Banking is extremely competitive, and superior selling skills are critical for you to win more than your share of the opportunities.

Yet, through no fault of their own, most bankers’ selling skills are mediocre, at best.

After all, they probably didn’t get into banking in order to pursue a sales career.

The banks we’ve trained wanted us to help in the following areas. How would you rate your relationship managers in them?

• Differentiating themselves from competition
• Being more realistic about what is a good opportunity and what is not
• Weeding out dead deals quickly
• Getting to the real decision maker
• Implementing a sales process that works
• Feeling more comfortable in their selling role
• Getting in front of more qualified prospects

Our training and reinforcement programs have proven extremely effective for commercial bankers, as our testimonials show. In fact, our boot camps for commercial bankers continuously receive very high marks from participants, as the evaluation sheets from several hundred commercial bankers and credit executives demonstrate.

We always ask attendees to rate the training in various areas on a scale of 1-5 (best). Here are recent scores below from 51 commercial bankers from a large west coast regional bank.

The Common Sense Selling Boot Camp for Commercial Bankers

We will customize a training program based on your bank’s needs, but typically we offer a two-day workshop, customized for commercial bankers, that has received rave reviews from virtually 100% of everyone who has attended it. (link to testimonials page)

It will change your selling world, even if you've already had tons of training. No, especially if you've already had tons of training.

Here’s an overview of what’s covered in the two days.

It’s Broken, and Needs Fixing

• Sales is not a dirty word, and other attitudes that will shape your success
• How prospects buy, and how they immediately put you at a disadvantage
• Traditional (product pushing) selling and why it no longer works
• Why a sales process?
• The Common Sense Selling (problem solving) process, step by step

Sales is a People Business

• Building trust – you can’t act like a salesperson
• Understanding personality styles and their significance in selling
• Orchestrating the opportunity and controlling the process

The Best Investigators Close the Most Business

• Why people buy – the real reasons nobody pays any attention to
• Questions – the tools of the successful seller’s trade
• Are you listening?
• Product knowledge – when and how to use it effectively
• Differentiating yourself from your competition
• Understanding the five points of the decision process
• The two tests each prospect must pass
• Letting the prospect close the sale
• Protecting the sale from the incumbent’s inevitable assault

 Roadblocks & Landmines

• Common objections
• Five fabulous tactics

 Filling the Pipeline

• Your new elevator speech
• Cold call and voice mail prospecting

Endless referrals

• Focus on what you can control; forget the rest

What to Do When You Hit the Street on Monday

• Implementing Common Sense Selling
• Cleaning up your pipeline

Reinforcement Training is Included

• Teleclasses
• Three online training modules
• Coach-on-call
• Proposal Coach for Commercial Bankers
• CD
• CSS book

Who should attend:

• New relationship managers who need a good foundation in selling
• Experienced lenders who need further training to get them to the next level

This is like no other training you’ve ever experienced. At the end of the two days participants will know how to orchestrate the sales process, discover the buyers motivation, differentiate their bank from competition, ask much better questions, know who’s real and who’s shopping, and much more.

Our Guarantee:

If, at the end of the first day of training, you don’t feel like you’ll recoup your investment in the next 60 days (or sooner), we’ll refund your investment 100%…no questions asked.

The Investment:

• 1-2 people…………. $1,995 per person
• 3-5 people…………. $1,750 per person
• 6 or more…………   $1,495 per person

Schedule:                          

• October 7-8, 2010  in San Diego 
• February 10-11, 2011 in San Diego