Referral Selling
AUDIENCE: Bank Tellers, CSR’s and other client contact personnel who have referral sales opportunities
LENGTH: 1 day
PURPOSE: The objectives of this course are to prepare participants to create referral opportunities, and to convert referral opportunities into referral sales. This course is particularly helpful with onboarding new bank tellers and emphasizing a stronger sales role in their duties.
Participants will be able to:
- Make referrals comfortably with confidence and client purpose
- Establish rapport with clients quickly
- Recognize referral sales opportunities by client cue or by computer data
- Profile clients by asking effective questions
- Describe products and benefits persuasively in 30 seconds
- Anticipate and prevent expected sales resistance such as fee sensitivity
- Create referral sales opportunities with "specials selling" questions
- Answer frequent product objections to retain clients
- Convert inquiries to appointments
- Manage sales goals systematically on a daily basis
- Organize selling efforts and assist in managing best client relationships
- Overcome sales discomfort
- Take proactive selling action such as calling clients to obtain appointments for sales personnel
Methodology:
Your in-house trainers will conduct these one day conferences for referral sales personnel as needed.