Eight Ways to Differentiate, Deliver Trusted Advice and Become the Primary Relationship with Owners And Influencers
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.
Executive Summary
Relationship selling to high value customers- small business owners, affluent investors, and “centers of influence” – is a high stakes game that every major financial institution is playing.
- Bank, investment and insurance companies are placing big bets on these markets - investing millions of dollars in sales training, sponsorships, promotions, products, and targeting.
- The winners will garner the “primary relationship” with the most attractive owners, influencers and investors in their markets and grow faster and more profitably.
To win the relationship game you should understand and adhere to the “golden rules” of relationship selling - differentiation, trusted advice, cross selling and sustained calling on the best opportunities.
- Traditional marketing investments – advertising, promotions, sponsorships and product marketing - do not directly support these relationship development objectives.
- Traditional sales incentives, coverage plans and processes ignore the “golden rules” of relationship selling.
Organizations that want to generate deeper and more trusted relationships with the top owners, influencers and investors in their markets should take four steps:
- Establish the rules of the game – Define clear and attainable relationship goals and priorities – share of wallet, trusted advice, or primary relationship - so your sales team can focus, keep score, and succeed.
- Recognize your strengths and weaknesses. Realistically assess your ability to navigate the 9 relationship selling obstacles that most organizations face.
- Choose your “winning hand” - the three highest return investments for your organization. There are 8 proven ways to acquire and build relationships with high value owners, influencers and investors and you cannot afford to pursue them all.
- Play your best cards next quarter. Define programs your sales team can execute in the next quarter - with a step-by-step execution plan so that the average salesperson understands what to do and has a clear and measurable target.
If your organization sells banking, insurance, or financial advisory services this report will give you a better chance of winning the relationship selling game by providing:
- A realistic look at the nine obstacles to execution that every institution faces
- A comprehensive analysis of 8 proven relationship selling practices that have proven effective at leading financial institutions
- Bottom line ROI benchmarks to help you make the tough investment tradeoffs and choices you must make to select your “winning hand”
- An actionable step-by-step process that lets you get better results in the next sales quarter
To learn more about the concepts and program examples in this report, you can take the Better Relationship Selling” seminar. To learn more contact Profitable Channels at 203-227-6020 or visit our web site at www.profitablechannels.com OR info@profitablechannels.com