Typically, rate is always an issue but skilled lenders and relationship managers know how to navigate a discussion with a client or prospect so that rate is less of an issue. With fed rates rising and our continued challenging business environment, bankers need to be skilled at asking the right questions and uncovering potential issues and problems so that rate is not a surprise or a negotiating struggle. They must be excellent at consultative selling and positioning their value, which will minimize their need to negotiate rates.
What You’ll Learn
- How to sustain your bank business objectives of pursuing profit as well as volume
- How to identify the Sales DNA needed to effectively position value and support negotiation skills
- A consultative approach that will help lenders begin to “negotiate” the potential sale early in the process
- How mastering these consultative strategies will eliminate prospect “think it overs” and bloated pipelines
Who Should Attend
For sales leaders, relationship managers, lenders, business development, trainers and branch managers.