In the 35 years I’ve worked in financial industry training, it has always been remarkable to me that financial institutions have such a struggle with the concept of selling. Maybe it’s history because financial institutions traditionally had fundamental products, and limited differences between institutions. The staff didn’t have to sell, only “explain.”

Well, clearly that’s all changed! Your people now have to (here comes that word again) sell! Unfortunately, most financial institutions have over reacted by exaggerating the process, and even train people using a sales model not designed for financial institutions.

I have lots of friends and relatives in sales. My son in-law, for example, sells photocopiers for a leading manufacturer. He makes cold calls, makes proposals, demonstrates, and even coordinates shipping and delivery. A friend sells to contractors, and sets up credit, finds less expensive alternative materials, visits constructions sites, and even exhibits at trade shows.

I could name dozens more who essentially establish rapport with their customers, build credibility, provide solutions, and recommend and process a sale. None of them have the advantage of the people in your financial institution! Most sales people would love to have customers who come to see them… recognize their creditability because they work at a financial institution… are willing to reveal some of their most personal financial matters… and expect you to recommend products and services. In fact… that’s usually why they come in!

Your staff is literally in the right position to help the financial institution and the customer. In fact, by not selling they are doing the customer a disservice. So stop using a sales training model that was designed for plumbing salesmen. Use programs like ours or design one that leverages their advantage. They are fortunate to have customers who want to trust them… want to improve their finances… and want their suggestions.

Your people are truly in the perfect position to sell!