you feel obligated to return the favour. Someone drops off a small gift to your office at Christmas and you feel the need to run out and get them something.
Companies spend thousands and thousands of dollars in marketing and advertising with one primary objective: to have prospective customers contact them to purchase their products and services. One of the primary ways many consumers do their initial shopping is still by picking up the phone and calling.
Is It Working?
With all of this money being spent, it’s shocking to hear how few branches really have a concrete strategy in place for dealing with the incoming rate inquiry. Most will tell you that they routinely get these calls and despite a lack of tracking, most will tell you that very few of the callers book appointments. With so many financial institutions vying for the same investment dollars, why wouldn't a manager make a more concerted effort to ensure his team knew what to do/say to maximize the number of callers that turn into appointments?
As technology becomes more and more prevalent in our society, financial institutions have gone through an interesting phenomenon. They used to see the client all of the time because they HAD to come into the branch to accomplish everything. Well now they don’t and the result is that many
I don't know of a financial institution that doesn't need more new business. Everyone is looking to increase their client base and expand upon the number of products per client with the goal being enhanced profitability.
As people get more and more refined with their sales process they begin to execute on the individual steps of the sale with more confidence.
There’s something we all know to be an important aspect of the sales process but it’s rarely talked about: Being Congruent
Congruent - the quality or state of agreeing, coinciding, or being congruent.
Presentation Overload
Consider this ... your personal success has far more to do with you than with market conditions. In good times and bad, top performers remain top performers. Why? There has been an enormous amount of study into what accounts for the huge variances in sales success from one individual to another. We have heard Brian Tracy and others talk about the concept of Winning Edge as "small differences in ability translating into enormous differences in results."
We often find ourselves coaching managers and helping them clarify what their true role is in sales management. Sometimes they look puzzled when we say: "Your job is not really managing sales or even growing sales." The sales manager's highest value comes from developing people.