Workshop Outline:

Day One: Sales Foundation
On day one we will learn the foundational principles of selling to credit union members and the credit union philosophy. We will build clarity on the essential elements of a successful and consistent sales approach. This includes the sales mindset, processes, and skills necessary for selling in a natural and member-centric way.
Learning objectives:
  • Identify member needs and how to have a conversation
  • Uncover needs and motivations by asking questions
  • Align products and service to meet member needs
  • Gain proper and effective commitments
Day Two: Advanced Sales Skills
On day two, attendees will learn what it takes to sell the full product line and craft primary financial relationships with their members. Attendees will also discover how to use foundational sales principles and how to apply them to advanced sales opportunities.
Learning objectives:
  • Manage sales objections
  • Effective member interviews
  • Cross-selling core products and services
  • Up-selling ancillary products and services 
  • Loan recapture
Day Three: Transformational Leadership 
The final day of the Credit Union Sales Intensive is designed with the sales leader or coach in mind. Leaders will learn how to identify employee coaching needs, develop an individual development plan to address them, and how to coach using one of three coaching models. Additionally, leaders will learn about the three coaching opportunities and how they should be used to continuously develop their teams. Those three coaching opportunities are:
1. Shadowing
2. Debriefing
3. One-on-one
The content will include products and services that credit unions offer, scenarios, and examples that employees can relate to and information to assist credit union employees with targeting sales opportunities.

Who should attend?

  • Regional leaders
  • Department leaders
  • Branch team leads
  • Contact center team leads
  • Managers
  • Assistant managers
  • Trainers

Assuming the credit union sends three employees for a total investment of $2,400, the credit union only needs to increase sales in ONE of these categories:

  • 13 additional checking accounts

  • $180,000 more in deposits

  • $90,000 more in recaptured loans

  • 17 additional assurance products

  • 12 additional active credit cards

It’s expected each attendee will sell each of the above TWICE in the first year, returning 30x the investment.

Presented by:

Nick Brown

President and CEO of SalesCU

  Sharing his 20+ years of credit union sales and leadership experience using practical and proven techniques and strategies that actually work in a credit union setting.

Workshop Schedule

Only 24 seats available per event.

Aug 3-5, 2021

12pm-4pm (CT)
Registration closed

 

Oct 5-7, 2021

10am-3pm (CT)
Registration Closes
9/24/21

Feb 1-3, 2022

10am-3pm (CT)

Registration Closes
1/21/22

Mar 8-10, 2022

1pm-5pm (CT)

Registration Closes
2/25/22

Apr 5-7, 2022

10am-3pm (CT)

Registration Closes
3/25/22

May 3-5, 2022

10am-3pm (CT)

Registration Closes
4/22/22

League and Association Workshop Schedule

You can only register if you are a member of the organization.

Cooperative Credit Union Association

Mar 30-Apr 1, 2021

Cornerstone Credit Union League

Sep 14-16, 2021

Heartland Credit Union Association

Nov 2-4, 2021