Retail Selling

AUDIENCE: Consumer Lenders and MSR's

LENGTH: 2 days

PURPOSE: The objectives of this conference are to prepare participants to proactively seek sales opportunities and expand member relationships, convert inquiries to sales, profile members for relationship development, and retain and develop best member relationships. The goal is to help salespeople sell more in less time and to become more proactive in selling to members and prospects.

Participants will be able to:

  • Sell comfortably with confidence and member purpose
  • Establish rapport quickly with members of varying personality types
  • Identify member objectives and tailor benefits to the member
  • Profile members 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 member 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 growing member relationships through proactive selling strategies such as prospecting for new members, differentiating your products from those of competitors, getting key profiling information from members, adapting to the objectives and viewpoint of each member, advancing member action, and managing high profit member households.

Our focus on seeking member information enables your branch staff to overcome their sales discomfort and to become more proactive in their selling behavior in less time.