by Nick Brown | Mar 29, 2024 | Sales Mindset, Sales Training
Earlier this year I took my family with me on a two-week business trip to southern Oregon and northern California. We have always wanted to visit this part of the country and jumped at the opportunity. As part of the trip, we went up the Oregon coast. Fortunately,...
by Nick Brown | Mar 29, 2024 | Sales Mindset, Sales Training
I am a big sports fan. If I had the time, I would watch and play sports much more than I currently do. As a fan, I want to see my teams win. More importantly, I want to see my teams win more frequently than their rivals, especially when they play each other. Winning...
by Nick Brown | Nov 20, 2023 | Uncategorized
Much of the work we do with credit unions is focused on setting and achieving sales goals. Often credit unions reach out to us because they are not reaching their goals or the potential they know is possible, and they feel that opportunity is being missed. Does this...
by Nick Brown | Sep 14, 2023 | eLending, Leadership, Loan Recapture Sales, Outbound Call Center, Sales Goals
Credit unions create revenue from many different sources such as non-lending product and service sales, fees, and investments. However, lending is by far the primary source of income for any financial institution. All financial executives know this. But for many...
by Nick Brown | Aug 22, 2023 | Sales Goals, Sales Training
If you are like most of the credit unions I am currently working with, the competition to grow and retain deposits is a real challenge. The deposit war began last year and is still raging. And it doesn’t look like it will settle down for many months. Out of...
by Nick Brown | May 31, 2023 | Sales Objections, Sales Training
One of the most requested sales training topics we receive from our credit union clients is on overcoming objections. Sales leaders feel that objections are a normal part of the sales process, and that being equipped with tools to overcome those objections is critical...
by Nick Brown | Jan 18, 2023 | Leadership, Sales Training
What is the most important conversation a credit union has with its members? This is a question I sometimes pose to credit union sales leaders and senior salespeople who attend our training workshops. It garners a lot of discussion and prompts answers that range from,...
by Nick Brown | Oct 5, 2022 | Sales Training
There is a growing need in the financial services industry for a robust sales culture. That isn’t to say that there needs to be a hard sales approach, or even a “sales first” mentality towards member service. However, credit unions do need to transform their front...
by Nick Brown | Jul 7, 2022 | Leadership, Sales Goals, Sales Mindset, Sales Training
I have worked in the credit union industry for nearly twenty-two years. In that time, I have observed and been part of hundreds of different credit union sales teams. Not all of those teams were successful. In fact, many didn’t even view themselves as being in sales....
by Nick Brown | Apr 18, 2022 | Leadership, Sales Goals, Sales Mindset, Sales Training
****As seen in CU Business Magazine in September 2021.***** When organizations struggle with, or as we have put it, stink at selling there are generally a few critical things that are just not working right. Luckily, those things can be identified, addressed, and...
