The Effective Selling System for Banking - A 4 Part Series Webinar
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.
Each session is 1 hour in length.
Included Webinars
The Effective Selling System for Banking Part 1: Maximize the Initial Call
The Effective Selling System for Banking Part 2: Are They Really a Prospect?
The Effective Selling System for Banking Part 3: Gain Clarity & Commitment with Your Prospect
The Effective Selling System for Banking Part 4: Present to get a Decision
Series Details
The Effective Selling System for Banking Part 1: Maximize the Initial Call
February 17, 2023, 11:00 am EST
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, 11:00 am EST
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, 11:00 am EDT
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, 11:00 am EDT
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”
Covered
How to master the first call to find out if your prospect has a compelling reason to work with you
How to gain clarity around tough topics like rates, current bank provider, and decision-making process
How to gain commitment for the next steps so you don’t get lost in “think about it” land
Why closing is really an end result of a strong sales process, not an event itself
Who Should Attend
Lenders, relationship managers, business bankers, new business development, sales managers, sales leaders, trainers.
Dan Fischer, Sales Development Expert, has 28 years of financial sales and sales management experience working in the banking and insurance industries. During that time, he has developed a life-long p... read more.
INCLUDES 30 DAYS OF ONDEMAND PLAYBACK! With this option, you will participate in the webinar as it is being presented. You will login to the webinar on your PC to view the PowerPoint presentation, and you have the option of using your PC speakers or a phone for the audio. You can type and send your questions to the instructor. And don’t worry if you miss the webinar, you can still view it for up to thirty days after it takes place!
Live Plus Twelve Months OnDemand Playback:
With this option, you will receive the live version, then you will receive an e-mail that contains a link to the PowerPoint slides (to download, print, and copy) as well as a link where you will view and hear the entire webinar just as it was delivered, featuring the full-color PowerPoint presentation with audio. You can pause, fast-forward and rewind as needed, which makes it an effective training tool. The link will be available to you (and anyone else in the company) for up to twelve months and can be accessed 24/7 as many times as you wish. Delivered via e-mail the day after the webinar takes place.
Live, Twelve Months OnDemand Playback PLUS Digital Download:
By adding the Digital Download to your order, you will be adding access to make the webinar part of your training library. You can pause, fast-forward and rewind as needed, which makes it an effective training tool. With this option, you will receive a download of the PowerPoint slides as well. Access to the Digital Download is for the life of your library.