This program shows how to capitalize on specific front line scenarios that tellers are faced with every day. Through practical application of proven sales skills participants get the confidence they need to integrate transactional efficiency with proactive selling.

What’s covered?

• * A comprehensive sales strategy that mirrors the client’s buying process.
• * The difference between service and selling in the financial services industry.
• * Ineffective selling behaviours that hinder performance.
• * Working with the client’s mental ownership during the sales process.
• * Creating positive first impressions for the teller.
• * Five different types of questions that uncover client needs.
• * A quick interview technique that maximizes opportunities on the front line efficiently and effectively.
• * Five things new clients tell you just by showing up to your place of business.
• * Understanding client fears and how they adversely affect the sale.
• * How to handle the phone and in-person rate inquiry.
• * The number one job of a service focused sales person.
• * Product presentation skills that increase value for clients.
• * Why sales people do not typically ask for the sale and what to do about it.
• * How to ask for the sale, or a referral, without being pushy or aggressive.