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Full description:

The research has been consistent for years: business customers are not exactly bowled over by the sales skills of the Commercial Lenders, Business Bankers and Branch Managers who call on them.

According to Buck Bierly, bankers make 5 critical mistakes:

1. They fail to prepare enough for calls.

2. They use the wrong question set.

3. They jump at the first need that surfaces.

4. On calls they don't follow a disciplined plan to attain their short-term and long-term objectives. 

5. They don't have a plan for the first and second calls on most prospects.

Join Buck for practical tips on how to improve the quality of your sales calls. 

You can register by going to http://mzbielryconsulting.webex.com or by calling 610-296-4772.

Intended audience: Commercial Lenders, Small Business Bankers, Branch Managers, Treasury Management Officers, Private Bankers and their Sales Managers

What you will learn:

1. How to plan effectively for sales calls

2. How to use a question set that demonstrates a value proposition based on experience and expertise

3. How to get a more complete picture of the needs of business customers by parking the first need

4. How to build relationships with business owners