BankerCollege

Lets face it; we are bankers, not traditional “salespeople”.  Many in financial services recoil at the thought of “selling” to customers.  But what if you replaced “selling” with “Asking strategic questions and aligning services to solve problems?”  Sounds like a better activity, right?  But how would you get that started; do operations professionals inherently know how to have a strategic discussion with a business decision maker about that business’ problems?

Objectives and Areas Covered:

• Critical aspects to successful customer communication
• Defining differences between Loyal and Repeat Customers
• 4 Elements of Loyal Customers
• 3 ways to become 'strategic' to business customers
• Identifying needs and solutions for your business customers
• Case Study - Remittance Challenges and Integrated Receivables
• Talking like a Journalist
• 6 Elements of Effective Communication
• The 'Science' Behind Communication
• "Consultative Selling" - What is it? How Do You Use it Effectively?
• Common Mistakes and How to Avoid Them

This front-line training is built around these "strategic conversations" between bankers and specifically their business customers.  Financial Institutions have solutions to common business problems that exist at businesses but bankers rarely ask, never probe into what common problems could be solved.  Business customers are not conditioned to think that their primary financial institution would have solutions outside of traditional deposit and loan products.  So there is the "elephant in the room" that prevents FIs from becoming more strategically viewed by the business customer.  Join us for insight about how to initiate these conversations, focused on 3 ways you can become a strategic partner for businesses and corporates, and how to get comfortable about initiating them.