Workshop Details
superior salesmanship for the frontline
This program will guide you through every key component necessary for succeeding at sales at the new accounts desk and the teller window. There are four areas we will explore in depth together. We will begin with the skills and techniques needed concerning organization and planning. Creative suggestions will enable new account representatives to manage time and resources. Building a consistent approach to seizing prime opportunities for everyone on the front-line is vital to succeeding at sales and cross-sales. This is your bank's chance to provide effective sales training that will make a difference in both sales and service with your customer. The team will learn how to fine tune the process and begin to enjoy an enviable cross-sell ratio.
Ideas for follow-through for the branch manager and the supervisor will be explored so the shift in focus to building superior satisfaction to the customer’s relationship will stay on top of the to do list at the branch. The intention of the workshop, Superior Salesmanship for the Frontline is to teach the frontline how to add value for both the customer and the bank. The end result means the customer is in the right account, products and services that serve them best and the bank has improved profitability on the relationship while upping the odds that the branch will retain the customer.
Organization Techniques Planning and Preparation Strategies:
- Eliminate clutter
- Exception and follow-up chart
- Tickler system
- Tracking method
- New account packets
- Stock up on brochures and sales tools
- The sales interview
- Professional standards and boundaries
- Referrals from tellers, loan officers and customers
- New application process
- Profile the customer
- Prepare packaged account offers; deluxe, professional and economy
- Know features, advantages and benefits
- Scripting
- Maximize every opportunity
- Call-Ins
- Walk-Ins
- Introduction
- Build rapport
Proactive efforts:
- Calling the customer
- Calling on the customer
The seven significant habits:
- Probing, listening, presenting, obtaining, disclosing, demonstrating and follow up