Credit Union Sales Intensive
Credit unions are retail sales organizations. As such, they must compete for their member’s business. The best way to compete is to have a sales-enabled approach to member services.
This is defined as a way of connecting with members, engaging them in meaningful conversations to align solutions to their financial needs, wants, and dreams, and then capture the opportunity.
Credit unions must have employees who know how to sell in a way that adds value to the member. This Credit Union Sales Intensive program will empower front line employees.
This Credit Union Sales Intensive is offered online.
The workshops provide an environment for increased learning retention and will be divided into three full days of sales training content. Credit Unions can choose to send employees to two days or all three days depending on their role.
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.
- Identify member needs and how to have a conversation;
- Uncover needs and motivations by asking questions;
- Align products and service to meet member needs; and
- 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.
●Manage sales objections;
●Effectively interviewing members;
●Selling ancillary products and services such as guaranteed asset protection (GAP), extended warranty, and payment protection; and
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 four coaching models.
Additionally, leaders will learn about the three coaching opportunities and how they should be used to continuously develop their teams. Those four coaching opportunities are:
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
Who Should Attend?
Credit union professionals who touch any aspect of lending, including staff, managers, trainers,
vice presidents, and C-suite executives.
Schedule – Central Time