In today’s financial landscape, it is harder and harder to differentiate your products and organization from your competition. This course will help staff create greater demand for their products and services.
Today’s buyers can research, find options, pricing, and purchase about every bank product online, making it harder for lenders to prospect and differentiate their solutions. Consultative salespeople differentiate themselves by helping their potential buyers self-discover why they need their guidance and products. They do that by managing the conversation skillfully, being adept at asking the right questions, probing, and listening with the intent to learn and understand. They bring indispensable value through the questions they ask and the way in which they ask those questions.
What You’ll Learn
- Understanding the specific traits of “elite” consultative salespeople
- Following a consistent, milestone-centric sales approach that drives their success
- Using a skillful ‘drill down’ questioning approach to guide prospects to self-discover the value of the proposed solutions
Who Should Attend
Lenders, relationship managers, business bankers, new business development, sales managers, sales leaders, and trainers will benefit from this course.
Instructor Bio
Dan Fischer, sales development expert, has 28 years of financial sales and sales management experience working in the banking and insurance industries. During that time, he has developed a life-long passion for coaching along with an understanding of how to motivate salespeople. Using all the many tools and techniques from his past experience, Fischer is focused on helping salespeople and sales leaders become top quartile in their efforts.
When he is not at work, Fischer can usually be found with his wife of 33 years and family. Fischer’s “Why” gets him up every morning… “to inspire, motivate, and have a positive impact on people through my passion to help them achieve beyond what they imagined.”
For 27 years, Anthony Cole Training Group has been helping banks and other financial service organizations close their sales opportunity gap by helping them sell better, coach better and hire better. Our Mission: Grow People, Grow Organizations.
