In this course the student learns the value of building long lasting relationships as well as how to effectively develop and implement a selling strategy in any major account. Once a strategy is created, its validity is tested through a formal presentation to both management and fellow salespeople.
Through specific account planning and the understanding of how to set objectives and priorities when managing accounts, we provide the missing ingredient to generating increased loan production in any challenging market.
We set the agenda in motion to securing long-term business relationships through a more consistent awareness of both the positive and negative factors that can influence a sale, as well as an understanding of the selling cycle.
The clear and concise establishment of goals is also addressed through use of SMART (Specific, Measurable, Achievable, Realistic, and Time Bound) criteria.
Finally, we evaluate more deeply the Customer’s personal buying criteria and how to respond to them. Through an understanding of the steps involved in the progression up the Customer’s “decision ladder” the final elements fall cohesively into place to produce a strategic plan.
At the end of Day 1, each student is asked to choose an account from which you would like to see a solid volume increase, in terms of loan production, to address in their strategy session on Day 2. (Preparation of a PowerPoint presentation normally requires three hours on the evening of Day 1.)