Retail Selling

AUDIENCE: Consumer Lenders, FSR’s, CSR’s and Personal Bankers

LENGTH: 2 days

PURPOSE: The objectives of this conference are to prepare participants to proactively seek sales opportunities, convert inquiries to sales, profile clients for relationship development, build the average revenue per sale through add-on selling, and retain and develop best client relationships. The goal is to help salespeople sell more in less time and to become more proactive in selling to high value clients and prospects.

Participants will be able to:

  • Sell comfortably with confidence and client purpose
  • Establish rapport quickly with clients of varying personality types
  • Identify client objectives and tailor benefits to the client
  • Profile clients by asking effective questions
  • Establish clear difference by positioning your products effectively against competitors
  • Anticipate and prevent expected sales resistance such as fee sensitivity
  • Establish product value beyond rate or price
  • Achieve next step client action to close primary sales
  • Set appointments and obtain follow-up action by telephone
  • Organize their selling efforts and manage sales goals systematically on a daily basis
  • Overcome sales discomfort
  • Avoid "product dumping" by talking less and listening more
  • Sell add-ons to increase the revenue per sale

Methodology:

Our consultants will conduct one conference, and your in-house trainers will conduct these 2-day conferences as needed for additional branch sales personnel.

This conference focuses on developing high profit client business through proactive selling strategies such as prospecting for new clients, differentiating your products from those of competitors, getting key profiling information from clients, adapting to the objectives and viewpoint of each client, advancing client action, managing high profit households, and building the sales revenue per sale through add-on selling.

Our focus on seeking client information enables your branch staff to overcome their sales discomfort, to target high profit households and to become more proactive in their selling behavior in less time.