Is Your Sales Training Aligned With Your Bank or Credit Union Brand Promise? – Relationship Selling in Action

Staff: “The last place I worked at didn’t really care about the customer and now I see the same thing here.” Execs: “We have some resistance to our sales program.”  “We’re losing good people AND too many members.” Customer: “I... Read More | Share it now!

 

Posted in Bank Sales Training, Banking Relationship Management, Credit Union Sales Training, Customer Relationship Management Tagged with: , , ,

How To Get Staff to Engage Customers and Members and Use CRM Software, Part 1

Get Staff to Engage Customers and Use CRM Software, High Definition Banking, Barbara Sanfilippo

Recently I (Bob) was coaching two bankers, an EVP Retail and VP Marketing. One of them sent me these two questions: “How do we get our frontline staff to engage current and prospective customers in conversation, develop conversations so they are... Read More | Share it now!

 

Posted in Banking Relationship Management, Blog, CRM Software, Customer Relationship Management, Member Relationship Management, Relationship Building, Relationship Building Skills, Transactional Selling Tagged with: , , , , , , , , , ,

Financial Illiteracy and Worries Offer Opportunities – Be a Coach!

GenXer’s, GenYer’s and some boomer need financial education. High Definition Banking®

GenXer’s, GenYer’s and Even Some Boomers Need Your Help Eighty three percent of GenX workers age 36-49 believe they’ll need to save $1 million or more to retire and almost 1/3 believe they’ll need more than $2 million. So far, however, they... Read More | Share it now!

 

Posted in Banking Relationship Management, Blog, Customer Relationship Management, Member Relationship Management, Relationship Building Tagged with: , , , , , ,

Three Pitfalls That Will Sink Your Business Development Program

Many Business Development Programs Are Nothing to Write Home About Business development doesn’t come easily for most banks and credit unions. Often it’s a combination of poor or no training, absence of a structured and proven sales process and... Read More | Share it now!

 

Posted in Bank Sales Training, Banking Relationship Management, Blog, Credit Union Sales Training, Customer Relationship Management, Sales Training Tagged with: , , , , , , , , ,

Goal Setting Practices That Annoy Customers and Demotivate Staff — Part 1 in Goal Setting Practices That Annoy Customers and Demotivate Staff

To grow your bank or credit union, it’s important to have big goals, targets and tracking in place to monitor your progress. The trouble begins when staff goals prompt behavior that annoys customers or members. An example is goals that result in... Read More | Share it now!

 

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What Don’t You Know About Your Customers or Members? – Banking Relationship Management

I’m Your Customer and You Don’t Know Me In our work with banks and credit unions, we still hear some employees asking the wrong question: “What product or service can I cross-sell this member?” Are your staff asking questions just to help them... Read More | Share it now!

 

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Stop Staff Resistance to Selling – Banking Relationship Management

Is Your Credit Union or Bank Sales Training Aligned With Your Values? “We have some staff resistance to our sales program.” (Execs) “We’re losing good people who don’t believe we’re sincere about looking out for our... Read More | Share it now!

 

Posted in Banking Relationship Management Tagged with: , , , ,

Declining Branch Traffic – Armageddon or Opportunity?

Mobile Banking Means Less Opportunity to Sell Face-to-Face Any banker who hasn’t been in a coma is aware of the competitive disadvantage their bank or credit union can face if they don’t find a way to connect with the increasing number of customers... Read More | Share it now!

 

Posted in Bank Sales Training, Banking Relationship Management, Credit Union Sales Training, Customer Relationship Management, Sales Training Tagged with: , , , , , , , , , , , , , ,