Accelerating Sales

Planning and facilitating extraordinary, differentiating exploration conversations

Understand your client’s goals, values, and priorities through fearless questioning.

Focus: Branch managers, business bankers, commercial bankers

Main Messages: Understand your client’s goals, values, and priorities thoroughly.

Learning Points: This course focuses on planning and facilitating extraordinary, differentiating exploration conversations. Participants learn:

Researching, planning, and preparing for calls

  • Opening exploration conversation
  • Positioning themselves and the bank
  • Distinguishing goals and priorities
  • Exploring high priority issues and cash flow management
  • Identifying secondary issues peripheral to or related to high priority issues
  • Confirming call outcomes, next steps, and responsibilities with the client
  • Communicating essential issues to partners

Delivery:

  • Classroom version: Pre-work, one-day classroom session with 30- to 60-minute Field Sales Meeting learning activities that follow the classroom session.
  • Virtual version: Pre-work, four 1.5 – 2-hour virtual classroom instructor-led sessions with 30- to 60-minute Field Sales Meeting learning activities that follow the virtual classroom sessions. Available Q4, 2020.

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