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. Through questioning, quantify the value of both a problem and a solution before you propose a solution. Close on the benefits first. Follow up.

Learning Points: This course focuses on planning and facilitating extraordinary, differentiating exploration conversations and making recommendations. 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
  • Presenting ideas and solutions
  • Gaining agreement to next steps
  • Following up after the call
  • Confirming call outcomes, next steps, and responsibilities with the client
  • Communicating essential issues to partners

Delivery: Pre-work, two-day classroom session with 30- to 60-minute Field Sales Meeting learning activities that follow the classroom session.

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