Jung & Associates - Your Sales and Service Performance Enhancement Partner
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Practice Does Make Perfect
What Drives a Client to Buy?
Same old, Same old
Taking The Time Pays Dividends
Being A WINNER

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Practice Does Make Perfect

This time of year, there are always many sports analogies used, and I certainly do not want to let anybody down, so here I go. Lou Holtz, who at the time was the Head Coach at the University of Notre Dame the year they were national champions said,” We play every Saturday how we practiced Monday through Friday.” In banking, your Saturday is every time a client comes into your office and needs your help or advice. This is when your associates have to put all of their training and all of their skills to use.

What Drives a Client to Buy?

There is an old saying,People don't buy because they are made to understand.  They buy because they believe they are understood”.This is so true.  Our client's want us to understand their personal financial situation so that we can give them the right answers to their questions and make them feel good about their decision to open an account with our bank.
 
When conducting sales education classes, we need to spend a great deal of time focusing on how to determine and understand the client's “

Same old, Same old

A few weeks ago I had the chance to visit several community bank offices to learn more about their services.  I had a very UNDERWHELMING experience.  I found that everybody I spoke to was very friendly but unable to help me.  It seems that they either did not thoroughly understand their service options or they did not know how to explain them to a potential client.

As big banks continue to struggle in being able to make decisions locally that impact the client, community banks continue to let the opportunity to be the financial leader in their communities slip by.

Taking The Time Pays Dividends

From the desk of Tom Jung
 
There is an old saying,“People don't buy because they are made to understand.  They buy because they feel understood.” This is so true.  Our customers want us tounderstand their personal financial situationso that we can give them the right answers to their questions and make them feel good about their decision to open a relationship with our bank.
 
In any sales situation, spend your time focusing on uncovering the “needs” of the client. 

Being A WINNER

The legendary coach Eddie Robinson once said, "The will towin, the desire tosucceed, the urge to reach yourfull potential...these are the keys that will unlock the door to personal excellence."  When it comes to sales and service, does your team have the will to win?  Does it have the desire to succeed?  Are they willing to put in the work to reach their full potential?  If so, then you are defining excellence. You are defining a “WINNER”. Every day that we do our job we have a decision to make…Do I want to reach my full potential?
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