With the realities of banking deregulation, banks face unique business development and sales challenges never faced in the past. As stated in the runaway best seller, Good To Great, “In a deregulated world…the old perks and genteel traditions of banking are gone forever.” The brutal implications is increased competition. Banks now have to compete for business in ways transactional banking never experienced.
In this fiercely competitive environment, banks now rely on the skills and strategies of their business development professionals to win more sales, particularly in the Private Banking, Treasury (Cash) Management and Commercial Loan industries. Successful banks are searching for ways to replace their traditional “genteel” approach with a more assertive sales culture. To achieve this objective, successful banks are equipping their business development professionals with elite selling, negotiating, presenting and lead generation strategies.
BANK-SPECIFIC SALES TRAINING
Patrick Henry International provides a full curriculum of selling, negotiating, presenting and prospecting training for banks of all sizes ranging from community and middle market to large corporate banks. Our customized skill training and proven system helps PRIVATE BANKING, TREASURY (CASH) MANAGEMENT, COMMERCIAL LOAN and other banking departments build pipelines bursting with qualified opportunities and increase sales. Our trainings include:
The DNA Selling Method™ Without effective selling skills, business development professionals lose otherwise winnable sales. With effective selling skills, they win more sales, outperform competitors and increase corporate profitability. Specifically for banks, this customized sales training program provides participants with a systematic selling strategy: a four-step, question-based approach that prevents “show up, throw up” selling behaviors, improves listening skills, overcomes objections and gains commitment with effective closing strategies. Immediately implementable, The DNA Selling Method adds structure, repeatability and consistency to the selling process.
Sales-Side Negotiation™ Because a growing number of buyers are receiving negotiation training, there is a corresponding need for bank professionals to learn how to counter buyer tactics aimed at securing discounts and price allowances. It is no longer optional for banking professionals to neglect acquiring effective negotiation skills. Our Sales-Side Negotiation training provides crucial negotiation skills that teach banking executives and business development professionals to build, balance and maintain power; recognize and overcome buyer-negotiator tactics; avoid unnecessary discounts and eliminate unwarranted price concessions—all without jeopardizing the sale.
Winning Sales Presentations™ In banking, most products and services are within a stones’ throw of similarity. Yes, every bank has unique characteristics and capabilities. Nonetheless, what separates successful banks from unsuccessful banks is the caliber of the people presenting the unique characteristics and capabilities. Winning Sales Presentation training instructs banking professionals in the Sales Message Matrix™, a presentation and message development process that produces product and service messages that are unique and memorable. Using the Sales Message Matrix, participants master powerful communication techniques, deliver exceptional presentations and win more sales.
Power Prospecting™ Specifically for banks serious about consistent pipeline growth and increased sales, Power Prospecting provides a systematic lead generation process for effective cold, warm and “up-selling” call strategies. Whether it is to supplement in-bound leads or their only source of leads, participants learn a structured process for script development, pipeline management and telephone interaction resulting in new opportunities, more appointments and a proven strategy for sustained pipeline growth and lead generation.
WE GUARANTEE RESULTS
Most banks that invest in sales training experience a temporary spike in performance only to see their business development professionals immediately revert to previous skills and approaches. The reason is simple: most sales training companies do not provide “bank-specific” material and use antiquated “seminar” approaches that are momentarily motivational but do little to change or improve selling behavior. Our clients do not experience this problem. Our approach delivers immediately applicable skills and strategies resulting in actual behavior changes, skill implementation and increased sales because our focus is on “next day” IMPLEMENTION. The fact is, if participants do not use the new skills and strategies the day after the training, they will never use them.
Based on Patrick Henry Hansen’s best-selling books, we not only deliver highly effective training, we focus on immediate application. By developing a customized implementation plan during the training, business development and banking managers are equipped with post-training “cheat sheets,” scripts, and processes—all customized to the needs of banking professionals. During the training, participants work with customized scenarios based on banking sales and marketing challenges. During the training, issues and opportunities specific to banks are used as examples and course material. Our customized approach and focus on implementation delivers skills and strategies that are relevant, understandable and most importantly, executable.
OUR TRAINING APPROACH
Patrick Henry International (PHI) is not a seminar company—we are a bank and corporate training company that customizes and tailors our material to match the specific needs, challenges and industry of each of our clients. Whether it is for PRIVATE BANKING, TREASURY (CASH) MANAGEMENT OR COMMERCIAL LOANS, our trainings include customized materials, workbooks, examples and role-play scenarios that reflect specifics sales challenges faced by banks. Before the training, a “customization questionnaire” will be filled out to ensure our trainings are modified to the exact needs of each of our clients. PHI recognizes that bored sales people are terrible learners. For that reason, PHI’s trainings are SUPER ENTERTAINING and inject large doses of humor and history throughout the trainings. Using a totally unique instructional approach, we utilize history’s most compelling moments to teach and reinforce sales skills and strategies. Based on historical examples found in Patrick Henry’s best selling books, each training session begins with a captivating 3-5 minute historical event. Using examples from the past to teach modern principles of sales, participants are both informed and entertained.
THE DNA SELLING METHOD
The DNA Selling Method is a question-based sales methodology that separates elite business development professionals from mediocre sales representatives. Using The DNA Selling Method, sellers differentiate themselves from competitors and add structure, repeatability and consistency to the selling process. Using The DNA Selling Method sales people:
- Identify critical needs, problems and primary buying motives (PBM’s)
- Qualify potential clients to avoid wasting time on prospects who can’t or won’t buy
- “Ascertain the pain” of unfilled needs or unresolved problems
- Avoid traditional “show up, throw up” sales approaches
- Emphasize the benefits of implementing proposed solutions
- Exercise dynamic listening and communication skills
- Prevent and overcome objections
- Overcome price-specific objections
- Implement non-manipulative, professional closing strategies
- Shorten the sales cycle
Win more sales What you sell no longer sets you apart from your competition. You must differentiate yourself with how you sell. Using The DNA Selling Method, bank professionals and organizations implement skills, strategies and approaches that progress buyers through the sales cycle and WIN MORE SALES!