What do we mean by the prospect bank balance?
When we engage with people for the first time, there are lots of small actions that, if we are not careful, can build up over a period of time and make the person we’re talking to feel frustrated.
There are also lots of positives that can make the person feel really engaged and want to work with you.
To put it simply, the prospect bank balance is all about the small positives you should do, and the small negatives you should be aware of, which will impact your prospect and the potential of your sale.
Let’s explore some of these “debits and credits” that will either help you or hinder you in winning business.

MENTION IT NEXT TIME YOU SEE THEM
If they have mentioned something to you (e.g. they’re going on holiday), ask them about it the next time you speak with them. Use a CRM System (or a spreadsheet if you really need to) and record it. Remembering them and what is going on in their world shows that you care. Small actions like this can make a big difference in a prospects mind and can help them to decide that they trust and want to work with you.

There you go, a few of the debits and credits that are important to work on not doing the debits and make sure you are doing the credits.
Making these small changes can make a big difference with your prospect conversations and can help you to win more business consistently.