Dallas, Aug. 4-6
Early Bird Deadline: April 4
Cornerstone Credit Union League
6801 Parkwood Blvd.
Plano TX 75024
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.
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.
- 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.
- 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:
- One on one; and
- 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.