Consultative Selling is dead. The old playbook no longer plays. Crossing the success bridge in long cycle selling involves providing intrinsic value, building trust and establishing differentiation. Today’s entrepreneur, CFO and buying team are indeed looking for much more from their commercial or business banker.
Unfortunately, most of the training commercial bankers receive emanates from the 1980s. Not at St. Meyer & Hubbard. Our 5Cs of Trust-Based Selling methodology and Resource Manager approach helps bankers get in the door, get back in the door, get deeper and wider and build lifetime partnerships.
Our Playbooks are chunked into four distinct areas targeted to commercial bankers, business bankers, wealth management and mortgage colleagues and branch managers.
Gaining new clients using tools and trust, not cold calls and blitzes
Differentiating conversations from early to late cycle calls
Deepening partnerships with current clients
Developing lifetime partnerships through value added strategies
Give me a little info and I’ll be back with you shortly.
Executive Vice-President – Sales and Consulting
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