Masterclasses

You’re absolutely right…

Plenty of people might say that about me…

And I guess what really matters is…

Do I suck less than you want to learn a powerful, simple, two-step method to…

Destroy Objections?

Many people think they already know how to sell.

They speak eloquently.

Are fine at persuading people.

So they figure, that’s the craft, they are good at selling.

But in one question you can expose their faux skill—

What, specifically, is your process for destroying objections?

To be sure, if you lack a process for destroying objections, you lack a process for selling.

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At Goldman it’s called the Junior Banker Problem.

Specifically, junior bankers lives get destroyed.

Banks have tried plenty things to solve it.

It’s all pig lipstick…

Because the root cause of the Junior Banker Problem is…

The Senior Banker Problem

Because few senior bankers get their job is selling.

They fail to build winning processes and skills.

The best they know is to wind up the printing press producing those awfully big, boring banker books.

Burning down forests and junior banker lives…

They run around having “Great Meetings.”

Mostly failing to drive results.

They produce too little value for the firm.

Too little success for themselves.

And after all those years in the business, still fail to succeed.

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I didn’t get it.

For years at Goldman I still didn’t get the job.

I was good at doing it.

But I still didn’t get what the business was really about.

Making Money…

In some ways I’m naive.

And I may have been a total dimwit starting at Goldman.

But my sense from 20+ years around the business is that many bankers still fail to get their job is selling.

A great aspect of working at Goldman and some shops is it’s a team culture.

At least up until the senior ranks, it’s all about what we’re doing together in best serving our clients.

That’s a powerful mindset for delivering your best service…

But it leaves many bankers confused what the business is actually about.

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