So, I’m curious…
How much is your branch lobby traffic down in the last 5 years?
Second question: Are your personal bankers getting out of the branch, into the community where the customers are? Or, are they waiting for them to walk in the door? (It’ll be a long wait.)
The behaviors and skills that made your best personal bankers successful for the last 30-years won’t help them going forward.
They’ll need a different and new set of skills, starting with absolute mastery of cross-sales. If they don’t make the shift, they’ll fail (and you may just go down with them).
What I’m about to say to you is sales heresy…
The most successful sales people don’t actually “sell.”
That’s right. They don’t sell.
They facilitate buying.
You’re thinking, “But wait Roxanne, that’s just semantics.”
If that’s true, then ask yourself… “Are 100% of your people comfortable with (and using) the sales script your last sales trainer taught them?”
Of course they’re not…because that kind of “selling” (really just clever manipulation) is uncomfortable for most and, when taken to the extreme…unethical.
Yet, in bank after bank, after bank (hundreds now),
Ever been asked by one of your commercial lenders to match rate to “win the business?”
Does the sun rise in the east?
When we see this happen we can predict, with clock-like precision exactly what’s causing the epidemic…
The lenders are measured on the wrong things. And when you measure the wrong things, you get wrong behaviors.
In today’s video I show you the “invisible link” between your lenders’ job descriptions, how you’re measuring their progress and how often you’re caving in to price pressure, instead of winning the PREMIUM YOU DESERVE…
Click here to download the Team Selling Checklist
Inside this 14 point checklist you’ll discover:
There’s this myth in community banking…
It goes like this:
“Sales is hard. Sales is uncomfortable. It feels, well, salesy…”
If it feels like sales, you’re doing it WRONG!
Sales is, more than anything else about service.
You SERVE the customer by asking great questions, delivering deeper understanding and guiding them to the best possible solution for their specific situation…
Today’s video show you exactly how to do all of that…
But before you go watch it, you might just want to grab a new tool we just released…
It’s called the Team Selling Checklist and it’s for community banks who are making the shift to “team selling” (and you should).
Have you seen the latest study showing that community bank customers rank rate and price as the #1 criteria for choosing their bank?
Me neither…because it doesn’t exist…
Yet, the “myth” that price is the paramount concern for your customers runs rampant inside community bank sales teams.
The real research shows that price is only 5th on the list of considerations for most customers…
So why then do they ask for your rate, before asking anything else…?
Simple. If they’re asking that question, your prospects know no other way to tell your bank from another.
“Loan demand dried up.”
“I’m too busy to develop business.”
“Nobody told me.”
Most workplaces are filled with the “busy without results” people. Those folks feel that a well-crafted excuse is a fine replacement for results any day. Worse yet, it doesn’t even occur to them that organizations that allow “excuse crafters” to ply their trade end up freezing everybody’s salary, cutting bonus pay, AND eventually…ceasing to exist.
Contrast that to the super performers…the ones who always hit all the goals and all their targets. And they always find a way to go above and beyond.
Click HERE for your free coaching session
or call our office at 952-737-6730
There are three points that you must hit to build a sales team that inherently kicks out the weak players and attracts future achievers.
Make sure that you have the right people on your team. Sounds logical but you’d be surprised at how few sales managers are picking their team correctly. By using hiring tools that match the person to both the position and the team, you can take away the guesswork as to whether that they will fit in —in terms of passion,
Click HERE to get your copy of “Thank God It’s Monday!”
A young woman came to me after a Kick-Off session recently and said, with tears in her eyes, “I took this job because I had to. Now, after tonight, I WANT to be here.” What changed? She simply saw that the expectations were higher and the dysfunctional behaviors were called just that, and now they all had permission not to allow any of those behaviors ever again.
It is hard to work around self-consumed people. When they see people bash other departments,
Click HERE for your free coaching session on sales
Last time we talked about research that was shared by Professional Selling Power magazine that declared that:
Number 1) Having a selling system that works can increase sales effectiveness and net results by as much as 30 percent.
2) Following a selling program or procedure can increase selling effectiveness and net results by as much as 20 percent.
And 3) Maintaining a positive mindset or attitude can influence your selling effectiveness and net results by as much as 50 percent!!!