Course Description

Seat Time: 2.75hrs - Desc:

This course will consider the sales skills necessary for branch managers. The learner will examine the sales compass, including identifying the need, building the relationship, advancing the sale, and more. After completing this program, the learner will be able to:

• Identify the need, build the relationship, and advance the sale.
• Customize solutions, propose values, and overcome objections.
• Close the sale and provide quality service.

Course Topics

T1. Selling is a Service: This topic will discuss sales and the branch manager, with points about cross-selling and why cross-selling is necessary to making sales.

T2. Sales and the Branch Manager: This topic will describe the importance of sales to the financial institution, and will discuss the sales skills necessary for effective branch managers, such as keeping up-to-date on product information and maintaining a professional, selling environment.

T3. The Sales Compass: This topic will instruct the learner on the sales compass model, which describes the six-step process of selling products and services, including identifying the need, building the relationship, advancing the sale, and more.

T4. Identify the Need: This topic will familiarize the learner with identifying customer needs by seeing an opportunity for a sale and providing tips and techniques to cross-sell.

T5. Build the Relationship: This topic will stress the importance of relationships by familiarizing the learner with the qualities of professionalism, sincerity, competence, and others.

T6. Advance the Sale: This topic will provide the learner with strategies for advancing a sale, such as the funnel technique and educating the customer.

T7. Customize Solutions: This topic will stress the importance of customizing solutions for customers by providing the learner with a process to follow, which includes restating the need, relating solutions to needs, and presenting solutions.

T8. Value Proposition: This topic will introduce the learner to value propositions, and will discuss how to create and develop them, and the benefits of using them.

T9. Overcome Objections: This topic will familiarize the learner with handling objections through the use of the sales equation and by knowing the five categories of objections.

T10. Close the Sale: This topic will provide the learner with strategies for closing the sale, included in which are not overselling, knowing when to be silent, and ensuring a smooth close.

T11. Quality Service: This topic will explain how the guiding force of the sales process is exceptional service, and will instruct the learner on ways to continue with exceptional service, such as following up with a phone call, confirming satisfaction, and making oneself accessible.