I believe people want to trust their banker and count on them for guidance on making good financial decisions. In this episode, I’m going to show you how to not only recover from the damage that was done to the industry when a mega bank was called out on sales practices that caused improper cross-sales, but to deal with the potential skepticism that each customer will have going forward when a banker is recommending a product in their best interests.
There are a few challenges:
First, your employees may take the media impact and use it as an excuse to never sell—thinking they are taking the high road,
I believe that great organizations have mastery of two things—great people and great systems. In this session, I’m going to share with you a system that has consistently and predictably doubled cross-sales in 4-5 months.
If you’re the kind of person who:
- Has had a few false attempts at fixing the “order taking” pain point at your bank, you’ll love this episode because you don’t need to give up OR take it in the chin one more time with another false attempt where someone tells you they can rope the moon…but they don’t own the rope.
I believe that people like to pay more for someone who provides a unique benefit that is valuable to them. In this episode, I’ll show you how to win all of the business of your prospects without them ever asking about rate or fees. REALLY. I know it sounds crazy, but in our seminars, I hear people tell me all the time that they’re now averaging 7-8 cross-sales when they never had more than 2 in their lives. If they can do it, your people can too.
If you’re the kind of leader who:
- Knows you have some great unique selling points,
I believe banks deserve to get paid far more for what they do.
In this episode, I’m going to share with you a process to get your people to stop rate matching for good. They’ll never again give a rate when someone calls in to ask for a rate.
If you’re the kind of leader:
- Who has been on the bandwagon for years about not having to match rates but you still have team members who think you don’t “get it” –that they HAVE to match rate or lose the business,
I believe people get energy and feel good about themselves when they help other people.
In this episode, I’m going to show you how to get your people excited about having your clients acquire all the products and services that would help them. I believe cross-sales is a measure of trust—if they trust you, they bring everything to you immediately and continue to add more as they need it. It’s not sales…it’s a measure of great service.
Now, if you’re the kind of leader who:
There are only three ways to grow your bank…
#1. Get new customers. (Everyone focuses on this growth lever, but it’s the most difficult and most expensive…)
#2. Sell more to your existing customers. (More on how to do that in a moment…)
#3. Keep the customers you get from method #1 longer.
In banking, if you’re doing #1 the right way and attracting A+ quality customers, getting them to happily pay premium pricing for the added value you bring, then your…
…BIG HIDDEN OPPORTUNITY is in keeping them.
You’re in luck…
At conference, after conference, after conference, when I speak to audiences of bank executives the talk lately has been “culture, culture, culture.”
Much ado about culture…why?
There’s good reason. Culture is proven to be the leading predictor of YOUR future growth and profitability.
Read that again…
CULTURE is PROVEN to be the LEADING PREDICTOR of future growth and PROFITABILITY.
Take that in for a moment.
That’s a scary statement for most bankers, heck for most business leaders anywhere. Most think culture is this touchy-feely,