It’s consistent…The one thing that most banks do wrong is sales training. In fact, in most cases, it is a train wreck.
Most banks are screaming for loan growth. But they’re not going to get it.
They think the only way to achieve that growth is to do traditional sales training.
Never, in the history of time has that ever worked. No really…never.
In talking with top-performing bank executives every week, I’ve heard at least 1,000 executives tell me over the years something like, “We spent $400,000 on sales training…not only did it not work…it made things worse.”
It’s like the guy who tries to fix his glasses with a hammer…wrong tool.
When you bring in outside sales trainers, they historically disorient everyone and cause more harm than good.
Most “sales training” misses the boat—causing lenders and everyone else to lose their confidence and, quite frankly, feel like they need a polyester plaid jacket.
Enough already…it is not about quotas, dealing with objections and number of calls.
It’s about calling on the right people, having the right conversations—the ones whereby the prospect falls in love with you and what your unique selling propositions will do for them whereby they’re willing to pay you 50 to 150 basis points more and a fee…and switch all their accounts…and bring their friends.
That’s right. All […]