Superior Salesmanship
for
New Accounts
Presented by:
Honey Shelton


Materials (only available to registered users)

There is never a better time to maximize the relationship of the customer than when they initially come in or call to open a new account. Superior Salesmanship is all about guiding you through the key components to success at selling at the new accounts desk. This fast paced program is a convenient, effective and economical opportunity to provide sales training that impacts both the quality and quantity of sales and cross-selling.

Fine tune, reinforce and energize your new accounts area with techniques and information that will boost morale, confidence and cross-sell ratios. Don't miss this opportunity to learn from a top notch sales coach that will share best practices with you that will enhance your institution's overall sales effectiveness.

The sales process starts with leadership and so does our program.
  1. Sales Leadership - a message to management about sales success
    • Convey expectations
    • Conduct training
    • Coaching and compliment
    • Create incentives
  2. Assess your professionalism
    • What is your confidence level?
    • Are you organized?
    • Do you dress the part?
    • Do you set goals for yourself every day?
    • How well do you know your products?
    • Are you well rehearsed?
  3. Be prepared to sell
    • Visual aids, prompts and point of sale displays
    • Jump start the sales process with great questions
    • Identifying who needs what and why
    • Packaged offers
    • Anticipate objections or concerns
  4. Creating and maximizing opportunities
    • Call-ins
    • Walk-ins
    • Centers of influence
    • Referrals
    • Tellers
    • Loan officers
    • Customers
  5. The sales interview
    • Professional standards
    • Introduction
    • Build rapport
    • Scripting tips and ideas
    • Six significant habits
      •      i. Probing
           ii. Listening
           iii. Presenting
           iv. Overcoming Objections
           v. Referring or Closing
           vi. Following Up

Who should attend
  • Lobby and call center personnel whose responsibilities include selling and cross-selling during the new account process. The employee who is brand new as well as the highly experienced staff members will find this workshop beneficial.
  • Supervisors and trainers will want to attend this program to pick up coaching/training ideas.

About the speaker:  Honey Shelton
Honey Shelton brings the best of both worlds to her speaking engagements. She is the Executive Vice President, Retail Division Manager for First Victoria National Bank, Victoria, Texas plus Honey has twenty years of experience as a training and quality improvement consultant for banks and banking associations across the country.

She developed the Teller Management School for TBA and has enjoyed participating as a trainer in the school since inception. Her depth of knowledge, enthusiasm, and compelling personality have left her lasting mark on InterAction Training Systems, Inc. (ITS), the firm she founded in 1983.

Prior to founding ITS, she served as Vice President of Marketing and an Executive Committee member for a major holding company bank in The Woodlands, Texas. Today her responsibilities at Texas' second oldest independent bank include guiding marketing, branch operations and training.

As a graduate of the School of Bank Marketing from the University of Colorado, she realizes the value of quality education. Honey invests time as a faculty member for banking schools around the country. She is a repeat presenter for most of the state banking associations.

Honey continues in her own personal pursuit of excellence. She has obtained certification in Reality Therapy from the William Glasser Institute as well as certification from the Training and Development Program at Texas A & M. In 2005, she will complete her studies at BAI's two year Retail Banking School.

About the seminar:
One registration is required per location. If the complete broadcast is received via the computer the AUDIO and VIDEO components can be connected to an A/V projector to allow multiple participants to view the conference. If the audio portion of the broadcast is received via the telephone the AUDIO portion can be placed on speaker phone to allow multiple participants. Interactive components delivered via Web include slides, online polls and interactive Q&A via chat.

Each registration also comes with one ARCHIVED viewing of the event. This will enable you to participate in the LIVE event as well as train additional staff from the ARCHIVED event.

Handouts will be provided and we welcome questions during and after the seminar, as well as in advance. Questions received after the seminar will be posted on a special Web page for later viewing by seminar attendees.

Contact Information: Billing questions can be directed to Carin Eisenhauer, carin@bankersonline.com. All other questions may be directed to mpetry@bankersonline.com

TEST YOUR SYSTEM: Click below to test receiving the presentation using Windows Media Player.