Experience the three-day workshop that will transform the way you train sales at your credit union—and amplify product penetration.

The Credit Union Sales Intensive is the foundation of SalesCU’s cutting-edge skill-based, mindset-centered methodology. In this two or three-day intensive training, you’ll be introduced to the SURPASS Sales Process that Credit Union’s across the United States have used to increase product penetration and revenue by 75%.

 

 

The first two days are focused on teaching the skills and processes needed by any member facing employee with an angle of how to coach these behaviors. You will can leave the training equipped with the tools you need to return and coach employees at your credit union to improve on their sales results. The third day is for sales leaders. This day is exclusively focused on coaching employees. Every aspect of the Intensive is designed for one purpose: to help you deliver results at your credit union. You’ll leave the Credit Union Sales Intensive with actionable skills you can apply your very first day back.

In this intensive workshop, you’ll discover:

 

  • The 7 Step SURPASS Sales Process

  • 5 Script examples on how to apply the training

  • Leadership and coaching methodology with real actionable steps

  • Role-playing to practice the skills

  • Managing Sales Objections

  • Loan Recapture and use of the Loan Recapture Calculator

  • How to apply sales training at your credit union

If you are not looking for a fresh approach that will address the root of the problem of why your employees are not selling, then this training is not for you.

Who is this course for?

First 2-Days

Highly motivated branch and contact center employees who open new accounts and/or process loan applications. Employees who are ready for two intense days of credit union specific sales training on mindset, processes, and skills imperative for sales success. 

3-Day Option

This day of training is dedicated to your leaders, those who manage, coach or inspire your front line staff in any way. Your sales team leaders will learn how to inspire and lead their teams successfully to sell in the credit union way. We address these questions and more: What does effective sales coaching look like? How do you lead an inspiring team meeting?

Schedule

Credit Union Sales Basics

 

  • Crafting the credit union sales mindset
  • “SURPASS” your members expectations with service and sales
  • Seeing your member’s needs, wants and dreams
  • Product Knowledge for Sellers!
  • Leading your member through the sales process
  • Getting commitments and following up
  • Managing sales objections

Advanced Sales Skills – Putting it to work

 

  • Conducting an effective Member Interview
  • Selling Assurance Products (GAP, Extended Warranty, Payment Protection)
  • Recapturing loans
  • Effective onboarding
  • Practice and apply through role play

Leading Your Sales Team to PEAK Performance Through Coaching and Accountability

Your role as a coach and mentor

Building your business, contributing at a high level

Coaching – Developing greatness in your team

  • Plan to Coach
    • Proper shadowing
    • Effective use of data
    • Using the right coaching style
    • Preparing the coaching environment
  • Empower
    • Using role-playing effectively
    • Properly modeling the right behaviors
    • Meaningful accountability
  • Apply Learning
    • Learn the QNI method
    • Being clear on goals and expectations
  • Kindle Enthusiasm and Performance
    • Reinforce correct behaviors with Praise – Recognition – Reward
    • Clarifying Expectation

 

 

For Credit Union Leaders

Let’s face it, you’d be happy if your employees could make even the smallest improvement in their sales results if they’d at least try to sell every once in a while, even if it didn’t look pretty. Even a broken clock has success telling the time twice a day. But your team is sales averse, even afraid, they miss the most obvious hints of product or service needs your members give them, and there is always an excuse. You are just looking for some level of consistent effort, but when it comes to selling the only thing they are consistent at is being inconsistent.

But what if you could change this? We know you have tried, you’ve had meetings, contests, training, you may have even brought in an expert, only to see a short term result followed by business as usual. And that incentive program you put together seemed to only make your employees more entrenched in their efforts to not sell. But what if?

What if they could sell, and not just by “asking for the business” which your members can’t stand. What if they could actually get to know your members, deeply understand their needs, wants, and dreams, and align products and services that help the member reach their goals? What if they not only sold the common products and services but also the ones you aren’t often selling because they are empowered/equipped to sell your full product line?

Now, this level of sales effort and skill may only seem like a pipe dream today, but it is a reality. With the right people who have the right mindset, processes, and skills, your credit union can accomplish anything.

Credit Union Sales Intensive

Workshop Dates and Locations

Salt Lake City, Utah - April 28-30, 2020

Salt Lake City, Utah

Price: $1,499.00 | Early Bird: $1,299*

*Early Bird pricing ends on April 18, 2020.

Date: April 28-30, 2020

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Day One – 8:30 a.m. to 4:30 p.m.

Day Two – 8:30 a.m. to 3:30 p.m.

Day Three – 8:30 a.m to 3:30 p.m.

Location: TBD

Denver, Colorado - May 19-21, 2020

Denver, Colorado

Price: 3 Day: $1,499.00 | Early Bird: $1,299

2 Day: $999 | Early Bird: $866

*Early Bird: Register 45 days in advance and receive $200 discount.

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Date: May 19-21, 2020

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Hours: Day One – 8:30 a.m. to 4:30 p.m.

Day Two – 8:30 a.m. to 3:30 p.m.

Day Three (Sales Team Leaders) – 8:30 a.m to 3:30 p.m.

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Location: TBD