|CONSULTIVE SELLING THE CREDIT UNION WAY
"I'm uncomfortable selling," "I thought the credit union philosophy meant we didn't force products on our members" "Don't members resent being sold?" "I wasn't hired to be a sales person!" Sound familiar?
Get my attention. Talk to me with respect. Explain products clearly. Be persuasive to my needs. Help me take action. Sounds easy, right? So why do we resist selling and how can we behave like consultants rather than pushy sales people? What role does leadership play? What skills are necessary for employees to be successful at selling?
In this interactive program we hit head-on the negative images of salespeople. We equate selling to service and change the way people think and behave the selling process. We call it consultive selling the Credit Union way.
Here's what the session covers:
Values and philosophy of credit unions Sales and ServiceWhat are the negative images of sales and people who sellWhat is consultive sales and how it is different than traditional sellingHow to come across as helpful, caring and mindful of member needsGetting "permission" from members to sell to themEssential communication skills to sell without being pushyPresenting products clearly and persuasivelyClarifying features and benefits languageUnderstanding how consumers make choicesHow to help the member make the right choice for them