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Education
High Impact Sales Training

Date & Location

Dallas, Aug. 4-6

Early Bird Deadline: April 4
Cornerstone Credit Union League
6801 Parkwood Blvd.
Plano TX 75024
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Credit unions are retail sales organizations. As such, they must compete for their members’ business. The best way to do this is to have a sales-enabled approach to member services—a way of connection with members—engaging them in meaningful conversations to align solutions to their financial needs, wants, and dreams, and then capture the opportunity. To be successful, credit union employees must know how to sell in a way that adds value to the member, and they require leaders who are empowered to drive results and development through coaching and meaningful accountability.

This High-Impact Sales program will empower employees, leaders, and training teams with a complete set of skills, processes, and perspectives.

The experience

This workshop provides an environment for increased learning retention. Divided into three full days of sales training, employees can choose to attend one day or all three days, depending on their role within the credit union.

Day One: Sales Foundation

Day one is targeted to any employee who works in a transactional role, such as tellers, contact center agents, member service representatives, or loan officers, as well as leaders who manage or coach employees in these groups. Employees will learn the foundational principles of selling to credit union members and the credit union philosophy.

Learning objectives:

  • Identify member needs and how to have a conversation;
  • Uncover needs and motivations by asking questions;
  • Align products and service to meet member needs;
  • Gain proper and effective commitments; and
  • Manage sales objections.

Day Two: Advanced Sales Skills

Employees will learn what it takes to sell the full product line and craft primary financial relationships with their members. Attendees will also discover how to use the foundational sales principles and how apply them to advanced sales opportunities.

Learning objectives:

  • Effectively interviewing members;
  • Understanding deposit and loan recapture;
  • Growing checking accounts;
  • Selling ancillary products and services such as guaranteed asset protection (GAP), extended warranty, and payment protection; and
  • Making effective onboarding calls.

Day Three: Transformational Leadership

This final day is designed with the sales leader or coach in mind. Leaders will learn how to identify employee coaching needs and develop an individual development plan to address them. They will also determine how to use the four coaching opportunities to continuously develop their teams. Those four coaching opportunities are:

  1. Shadowing;
  2. Debriefing;
  3. One on one; and
  4. Team meetings.

The content will include product and services that credit unions offer, scenarios and examples that employees can relate to, and information to assist credit union employees with targeting sales opportunities.

Who Should Attend?

Credit union professionals who touch any aspect of lending, including staff, managers, vice presidents, and C-suite executives.

Presenter - Nick Brown

Nick BrownNick Brown is a sales and service expert in the credit union industry. Brown started his career in 2000 as a part-time teller. He spent 15 years with a large, progressive credit union in different capacities, including branch operations and training and development. The last nine years of his credit union career were with an outbound sales team, where he connected with members by phone and email to deepen their financial relationships with their credit unions. It was here that Brown developed his love for and skill in selling credit union products and services. From 2009 to 2015, he led this outbound sales team to record-setting sales numbers. In 2015, Brown started SalesCU with the goal of helping credit unions improve their sales results.

Educational Investment

Fee Per Person


Early Bird
(on or before April 4)
Regular Rate
(after April 4)
Day One Only: Sales Foundations  $300 $350
Day Two Only: Advanced Sales Skills
$400 $450 
Day Three Only: Transformational Leadership      $400  $450 
Day One and Day Two:
Sales Foundation and Advances Sales Skills
$650
    
 $750
  
Full Three-Day Workshop with two bonus webinars
$925 $1075 

Limited number of registrations available. Register early to secure your seat. Your investment includes instruction, handout materials, and networking lunch.

Business casual dress is appropriate. Bring a jacket or sweater as room temperatures vary.

Please be advised that photographs may be taken at the event for use in Cornerstone Credit Union League marketing materials. By registering for and attending any event, you agree that your image may be used at any time, without further notification, for printed materials, web sites, social media and other marketing purposes.

Registrant Cancellation Policy

Substitutions are always welcome. Registration fee refunds (less a $50 processing fee per person) are granted for cancellations received in writing two weeks prior to the training.

Questions?

If you have questions regarding this training, call 800-442-5762 ext. 6630 or 469-385-6630 or email training@cornerstoneleague.coop.

If you have physical, medical, or dietary needs requiring special attention, please contact us for proper arrangements to be made. For more information regarding administrative policies, such as complaint or refund, please contact us at 800-442-5762 ext. 6630.