Event Details*
Thursday, October 17, 2024
2:00 - 3:00 pm ET
Webinar; 1.2 AAP/APRP CEU Eligible
Level: Advanced
Event Registration**
Member Price: $150.00
Non-Member Price: $325.00
**$150 member registration fee includes 3 registrations. Additional members may be registered for $25/person. All members must be registered at the same time, and you must be logged in to receive this pricing.
Selling in banking is not the same as other industries. Even so, all organizations need to have strategies in place to promote and sell their services. Many times we connect the idea of selling with that of the stereotypical archetype of a used car salesman. In banking though, we are focused on adding value to our customers and members by solving problems for them. The truly gratifying part of this is process is that some of these problems they may be aware of and in other cases they may not know a problem even exists at all. For all these reasons, a consultative sales approach can be used to best serve the needs of the client and also add value to the financial institution. Consultative sales refer to having conversations, understanding needs, and mapping out solutions.
In this session, we explore the consultative sales approach as it relates to business services. Topics related to needs assessment, tying solutions to problems, and delivering of proformas will be explored. In addition, we define the role and characteristics of the Treasury Management Consultant who is integral to effective consultative sale of treasury services.
Come join this session to better understand an optimal approach to solving for business client’s needs.
Attendees will:
• Demonstrate an understanding of the consultative sales technique.
• Apply learned approaches to future interactions with business clients.
• Formulate strategies for implementing a consultative sales technique.
Speaker:
• Mark Dixon, AAP, APRP, NCP, Vice President, Education, NEACH
Audience:
• Electronic Banking
• Operations
• Originator/TPS Education
• Treasury/ Cash Management
*Please note that the access information will be sent to you in a separate email upon receipt of payment. Access information and support are only provided during normal business hours.
**$150 member registration fee includes 3 registrations. Additional members may be registered for $25/person. All members must be registered at the same time, and you must be logged in to receive this pricing.