Bank Sales Corner

Prospecting for Bankers: Get a Coach

  

  

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How do you build a competitive sales strategy? The best way is to find an internal or external coach. You can use the coach's understanding of the company to help you gain insights into the competitive situation.

Here are six things that a coach can assist you with:

1. Determining how the prospect sees its relationship with the current bank
2. Getting a clear idea of the decision-making process within the organization
3. Identifying  the tangible and intangible needs of the key players in the decision-making process
4. Determining what specific needs were developed in the organization either internally or externally by another banker or consultant
5. Identifying any previous solutions that the company has considered in the past or is currently considering
6. Cluing you in on who the competition is for the business you are seeking. The coach can give you background about other bankers who are involved with the company-- both the incumbents as well as any other bankers who are prospecting the business.

Is it easy to find a coach? No, but if you do you'll get a leg up on your competition.

Want more insights on building effective sales strategies? Check out our website at http://www.mzbierlyconsulting.com/  for ideas on how to improve bank sales.