Archive for June, 2008
Your Own Customers are your Best Prospects
If you need more sales in any product category, the best place to look for those sales is within your existing customer base, a virtual goldmine for building better relationships and making more sales. For example, most banks and credit unions are looking for more core relationships, checking accounts. How many customers can you identify that [...]
Read Full Post | Make a Comment ( None so far )Selling Banking Services: it’s not about pushing
If you’re ready to make a difference in your sales numbers, you must train your sales team to understand that everything they do and say to facilate a sale must focus on helping customers make their lives easier, better, and more convenient, and delivering knock-your-socks-off customer service at the same time.
Most banks and credit unions offer a [...]
……..more on Teller Sales Training
Today I spent a very enjoyable morning at a branch with two experienced tellers, leading an updated sales training session. They were struggling a bit with making referrals, so I was called in to see if we could work it out. I usually begin sessions by asking if the tellers are comfortable with selling, and if they like to sell. Not [...]
Read Full Post | Make a Comment ( None so far )Low-Hanging Fruit
Yesterday I heard the term “low hanging fruit”, which I haven’t heard since my mortgage brokering days, when we operated Sterling Mortgage Group alongside Sterling Miller. It was a term the originators used for borrowers who called in for rates. You see, when a customer calls you, it means they have a need and are [...]
Read Full Post | Make a Comment ( 1 so far )Tellers and the Fear of Selling
Getting bank and credit union tellers to sell has always been a challenge, even if they’ve had all the sales training money can buy. Yesterday during a coaching session at one of my client’s branches, a new teller admitted that the reason he didn’t make referrals for products is because he 1) doesn’t like rejection, and 2) [...]
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