EventSpan

Speaker:

Nick Miller - Clarity Advantage

Full description: Bank fees continue to rise and small business customers and prospects want to do everything they can to avoid them. Account fees. Cash management fees. Deposit fees. How do you justify them? How do you communicate the value?

Join Nick Miller, small business banking sales specialist and president of Clarity Advantage, for this one-hour, information-packed webinar aimed at helping you "dollarize" client challenges and the value of your bank's solutions. Nick will share a three-step process you can use to increase client profitability:

1. Identifying Value - identifying savings, risks, opportunities, and considerations that might affect credit risk as well as value for business owners.
2. Quantifying Value - quantifying the value you're selling as improvement to the business in terms of time, cost, and risks.
3. Communicating Value - building value linkages when you close (value you personally provide, value that the bank's products provide, and value that the bank-as an institution-provides).

First Calls on Prospects (Available On Demand)

Negotiating the Fees You Deserve (Live On August 16)

Intended audience: Bank sales representatives calling on businesses, $0 - $30 million in sales.

What you will learn:

• How to "dig out the dollars" of customer costs, wasted time, and losses (actual or potential)

• How to position the dollar benefits your bank's solutions represent

• How to answer three client questions about value - How much will I get? How soon will I get it? How certain is the payoff?