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...
by Nick Brown | Apr 12, 2022 | Sales Mindset, Sales Training
I have been a Boy Scout advisor for most of my adult life. If you know anything about Scouting, you know the highlight of the year is the week-long summer camp. I have been to dozens. A few years ago, our troop spent summer camp at Camp Hunt. It sits on the bank of...
by Nick Brown | Feb 4, 2022 | Sales Mindset, Sales Training
****As seen in CU Business Magazine in January 2022.***** Every credit union has at least one. That team member who consistently out performs everyone else in sales. They are always at the top with their sales numbers, and they do a great job selling most of the...
by Nick Brown | Nov 22, 2021 | Sales Goals, Sales Mindset, Sales Training
****As seen in CU Business Magazine in August 2021.***** From time to time, I hear this question asked by credit union executives… “Is selling really all that important?” This is a valid question, especially for credit unions thatare struggling to improve their sales...
by Nick Brown | Aug 10, 2021 | Outbound Call Center, Sales Training
****As seen in CU Business Magazine in June 2021.***** I started making outbound sales calls to members when I joined our credit union’s outbound call center, in March of 2006. This was a brand-new team for the credit union, and I was one of the first outbound agents...
by Nick Brown | Jul 19, 2021 | Sales Mindset, Sales Training
For the last six years, I have worked with some amazing people and credit unions to help them improve their sales and service cultures. One of the greatest challenges we face in this process are the misconceptions and limiting believes credit union employees have...
by Nick Brown | Apr 21, 2021 | Sales Goals, Sales Mindset, Sales Training
A few years ago, I had the opportunity to spend an entire day shadowing team members in a client’s branch network. I do quite a bit of shadowing of team members who have been through my training, but this was a special situation. I was invited to shadow these team...
