Part I and Part II are described below the overall course desciption. It is recommended but not required that participants in Part II have taken Part I.

Are your staff members maximizing the relationships with your customers and members?  Join nationally recognized financial industry sales expert Teresa Allen as she conducts a two part workshop sure to bring results to your financial institution!  Through a series of interactive exercises, participants will master the basic consultative sales skills necessary to grow your relationships and build trust.

Participants should bring a basic product brochure with them to class.

*It is strongly recommended that at least two participants be signed up at each location as some exercises require participant interaction.*

Part I:

• Knowing Your Competition
  • Do your staff members at the branch level know what their direct competitors are doing?  Teresa will discuss and will provide a format for collecting information that will be used to handle objections and win business.
• Asking Questions to Determine Needs
  • A consultative sales approach is NOT shoving products down the throats of customers and members.  It IS listening to the customer and asking life questions that uncover opportunities for building the relationship through needed additional products and services.
• Translating Features into Benefit Statements
  • Most brochures simply list features such as price and rate.  To earn the business, you must know how to translate product features into a specific benefit statement for each individual customer.

Teresa Allen works with financial institutions who want to improve sales and customer service performance in order to build success and grow profits. Teresa is owner of Success Strategies, a national training and consulting firm. She is a member of the National Speakers Association and past recipient of the ASTD Professional Trainer of the Year Award. Teresa has presented to the financial industry for over ten years at local, state and national meetings. She is author of Common Sense Service: Close Encounters on the Front Lines and is co-author of The Service Path: Your Roadmap for Building Strong Customer Loyalty. Teresa is a graduate of Miami University in Oxford, Ohio where she earned her B.S. in Business Administration with a degree in Marketing.

Live webinar only. You will receive instructions to attend the live session with the ability to ask questions of the instructor.

Attend the live event plus receive unlimited, online playback for the next 6 months. In addition to the live program, you receive a web address for online viewing after the live event and an audio CD with handouts for offline viewing.

Unlimited playback & materials only. If you are unable to attend the regularly scheduled event, but are interested in the topic, you can purchase the recorded version. You will receive a web address for online viewing and an audio CD and handouts for offline viewing.