A Proven Formula for Acquiring and Developing High Value Relationships.
This seminar teaches financial institutions how to overcome nine common sales challenges so they can more effectively acquire and develop relationships with business owners, affluent consumers and centers of influence.
Based on original research with sales and marketing professionals, this program will differentiate your approach, develop trust with clients, call more consistently, and cross sell more effectively.
Relationship selling to high value customers - small business owners, affluent investors, and “centers of influence” - has become the game in financial services - because they are critical to generating profitable organic growth, margins and share. In an attempt to win this game the top banking, investment and insurance companies are spending millions of dollars on sales training, promotions, sponsorships, events and software. Profitable Channels research shows that most of these organizations will struggle to cost effectively build these high value relationships because they fail to execute a simple formula for success – the four “golden rules” of relationship selling.
- It takes eight “quality touches” to build a relationship
- Cross selling is the primary driver of profitable growth and sales effectiveness
- Differentiation ultimately comes from delivering trusted advice
- Focus your calling on the top 10% of prospects, customers and influencers in a market
This workshop will ensure your company makes the most of its investments in field marketing, events, sponsorships, custom publications, and lead generation by engineering the “golden rules” of relationship selling into your sales and field marketing processes. This session will draw on the practical experience of leading financial institutions to teach you practical ways your organization can acquire and develop high value prospects, customers and influencers more effectively. Specifically, you will learn:
Proven best practices and practical actions your organizations can take immediately to overcome the nine biggest obstacles to improved sales performance.
- Making your bankers comfortable selling
- Getting branches more involved in sales
- Sustaining calling to the top 10% opportunities
- Differentiating to make it easier to open doors
- Selling value and advice instead of product features and prices
- Getting the most out of limited training bandwidth
- Building referral networks with more local influencers
- Connecting products with sales to help make cross sell happen.
- Prospecting for new relationships
The three keys to generating many more high value customer relationships from your existing budget:
- Packaging field marketing programs to more directly support the sales process
- Creating proprietary advisory content assets
- Engineering higher levels of sales process integration, discipline and accountability
By applying this formula, an organization should be able to generate eight high quality customer touches a year with the top 5% of the high value customers, prospects and influencers using existing sales assets, products, processes and marketing budgets – well above the industry average.
Download the report now. This eight page report will show you three actions you can take today to improve your relationship selling performance and cross sell more in the next sales quarter.
TO LEARN MORE ABOUT THIS RESEARCH AND HOW YOUR ORGANIZATION CAN BETTER ACQUIRE AND DEVELOP HIGH VALUE RELATIONSHIPS CONTACT PROFITABLE CHANNELS AT 203-227-6020 OR info@profitablechannels.com