Client Conversations 1

“Jane is my banker. She does a great job for me.” Clients throughout your footprint share that opinion of your best Personal Bankers. Relationships are not simply built at the bank based on how many products Jane sells, however. They rest on trust. Client Conversations 1 introduces a proven conversation model which fosters cross-solving (client-focused) versus cross-selling (bank-focused).

Audience:

Branch Managers, Personal/Universal Bankers, and others that open new accounts

Time Frame:

One-day classroom module

Prerequisites:

None

Client Conversations 1 Key Learning Outcomes

Deal effectively with various sales situations – transition selling and reactive selling both in person and over the phone
Understand the four categories of financial needs and key life events to better identify and meet client needs
Build trust and credibility with clients to help them feel comfortable discussing their financial circumstances
Handle sensitive client situations
Frame the discussion to transition to financial issues
Explore financial needs by asking effective questions to gain a clear understanding of client situations and how they can be improved

Tools and Job Aids:

Client Relationship Job Aid
Client Relationship Notes Template
Client Conversations 1 Coaching Job Aid

Taking you where you want to go starts with a conversation…

Give me a little info and I’ll be back with you shortly.

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