If you’re managing a team of seasoned bankers, you may have to deal with a brand problem. No, it’s not your bank’s brand. Your people may need your help with their personal brands.
How can you assist the veteran banker whose niche in the good times was making loans to real estate developers and home builders? What if he wants to refocus his energy on a different segment? What coaching would you give him?
Check out Buck Bierly’s thoughts for sales leaders in a new video on our website by going to http://www.mzbierlyconsulting.com.
You might also find additional ideas in a recent blog post on branding at http://www.mzbierlyconsulting.com/bank-sales-corner-blog/?Tag=Brand.
Upcoming live webinars:
Is Adding Value Just About Cutting Price?
September 19, 2011 at 11 AM Eastern, 10 AM Central
Many bankers think the key to winning new business is lowering their price. While true in some situations, bankers who sell on price struggle with business customers who value things like quality service and expertise and experience. Join Buck Bierly for a fast-paced discussion on:
- Understanding tangible and intangible needs
- The most common value propositions bankers use
- Why success is about demonstrating how you add value, not talking about it
- Positioning yourself as an expert in initial meetings
- Asking the right set of questions matter
- How to think like a business owner and win more business
Building an Effective Referral Network on October 17, 2011
Strategies for Sales Leaders on Coaching Commercial Relationship Managers in Challenging Times on November 21, 2011
You can register online at https://mzbierlyconsulting.webex.com or call Susan Lersch at 610-296-4771 to sign up for any of the sessions.