Being able to adapt and pivot is the hallmark of success in 2020. There are many new skills that we picked up, how to work various video conferencing applications, how to do remote check-ins, and, of course, how to run your entire bank from your home dining room table. One skill that still can use some work is our approach to training, coaching, and conversations.
Tag: Sales Training
If the truth is told, most bankers have LinkedIn profiles that are missing the basics. Their photos, lack of keyword usage, fear of putting their contact information online, no personalized URL and unclear capabilities all hinder performance. Now, if you are an introvert that does not have a line function, wants to stay off the grid and is so confident in their job security that there is no need for visibility, then you don’t need to worry about it. However, if you are a relationship manager, then you have a problem.
We are big proponents of developing a sales process for bank calling officers. We believe that without a well-defined and implemented sales process, a community bank cannot succeed as a sales organization. One very effective tool that more bankers should be deploying for their sales process and training is role-playing. However, few community bankers are doing so, and at a recent bank meeting where we discussed role-playing as a sales tool, we had two bankers (a CEO and a CLO) roll their eyes at us and state that they would not subject their
Lending is a competitive business. While there are many good lenders, there are fewer good lenders that are superior salespeople in banking. We know one of the best that we reported on back in 2014 and thought we would update his production and techniques.
A bank’s success is largely predicated on a banker’s ability to sell and we are not talking about the Wells Fargo way to sell.
Last week we had a healthy internal debate over the value of municipal customers. When it comes to profitability, municipal customers are either very profitable or not very profitable – there is really not much in the middle. In other words, municipal profitability does not follow a normal distribution and as such, you have to choose your municipal customers wisely.