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The secret is not WHAT you sell, but HOW you sell

Banking knowledge is one element

of success, sales skills complete

the picture 

We offer a two-day workshop, Common Sense Selling for Commercial Bankers, customized for commercial bankers, that has received rave reviews from everyone who has attended. Common Sense Selling for Commercial Bankers will change your selling world, even if you've already had tons of training. No, especially if you've already had tons of training.

Most bankers are well trained in the financial side of the business and can analyze a financial statement with the best of them. Does that mean they are effective at selling?  Don’t expect them to bring in more business with one hand tied behind their back.  Give your bankers the skills they need to outsell you competition and dominate your marketplace.

How would you rate your relationship managers in these areas?

• Differentiating themselves from competition
• Being realistic about what is a good opportunity and what is not
• Qualifying more effectively
• Utilizing a consistent sales process
• Feeling comfortable in their selling role
• Getting in front of more qualified prospects

For a complete sales team evaluation:

  Call us: 336-689-2287

Common Sense Selling for Commercial Bankers

It’s Broken, and Needs Fixing:

• Sales is not a dirty word and other attitudes that will shape your success
• How prospects buy, and how they immediately put you at a disadvantage
• Traditional (product-pushing) selling and why it no longer works
• Why a sales process?
• The Common Sense Selling (problem solving) process, step by step

Sales is a People Business:

• Building trust – you can’t act like a salesperson
• Understanding personality styles and their significance in selling
• Orchestrating the opportunity and controlling the process

The Best Investigators Close the Most Business:

• Why people buy – the real reasons that nobody pays any attention to
• Questions – the tools of the successful seller’s trade
• Are you listening?
• Product knowledge – when and how to use it effectively
• Differentiating yourself from your competition
• Understanding the five points of the decision process
• The two tests each prospect must pass
• Letting the prospect close the sale
• Protecting the sale from the incumbent’s inevitable assault

Roadblocks and Landmines:

• Common objections
• Five fabulous tactics

Filling the Pipeline:

• Your new elevator speech
• Cold call and voice mail prospecting
• Endless referrals
• Focus on what you can control; forget the rest

What To Do When You Hit the Street on Monday:

• Implementing Common Sense Selling
• Cleaning up your pipeline

Reinforcement Training is Included

• 10 weeks of reinforcement and proficiency training
• Coach-on-call
• Proposal Coach for Commercial Bankers
• CD
• Common Sense Selling for Commercial Bankers book

Who should attend?

• New relationship managers who need a good foundation in selling
• Experienced lenders who need further training to get them to the next level

This is like no other training you’ve ever experienced. At the end of the two days, participants will know how to orchestrate the sales process, discover the buyer's motivation, differentiate their bank from the competition, ask much better questions, know who’s real and who’s shopping, and much more.

Our Guarantee 
If, at the end of the first day of training, you don’t feel like you’ll recoup your investment in the next 90 days (or sooner), we’ll refund your investment 100%…NO QUESTIONS ASKED.

The Investment

Scheduled Dates and Locations

Retail Banking

Do your retail branch personnel have the confidence and the necessary skills to sell your financial products and services effectively? Can they cross-sell? How much training do they get, and is it effective?

If you want to implement a training program in your branches that will get results, bring out the competitive juices and be fun at the same time, Sales Mastery is the right program for you. Focusing on the basics of selling, it provides a great foundation for branch personnel. Furthermore, we will help you completely customize it for retail banking. Managers can pick and choose the training they feel their team needs, and deliver the training in short, effective sessions that everyone will enjoy. Imagine...sales training for branch personnel that they’ll look forward to.

Call me to sign up today!

336-689-2287