Bank Sales Training - Prospecting and Business Development
Bank increases prospecting and business development efforts
A local bank needed to increase the quantity and effectiveness of their prospecting and business development efforts with key customers.
Sales Training Needs Assessment
The bank had recently hired a new president and charged her with the responsibility to grow sales and profits. She quickly identified two critical areas for improvement in commercial loans and business-to-business sales. STAR interviewed the respective managers and identified three major needs. First, they had not segmented their markets and consequently were not focusing their time on the right prospects. Second, they were recycling old leads rather than generating new leads. Third, they needed to improve their selling skills for the initial conversation with prospects; for example: asking better questions to qualify the opportunity.
Sales Training Solution
STAR worked on a series of sales consulting and sales training programs with these groups based largely on our Sales Prospecting and Business Development workshop. The entire team developed a list of criteria for their best customers and markets. The sales training program focused on how to segment their markets and to taught them to concentrate their time accordingly. STAR worked with them in small groups prior to various networking events so that they could practice and rehearse the skills to generate new leads and referrals. Lastly, we taught a series of advanced sales training modules to sharpen their questioning and presentation skills. The client's close ratios and overall level of new business increased substantially.
Now Available: An entire Needs Based Selling for Banks Training series is available Online (Web-Based) at the following link:Needs Based Selling for Banks