Has your financial institution made a substantial investment in sales training only to find that your officers are reluctant to pick up the phone or ineffective when they do?
Let’s Face It— Sales skills and product knowledge are useless unless you can get in front of the prospect. Securing the appointment is the most important part of the process.
The banking business gets more competitive every day……Is your staff taking advantage of every business development opportunity?
Practical and Results Oriented
Our intensive one-day workshops teach your staff a simple, practical and professional approach to using the telephone as a business development tool. This approach complements any existing sales training regime and provides the participants with the skills needed to succeed in the most critical tenant of the sales process – prospecting.
Confidence is a crucial factor in selling, and confidence is what participants say they gain most from our challenging, interactive training programs. By making actual live calls to clients and prospects, participants are given the opportunity to put their newly acquired knowledge to work and experience immediate success. It is not uncommon for participants to increase their telephone contact-to-appointment ratio by 50%-100%.
From Prospecting to Building Relationships
Gehegan & Associates can help your staff take a proactive approach to new business development and expanding client relationships. Our customized calling guides are designed to promote a practical and ethical approach when contacting existing and prospective customers.
Commercial calling officers, branch managers, personal bankers, licensed branch officers and investment consultants at all levels of experience have been able to quickly implement the skills learned to get more appointments with their targeted audience.
Results that Last
Once your staff is trained, we follow through to ensure that the training delivers sustainable results.
- We expect line and senior management to audit the workshops so that the skills taught can be reinforced by internal staff.
- ABC approach: Accountability, Behavior and Consistency, we ensure that the training provides a substantial return on investment.
- We conduct a series of conference calls with management to answer questions and provide input on the results of the calling activity.
National Small Business Banking and Investment Sales Executive, Capital One Bank