Clarity excels at developing and maintaining the type of long-term client relationship that they promote in their sales programs.
Over the last 10 years I have brought Nick and his team in to two community banks. In each case they did outstanding work in designing a relationship-based sales process that is consistent with the business models. Staffs in both banks embraced the program resulting in a significant improvement in customer referrals and cross-sales. Clarity gets it right in my book!
Nick and his team collectively may have forgotten more about selling than many bankers will ever know. I read his weekly newsletter religiously - one of a few that get my attention because it provides valuable insights in a compressed format that is easy to digest. If you want quality and value when deciding to train your team Clarity is the best option.
The BBOs are so receptive to the Talking Business with Small Business® program and so many said that this was the best training they have ever been through. Some of the people who said this were seasoned vets with over 20 years of experience at the bank. On the retail side, we are seeing a lift from the RM's who took it seriously and have implemented use of the conversation guide and loan tool.
Talking Business with Small Business® was one of the best training sessions I have attended in a very long time. The format, pace and content of the training was excellent and as a result of my participation, I feel I am much better prepared to conduct successful and mutually beneficial sales calls.
We are seeing great results from Talking Business with Small Business®. We are seeing an increase in the knowledge of the business customers we are dealing with through the pipeline process. We can’t wait to get all 260 branch managers through the class. Here are a few data points from the six regions we have that have participated in the class so far: • 3 of 6 regions have seen an increase in their average opening balances in a range of 18% to 34% • 3 of 6 regions have seen an increase in their QTD business unit production in a range of 9% to 18% • 5 of 6 regions have seen a decrease in single sales on business checking units in a range of 4% to 25%
Nick and his team always add valuable insight and guidance in addition to their engagement deliverables. Clarity excels and developing and maintaining the type of long term client relationship that they promote in their sales programs.
Our SBBs enjoy using the Call Plan and Conversation Guide from Talking Business with Small Business®. We continue to coach the SBBs discipline in preparing a call plan for every scheduled appointment—the process/preparation has so many important benefits! The SBB is more confident and prepared, and quickly establishes credibility as a trusted financial advisor. The emphasis on relationship building supports ethical sales behavior, as we have moved away from product pushing.
The Accelerating Sales process is very effective and has become second nature for me, especially the call preparation. I believe in the process fully and use it 100% of the time.
Clients and prospects just don't think that the bank can help them with health insurance, commercial insurance, and other things that aren't traditional banking products. Most don't think to ask their business banker about financial planning. Clarity's Business Priorities enable me to demonstrate the breadth and depth of what [the bank] can do for a business.
The Talking Business with Small Business® class was one of the best I have seen the company invest in and I believe will help take our BMs to next level in their planning and preparation of their appointments as well as the execution. Thanks again and Great Job!!!
Since participating in the Talking Business with Small Business® training, I’ve noticed a big difference in my calls. My confidence level is much higher because I’m prepared and I go into the calls with a purpose.
In conversations I’ve had with branch managers who participated in the Talking Business with Small Business® training, I’ve found that they are much more comfortable and engaged with customers—asking about business challenges, future plans, etc.
We received great feedback from the training! The content was exactly what we were looking for (thanks for tailoring the content!) and really appreciated Clarence’s delivery style and expertise. We really appreciate your partnership and are looking forward to seeing the Treasury team’s improved results. Thanks so much!