Bank Sales Corner

Roadblocks to Learning: Tips for Bankers

  

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The kids are back in school.  You’ll get a chance to meet their new teachers soon. Maybe the discussion at Parents’ Night will make you think a little about how people of all ages learn. It might also get you thinking about the roadblocks to learning that we erect in our professional lives. They include:

1. The Exception Mentality:  I hear all the time from veterans that a workshop was “good for junior lenders.”  That many of these same veterans struggle in their jobs demonstrating the very things we just talked about may be lost on them, but not on their bosses (or me). If you think something doesn’t apply to you, my first recommendation would be to think again. Then you should do a reality check with somebody more objective than your drinking buddy Hal. You may be right, but don’t assume that you are “exceptional.”
2. Great Expectations (Not):  This is almost the opposite problem. “I’m not very good at prospecting” may be an accurate assessment. But that doesn’t mean you can’t get better if you pay attention to the webinar on “Asking Customers for Referrals”, practice as instructed, and get some coaching if you’re still having difficulties.
3. Entitlement (Or Why Somebody Else is Always the Problem): In both big cities and Lake Woebegon-like communities in the U.S., student achievement or lack thereof is often linked to teacher performance.  If kids are doing well, it’s about great teachers; if they’re not, blame the faculty. (A recent article by Newsweek columnist Robert Samuelson suggests another explanation for our nation’s lackluster educational performance compared to the rest of the world: unmotivated students.) In the banking arena, entitlement sounds like this: “If only we had (a) better prospect lists; (b) a CRM system; (c) competitive products/ pricing/ credit standards, etc.” It’s a pretty seductive rationalization for someone who’s struggling to close business.
4. The Exclusion Trap: This comes in a variety of flavors. “That approach may work in some markets, but it would never work here.”  “That’s the way big banks do things—and we all know they don’t know how to take care of their customers.” “I wish those guys would come and spend some time in my branch; they’re really out of touch.” If you catch yourself saying or thinking any of the above, see the recommendations under #1 above.
5. The Experience Roadblock:  “But we’ve always done it this way.” If you’re happy with your results, keep on doing it that way. If you want a different outcome, you might want to abandon this excuse. (Refer to the popular definition of insanity: “Doing the same thing and expecting different results.”)

Agree or disagree? Let me know at nmiller@mzbierlyconsulting.com.

If you’re looking for a cost-effective way to provide quality sales and sales leadership training materials to your team, check out our recorded webinars. From refreshers on face-to-face calls to in-depth discussions on prospecting industry segments (e.g. medical, dental, law firms, architects, CPAs, etc.) we have topical programs for experienced bankers and new hires alike. Find out how you can use our recorded webinars in sales meetings or training sessions by calling Whit Midkiff at 727-741-0766 or emailing him at wmidkiff@mzbierlyconsulting.com. You can also find out more about our webinars at http://mzbierlyconsulting.com/webinars.html.