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!

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

Do You Have a Broken Sales Culture? – 1.5 Years Later

Many bank and credit union execs don’t even realize they have a broken or stagnating sales culture. High Definition Banking®

Many Bank and Credit Union Sales Cultures Could Use a Makeover See if this sounds like your organization. Your people may be generating business with transactional sales, but it’s holding them back from developing relationships and the organization... Read More | Share it now!

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Posted in Bank Sales Training, Blog, Credit Union Sales Training, CRM Software, Onboarding, Relationship Building Tagged with: , , , , , , ,

Is Your Onboarding the Beginning of the End of the Relationship? – Relationship Management in Action

Customer Loyalty, Member Loyalty, Onboarding, Reboarding, High Definition Banking

Member or Customer Loyalty – You May Have Less Than You Think I’m sure you’ll agree that creating a welcoming onboarding experience for a new customer or member should be the beginning of a long-term relationship. Well, guess what? In most banks... Read More | Share it now!

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Wisdom Your Mom Might Have Given About Financial Sales

High Definition Banking

What Mom Might Say About the State of Today’s Sales Cultures “You won’t be happy until you break that, will you?” We see a lot of broken and/or stagnating sales cultures these days, and leadership teams are not happy about it. Mom... Read More | Share it now!

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Posted in Blog, Customer Relationship Management, Member Relationship Management

Selling Magazine Subscriptions and Financial Services

Just as someone can get defensive at the sight of a door-to-door salesman, so can a bank customer. High Definition Banking

People Interaction and Moving Away From Rejection When I was in high school in Chicago I sold magazine subscriptions door to door during summer break. My opening was, “Hi, I’m Bob. Just curious, but did you get your free Ladies Home Journal... Read More | Share it now!

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How Your Staff is Sabotaging Their Sales Efforts

Sales staff in banks and credit unions can sabotage their sales efforts when questioning is abused. High Definition Banking®

Sales Questioning Gone Wrong in Banks and Credit Unions Many bankers misuse the questioning skill by not earning the customer’s trust and thus the right to ask the questions. Done skillfully under the right circumstances, “probing questions” can... Read More | Share it now!

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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!

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

Seize a New Year Growth Opportunity – Discover Customers’ Resolutions!

High Definition Banking

Solidify the Member or Customer Relationship: Ask About Their New Year Resolutions, Dreams and Goals As we enter a brand new year, there’s a good chance you made some resolutions or goals you’d like to achieve in 2015 and beyond. So guess what,... Read More | Share it now!

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Happy Holidays from High Definition Banking®

2014 is almost over, so no use cramming your head with any more useful information than you have to.  You won’t find a thing about sales training, relationship building skills, banks or credit unions in this post.  Instead, Bob has produced... Read More | Share it now!

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How A Single Phone Call Saved Our Customer Relationship

High Definition People

 We Were Disengaged and Ready to Leave Our Bank Imagine you’re a long-term, high-potential customer or member with your bank or credit union. You have several products with them, never visit a branch, only use automated and online services and... Read More | Share it now!

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Posted in Bank Sales Training, Blog, Credit Union Sales Training, CRM Software, Customer Loyalty, Relationship Building Tagged with: , , , , , , , , , ,