Retail Banking Selling Skills

There was a time in the banking business when the customers all came to you. The local banker simply sat at the desk and waited for anxious customers to walk through the door, eager to receive whatever help the bank was willing to offer. Those days are long gone. Retail banking is one of the most highly competitive sectors in sales, and this means that bankers must come out from behind the desk and become savvy, aggressive sales professionals if they want to stay in business.

Bankers have the potential to be great sales professionals, even if they are more comfortable handling security agreements and loan applications than they are making sales presentations. Our two-day Retail Banking Selling Skills sales training seminar is a highly interactive, exciting introduction to the world of retail banking sales success. Our experienced retail banking sales training professionals will help you quickly gain an understanding of what the sales process is all about, how to assess a customer’s needs without being pushy, and how to present an opportunity in a way that will have the customer excited about doing business with you. During the workshop, you will receive personal coaching and hands on practice in all the skills that seasoned, successful retail banking sales professionals use to meet customer needs and boost their own bottom line at the same time.

On-Site Training: can be tailored to the needs of client organization and delivered on-site at time and location of client choice.

Objectives:

Participants will learn to:

• Understand the basic terms and strategies of the sales profession.

• Use a value approach in building a successful customer partnership.

• Discover what customers want instead of just selling what you have.

• Build long term banking sales relationships instead of pushing products.

• Understand different retail banking buyer types and behaviors in order to present information in a way that appeals to the customer.

• Practice effective questioning and listening skills to learn what the retail banking customer really wants.

• Employ proven strategies for referral selling and cold calling success.

• Identify opportunities to add value to the customer’s business, instead of just discounting price

• Employ the top 10 closing techniques and when and how to use them.