Business Development
AUDIENCE: Advanced level sales personnel who do proactive prospecting, SEG business development, indirect lending, mortgage lending and calling on small businesses
LENGTH: 1 or 3 days, depending on prior course attendance
PURPOSE: The objectives of this conference are to prepare participants to gain access to target prospects, to profile organizations and members to identify their best sales opportunities, to develop objectives and specific sales plans for their sales calls and best member relationships, and to manage movement of prospects through a multi-call sales cycle.
Participants will be able to:
- Demonstrate use of fundamental selling skills such as gaining appointments, establishing rapport, selling benefits, using questions, preventing and overcoming resistance, and moving prospects to action
- Adapt their selling style to the needs of their members and target businesses
- Develop a unique selling proposition for each prospect to establish a competitive difference
- Target their best sales opportunities based on potential and probability of buying
- Gain access to target prospects
- Manage their sales time effectively for better sales productivity
- Develop goals and strategies for growing best member relationships
- Profile members and coach them to full use of the credit union’s products
- Implement appropriate sales tactics and strategies at each step in the sales cycle
- Establish appropriate action objectives for their sales calls