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.
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 “
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.
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.
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?