It’s a fact – the top 7% of lenders and relationship managers, the very best in banking, follow a consistent process for “selling” and bringing in new relationships. This system helps them to develop strong sales behaviors so that they become masterful at repeatedly prospecting, qualifying, asking engaging and relevant questions and bringing in new relationships.
The Effective Selling System for Banking Part 1: Maximize the Initial Call
February 17, 2023, 10:00 am CST
In order to maximize your first meeting with your prospect, you must have a compelling phone call and you must be different from every other banker they have met with. This webinar will teach you an approach to differentiate yourself.
What You’ll Learn
- To break through with a compelling phone call
- To best open the meeting and ask a series of strong qualifying questions
- To uncover if they have compelling reasons to leave their current bank
- To follow an effective sales system to improve your closing rate and field fewer “think it overs”
The Effective Selling System for Banking Part 2: Are They Really a Prospect?
March 1, 2023, 10:00 am CST
It is your job to find out if your prospect has the capacity to invest their time, money and resources to fix a problem or take advantage of an opportunity. This webinar will help lenders and relationship managers learn the art of knowing the right questions to ask, when to ask them, and how to listen to understand. These are skills that take practice.
What You’ll Learn
- A series of qualifying questions to uncover if your prospect has the time, money, and resources to make a decision
- How to uncover if a prospect really qualifies to do business with you and your bank
- How to follow an effective sales system to improve your closing rate and field fewer “think it overs”
The Effective Selling System for Banking Part 3: Gain Clarity & Commitment with Your Prospect
March 17, 2023, 10:00 am CDT
Ever wonder why you did not get that new relationship when you thought you had done everything you could possibly do? Often, the mistake can be found at the commitment stage. You failed to get clarity on the decision-making process and timeline. This webinar will show you a better way to uncover this with your prospect.
What You’ll Learn
- An approach to gain clarity on what is agreed to
- How to get an agreement to make a decision at proposal time
- How to follow an effective sales system to improve your closing rate and field fewer “think it overs””
The Effective Selling System for Banking Part 4: Present to get a Decision
March 24, 2023, 10:00 am CDT
Making a presentation does not always lead to a sale, but it should if we do the right things on the first, second, and third base of the sales process. This webinar will show you a way to improve the likelihood you will close the business when you get to the presentation table.
What You’ll Learn
- Understand the specific steps to take in order to close more business as you present your solutions
- Provide a scorecard to help you determine if you have thoroughly qualified the prospect to do business with you
- How to follow an effective sales system to improve your closing rate and field fewer “think it overs”
Who Should Attend
Lenders, relationship managers, business bankers, new business development, sales managers, sales leaders, trainers.