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Yammer
Creating Lifetime Bank to Business Partnerships 02/11/19
CREATING LIFETIME BANK TO BUSINESS PARTNERSHIPS THROUGH TRUST, INSIGHTS AND VALUE
Consultative Selling is dead. Solution Selling is in the rear-view mirror. The old playbook no longer plays. In this uber competitive environment, buyers want more when they meet with commercial and business bankers. Trust-based Selling is the answer and this practical workshop outlines how to execute it.
IF YOU MAKE OUTSIDE CALLS ON BUSINESSES, JOIN JACK HUBBARD TO LEARN:
• How to integrate the 5C’s of Trust-Based Selling on every call
• How to approach early, mid and late cycle calls
• How to prepare with less paper and greater strategy
• How high impact, insight-based questioning gets you back in the door again and again
• A VIP follow up strategy that generates better win rates
• Resources that add value in good times, bad times, all the time
YOU GET TOOLS:
• GOAL Questioning Guide – to help create a client-centric dialogue
• Conversation Recap – that replaces dull follow up letters
• Planning Diagnostics – job aides that guide call preparation
YOU SHOULD ATTEND IF:
• You are a branch manager, commercial banker or business development officer and new to outside selling
• You have experience in bank to business selling but want a “check up from the neck up”
• You are a CEO, senior manager, training professional or marketing director and want some best practices to take home
YOUR INSTRUCTOR - JACK HUBBARD
Named one of the nation’s top 100 most trusted business leaders by Trust Magazine, Jack Hubbard has shared his passion for what it takes to build relationship development initiatives for more than four decades. He has helped craft Performance Cultures in 49 states and personally trained and coached more than 69,000 bankers. A 32-year faculty member of ABA’s School of Bank Marketing and Management, Hubbard instructs at ABA’s Stonier Graduate School of Banking, Graduate School of Banking and is Director of GSB’s new Sales and Marketing School. Jack is co-author of the bestselling book, Conversations with Prospects.
Don’t miss this opportunity to jump start 2019. Your competition will likely be there.
When
2/11/2019 9:00 AM - 4:00 PM
Where
MBA Education Center 507 S. Grand Ave Lansing, MI 48933 UNITED STATES
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