Program Description:
Succeeding in the new accounts sales role takes more than just being pleasant to customers and having the technical expertise to answer questions and open accounts. It requires having the ability to help your customers identify and meet their financial needs.
This program looks at two skills that play a very important part in this process. The first is using questions to get your customer to openly share personal information and talk about the specifics of their situations. The second is being able to present and explain your products/services in an organized, professional and solution-based way that makes your customer want to “sign up.”
This two-hour course covers :
- Understanding the Consultative Sales Process
- Asking Better Questions – Identifying & Uncovering Customer Needs
- Presenting Solutions & Explaining Financial Products
Plus frequent question and answer sessions throughout this presentation.
Who Should Attend:
Branch associates who work with retail clients in a new account or consultative sales role - Personal Bankers, New Account Reps, Customer Service Reps, Branch Managers and Branch Supervisors. Presenter:
Al Herrman is a dynamic presenter and trainer with over 20 years experience in training and education, including 12 years within the financial services industry where he trained and managed training departments that focused on the retail service and sales aspects of the industry. His company, Al Herrman Training & Management Consulting, is located in St. Louis, Missouri, and specializes in helping organizations effectively improve and manage employee performance.
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