INSTITUTE FOR BANKING AND FINANCE

Summer 2003 Seminars

Business Development for Bankers - Advanced

Going Beyond the Essentials in Bank Selling
July 5, 2003 / 9:00 a.m. - 4:00 p.m.
Seminar leader: Roger Morin

This seminar, for more experienced business development representatives, goes beyond the basics of financial services selling. Tested methods and techniques are explored and demonstrated to help bankers handle sales challenges that must be faced in today's keenly competitive environment. Especially helpful are the practical, how-to sections on identifying buyer personality types, recognizing motives and picking up on dozens of nonverbal buying signals.

Agenda:



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