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Using an Effective Selling System to “Score” Your Prospects

A Probability Scorecard is like the yard markers on a football field. The yard markers give you a clear, definitive look at how much ground has to be covered before you score points; or in the case of defense, how much ground you have left to defend.

OnDemand
Recorded Thursday,
October 28th, 2021
Presented by Walt Gerano
1h total length
1.25 CEU Credits
$179.00 or 1 Token

Includes: 30 Days OnDemand Playback, Presenter Materials and Handouts

  • Management/Employee Development
  • Sales
  • Branch Manager
  • Commercial Lender
  • Consumer Lender/Retail Banker
  • Customer Service Representative
  • Marketing Officer/Business Development
  • New Accounts Representative
  • Private Banker
  • Senior Management
  • Small Business Lender
  • Trainer
  • Trust Officer

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A Probability Scorecard is like the yard markers on a football field. The yard markers give you a clear, definitive look at how much ground has to be covered before you score points; or in the case of defense, how much ground you have left to defend.

An effective Sales Probability Scorecard tells you almost exactly the information you have and might be missing and the likelihood of closing a specific opportunity. Wouldn’t that be helpful? You may already use a tool or system in your sales process that is meant to track the status of deals in your sales pipeline. But if the sales enablement tool you are using isn’t built around an effective selling system, then it will be not be predictive and will not help relationship managers close more business.

What You Will Learn

  • A milestone-centric sales process that breaks down the specific steps required to effectively create, qualify and close business.
  • How to establish the factors important to qualify the prospect (can be industry specific)
  • How to create a baseline for what a "closeable opportunity" is (i.e. 70% score is considered closeable)

Who should attend

RMs and MSRs in all lines of business, tellers, LOB leaders, supervisors and training managers.


Walt Gerano

Instructor Bio

Walt Gerano brings with him more than 28 years of financial sales and sales management experience and has been a Sales Development Expert with Anthony Cole Training Group for over 8 years. His webinars are delivered in an entertaining manner and he captures the engagement of his participants with his wit and open 'story-telling' style. Walt personally coaches more than 50 salespeople across the country on how to achieve their sales goals and personal dreams.


Credit Information

Recommended for 1.25 CEU Credit Hours. After attending this webinar, each attendee can receive a Certificate of Attendance for self-reporting of CEU Credits.