Given the recent fed interest rate increases, inflation, and signs of recession, are you and your team having problems keeping a positive outlook about finding new clients and even keeping your existing clients? Rate is always an issue but skilled lenders and relationship managers know how to navigate a discussion with a client or prospect so that rate is less of an issue. In this challenging business environment, salespeople need to be very skilled at asking the right questions and uncovering potential issues and problems so that rate is not a surprise or a negotiating struggle. They must be excellent at consultative selling and positioning their value, which will minimize their need to negotiate rate.
At this workshop, Sales Execs and RMs will learn:
How to sustain your bank's business objectives of pursuing profit as well as volume
How to identify the Sales DNA needed in an RM to effectively position value and support negotiation skills when needed
A consultative approach that will help your RMs begin to “negotiate” the potential sale early in the process
Specific strategies to help your team build a strong negotiation foundation, all centered on the client
How mastering these consultative strategies will eliminate prospect “think it overs” and bloated pipelines
Learn more about ACTG
Helping companies Sell Better, Coach Better, and Hire Better for almost 30 years.
