Module 1:
‘Selling is Helping 101’
This program will focus on the real life, day-to-day experiences your line and platform personnel have in their branches, We use entertaining, non-threatening, interactive coaching exercises and lessons to teach best practices for effectively engaging existing customers as well as new visitors. ‘Selling is Helping 101’ is based on the premise that everyone who comes into your branch is seeking help to solve a... question, concern, problem, challenge, or need.
How then can your staff best understand their needs and provide solutions? We teach your employees to take some time to ask them a few, simple questions. Once your people spend some time doing this, they will better understand your prospects needs and either help them directly or refer them to the appropriate platform person. Additionally, they should enjoy helping others solve problems. This program will help your line and platform personnel realize how rewarding this process can be.
They will become more comfortable, confident and more proactive
in the following areas:
- Greeting guests to your branch
- Breaking that long, lonely silence
- Engaging them in conversation
- Developing the art of active, empathetic listening
- Building the relationship through asking questions
- Helping guests articulate their needs
- Practicing the art of recognition and referral
Module 2:
Relationship Selling Strategies
Selling is that part of the marketing process wherein the buyer’s specific needs are identified, the product or service is offered, and commitment from the customer is gained.
If done correctly, selling is nothing more than helping customers achieve their own goals while enhancing your institutions goals as well.
This module will help:
- Develop communication skills and rapport building techniques
- Cultivate and grow multiple relationships with accountholders
- Build needs assessment skills and build confidence through product knowledge
- Define the significance of long term relationships between customers and the institution
- Learn to analyze competitive offers and products and identify your product strengths
- Understand and activate the teamwork referral process
- Master the art of gaining customer commitment
- Respond to customer concerns and objections as opportunities to build relationships
Module III:
Sales Leadership: Coaching to Peak Performance
Managers must confront behaviors and performance that are, at times, not productive or below the employees’ own standards. They must mentor them for best practices and create a learning organization that recognizes and rewards the performance needed.
This training program will explore coaching, empowerment, measurement and accountability for sales results, and turns managers into performance coaches, that develop an entrepreneurial, results-oriented “sales and service culture”.
We explore the how-to’s of:
LEADERSHIP:
- Creating strategic vision that inspires to action
- Communicating the vision to all employees
- Building commitments through values
- Developing authorship through trust and empowerment
MANAGEMENT:
- Getting people to do their best work
- Developing commitments to action and achieving specific goals
- Coaching to performance competencies
- Monitoring, measuring, recognizing and rewarding champions
- Develop an entrepreneurial “sales” environment
BUILDING HEROS :
- Dedicated to building integrity-based, long term/lasting customer relationships
- Fulfilling and exceeding expectations