Tuesday, December 10, 2019
12:00 – 1:00 pm (Eastern Time)
11:00 – 12:00 pm (Central Time)
10:00 – 11:00 am (Mountain Time)
9:00 – 10:00 am (Pacific Time)
Lets face it; we are bankers, not traditional “salespeople”. Many in financial services recoil at the thought of “selling” to customers. But what if you replaced “selling” with “Asking strategic questions and aligning services to solve problems?” Sounds like a better activity, right? But how would you get that started; do operations professionals inherently know how to have a strategic discussion with a business decision maker about that business’ problems?
Objectives and Areas Covered:
- Critical aspects to successful customer communication
- Defining differences between Loyal and Repeat Customers
- 4 Elements of Loyal Customers
- 3 ways to become 'strategic' to business customers
- Identifying needs and solutions for your business customers
- Case Study - Remittance Challenges and Integrated Receivables
- Talking like a Journalist
- 6 Elements of Effective Communication
- The 'Science' Behind Communication
- "Consultative Selling" - What is it? How Do You Use it Effectively?
- Common Mistakes and How to Avoid Them
This front-line training is built around these "strategic conversations" between bankers and specifically their business customers. Financial Institutions have solutions to common business problems that exist at businesses but bankers rarely ask, never probe into what common problems could be solved. Business customers are not conditioned to think that their primary financial institution would have solutions outside of traditional deposit and loan products. So there is the "elephant in the room" that prevents FIs from becoming more strategically viewed by the business customer. Join us for insight about how to initiate these conversations, focused on 3 ways you can become a strategic partner for businesses and corporates, and how to get comfortable about initiating them.
David Peterson has inspired international audiences to rethink how innovation happens in their organization. He helps business leaders foster a culture of innovation that capitalizes on workforce diversity and instills accountability for driving growth. As the founder and CEO of Goldleaf Technologies, a leading provider of electronic payments software and a pioneer in the fintech industry, David understands the critical need to combat status-quo thinking to achieve sustainable profits and competitiveness in any industry. He shares real world strategies and tools to foster an innovation mindset and encourages people to be innovative where they are regardless of job title. David is the author of the best-selling book Grounded: Anchored Management for Strategic Leadership and Effective Decision-Making (Little River Publishing, 2016). His approach to strategic innovation has been praised by everyone from C-Suite executives to entrepreneurs to millennials. David is currently President of U.S. Dataworks. He serves on the board of several industry related companies and associations, and is a serial entrepreneur with start-ups in retail and professional services.
1.0 CPE Credits & 1.2 AAP Credits