Sales Training for Bankers

The Need - Satisfaction Buying Theory is a successful approach to selling in the banking industry and is the basis for this seminar. Essentially, sellers or bankers adopt the philosophy that they are consultants to help potential customers solve a need or problem. The customer has a problem to be solved and the product/service has the potential benefits to solve the problem. This approach to selling is “customer-centric.” You, the seller, adds-value and is important to the buyer throughout the buying process.

Most banks are attempting to move towards a sales environment and confronting significant roadblocks along the way. Bankers, because banks have not needed a sales force in order to survive in the past, are often inexperienced at sales. Blending the natural need of clients for sound financial advice and the constant attention to identifying opportunities increases immediate sales, establishes long lasting relationships, and creates a referral base.

This seminar can help bankers develop a new mindset about their relationships with their customers, their competition and their future.

Participants will demonstrate the ability to:

• establish rapport and create a consultative relationship

• profile your client’s needs and match with your products

• properly plan business development efforts

• help your client evaluate the options

• help your client come to a resolution

• overcome and remove client’s obstacles to acquisition

• and finally, close the sale

• Branch Managers, Business Developers, and even Lenders
   

• Customer Buy Theory

• What Makes a Successful Banking Salesperson

• Knowing How Your Product and Help Your Clients

• Buyer Profiling

• The 4 Customer Types

• Identifying Opportunities

• Structuring Your Approach

• Establishing Rapport

• Questioning for Needs

• Listening for Needs

• Winning Business Development Techniques in a Community Bank Environment

• How Consulting on Benefits Creates Relationships

• Minimize the Negative Impact of Change

• Dealing With Obstacles to the Sale

• They Close the Sale for You

• Servicing the Account

• Group Activity - Behavior Modeling Session