Nick Miller, president of the bank sales training firm Clarity Advantage, shares three factors that can help business bankers increase the number of referrals they get from centers of influence (COIs) in the company’s latest video release.
Business bankers can decrease the time they spend prospecting for new customers and increase the number of referrals they get from COIs with the tips offered in a new video released by bank sales training firm Clarity Advantage. Entitled Three Keys to More COI Referrals, the video features Clarity Advantage President Nick Miller who details three factors that can influence a banker’s effectiveness at increasing their referral sources.
“It all boils down to competence, trust, and value,” says Miller. “These are the factors that will encourage a banker’s customers and other referral sources to send their friends and customers. Our video explains why these factors are important and offers ways bankers can use them to build their COI networks.”
Three Keys to More COI Referrals is one resource Clarity Advantage offers to help bankers attract new clients. The company also offers seven prepared bank sales training programs, including Winning at Prospecting!, a classroom session for branch managers and business bankers who sell to small and medium-sized businesses.
“In Winning at Prospecting!, we take the tips offered in the video to the next level and work hands on with bankers to build the skills and confidence they need to develop more and more productive COI relationships,” explains Miller. “We cover a number of learning points in the program including how to generate higher levels of prospect interest and trust, how to articulate your distinctive strengths, and how to engage prospects to continue discussions.”
Three Keys to More COI Referrals is one in a series of 12 educational videos that Clarity Advantage will produce in 2012 aimed at helping bankers increase their sales results. To access Clarity Advantage’s video library, click here.
About Clarity Advantage: Bank sales training firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.
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