Referral Selling

AUDIENCE: Tellers, MSR’s and other member contact personnel who have referral sales opportunities

LENGTH: 1 day

PURPOSE: The objectives of this conference are to prepare participants to convert referral opportunities into sales and to create referral opportunities.

Participants will be able to:

  • Make referrals comfortably with confidence and member purpose
  • Establish rapport with members quickly
  • Recognize referral sales opportunities by member cue or by computer data
  • Profile members by asking effective questions
  • Describe products persuasively in 30 seconds with benefits
  • Anticipate and prevent expected sales resistance such as fee sensitivity
  • Create referral sales opportunities with "specials selling" questions
  • Answer frequent product objections to retain members
  • Convert inquiries to appointments
  • Manage sales goals systematically on a daily basis
  • Organize their selling efforts and assist in managing best member relationships
  • Overcome sales discomfort
  • Take proactive selling action such as calling members to obtain appointments for sales personnel

Methodology:

Your in-house trainers will conduct these one day conferences for referral sales personnel as needed.