Since my job is to increase sales to fuel growth and profitability for my clients, I am always thinking about sales. I analyze what my clients are doing, what’s being done in the industry now, what’s been done in the past, and what my personal experiences have been. I listen to what people “in the trenches” are saying. I listen to what customers are saying. I read an uncountable number of articles on the subject written by people I respect, and I read a lot of books. All of this research influences how I approach sales, sales management, and sales training, and this information is telling me that things are changing again.
Posts Tagged ‘sales in credit union’
February 11th, 2009
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 worse, causing them not to make product referrals at all. I ask them to write down what they usually say when someone approaches them to cash a paycheck, for example. Most times it begins with mentioning a product, and produces a quick “no thanks” from the customer.
August 16th, 2008
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 is measure and monitor actual results achieved, plot trends, and most importantly modify training and motivational techniques to refect an ever-changing market, and ever-changing group of employees.
