Sales Development Strategies

Sales cycles are lengthening. Clients are more in tune with their financial needs than ever before. You never get a second chance to make a first impression. Given these key factors, it’s time someone updated their training approach to preparing for, executing and following up on calls throughout the sales cycle. St. Meyer & Hubbard did. Through significant research and experience with thousands of bankers, we’ve assembled a four-step approach to sales development. Each Playbook mirrors a step in a collaborative buying journey and helps bankers migrate creatively from first calls to win-win negotiations.

Discovery Calls

Slow down to go fast. This counter intuitive concept forms the basis for Discovery Calls. Keeping the client/prospect in the center of activities and conversations creates an outward looking approach to quality conversations. Using the seven basic financial needs of business as a base, this Playbook takes a deep dive into case study planning, a modern conversation model, questions no other banker will ask and a VIP strategy that makes mundane follow up letters a thing of the past. Complete with practical tools such as a Share of Heart profile, Discovery Call Diagnostic, Question Resource Guide and Conversation Recap, Discovery Calls is THE workshop for anyone making bank to business calls.

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Partner Calls

Making a call alone requires preparation. Making a call with someone else involves rehearsal. SM&H is one of the few firms offering a unique look at planning and executing calls with partners. Partner Calls provides tools and skills for joint meetings with internal partners, a boss or even a board member. Conversation flow, understanding the buying decision team and using trouble signals effectively form the basis of this unique program.

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Presentation Calls

When bankers earn the right to share a solution, too often, too little thought goes into the process. Maybe that’s why industry win rates fall far below the 50% mark. Presentation Calls takes both a strategic and tactical look at this key skill. Determining how to tailor materials and visual aids, preparing to present and dealing with client concerns helps bankers earn more relationships and deepen current partnerships. Unique tools such as the Apples to Apples Analysis and Presentation Call Diagnostic make this program practical and easy to implement.

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Negotiation Skills

SM&H partners with Zehren Friedman, the preeminent negotiation skills training company in financial services. Negotiation Skills employs the concept of Principled Negotiation and understanding five negotiating styles to create win-win partnerships – for the long haul. Bankers bring their own cases to class which enhances the learning to life approach.

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Dana Perkins
Executive Vice-President – Sales and Consulting
816-434-5543