Uncategorized
Scripting Tellers to Maximize Sales
I spend a lot of time conducting one-on-one sales training sessions with tellers. I do this to give each teller the opportunity to express their feelings and talk about issues they have with selling. Through these conversations I have found that in many cases, it is what the teller is saying that is causing them to feel uncomfortable, or [...]
Read Full Post | Make a Comment ( None so far )What Does a Clothing Store Have to do with Banking?
Jack Mitchell is the CEO of Mitchells/Richards/Marshs, one of the most successful clothing stores in the country. In his book “Hug Your Customers” he talks about “Reactive – Proactive”, and the way things used to be at his stores – that the salespeople just waited around for someone to come walking through the door, then they sold some [...]
Read Full Post | Make a Comment ( None so far )No More Sales Training for Tellers
…sales training is far less important than the teller’s desire to help a customer.
Read Full Post | Make a Comment ( None so far )Success Story
At the monthly sales meeting yesterday, as with every other meeting, we started with success stories from each person at the meeting. One young woman who works as an account executive in the telesales area said she had nothing “earth shattering” to report, but she did have a story she wanted to share.
She went on to describe [...]
Your Balance Sheet and the Bottom Line
Sales programs must be designed to do one thing: grow your balance sheet and affect the bottom line. If your sales program doesn’t to that, it needs to change.
Lots of sources exist to “pump up” your banking sales staff: on site/off site training programs, seminars, motivational speakers, on-line sales training, sales books, DVDs, etc. What none of these programs does [...]
If it feels like selling, you’re doing it wrong.
More training this morning. This time, in addition to working on “before” and “after” scripting to learn to talk about the benefits of products and services, rather than the products and services themselves, we also discussed obstacles to selling.
The number one obstacle for tellers is their perception that “selling” means pressuring someone to “buy” something [...]
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 )« Previous Entries
