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:
- Prospecting in a competitive marketplace
Ways to find and solicit more prospects - Tips on time and sales management
Increasing selling time means incresing sales - Dos and don'ts of team calling
Step-by-step guidance and what to avoid - Generating more leads and referrals
Suggestions and sources - Selling to different personalities
Adjusting your sales presentation to different personalities - How to recognize and act on buying signals
Specific things buyers do that reveal what to do next - Determining the decision makers
Working the ladder up and down - Creative selling
Collaborating with participants to develop a sales presentation - Effective closings
When to get the buyer to say "yes"