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The Effective Selling System for Banking - A 4 Part Series

The key to effective selling in banking is building relationships. It’s a fact - the top 7% of lenders and relationship managers, the very best in banking, follow a consistent process for “selling” and bringing in new relationships. Join this webinar to learn how you can build an effective selling system in your bank.

OnDemand
February 17, 2023
March 1, 2023
March 17, 2023
March 24, 2023
Presented by Dan Fischer
1h total length
$695.00 or 4 Tokens

Includes: 30 Days OnDemand Playback, Presenter Materials and Handouts

  • Commercial/Business Lending
  • Lending
  • Management/Employee Development
  • Mortgage Lending
  • Sales
  • Branch Manager
  • Commercial Lender
  • Marketing Officer/Business Development
  • Private Banker
  • Senior Management
  • Small Business Lender
  • Trainer

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An effective selling system helps you and your team to develop strong sales behaviors so that you become masterful at repeatedly prospecting, qualifying, asking engaging and relevant questions and developing new relationships.

The Effective Selling System for banking will help bankers with these key 4 areas:

  • Mastering the first call to find out if your prospect has a compelling reason to work with you
  • Gaining clarity around tough topics like rates, current bank provider and decision-making process
  • Getting commitment for next steps so you don’t get lost in ‘let me think about it’ land
  • Closing becomes an end result of a strong sales process, not an event itself

If you or your banking team needs a better process for building lasting relationships, sign up for this 4 part series. Each session is 1 hour in length.

Included Webinars

  • The Effective Selling System for Banking Part 1: Maximize the Initial Call
  • The Effective Selling System for Banking Part 2: Are They Really a Prospect?
  • The Effective Selling System for Banking Part 3: Gain Clarity & Commitment with Your Prospect
  • The Effective Selling System for Banking Part 4: Present to get a Decision

Series Details

The Effective Selling System for Banking Part 1: Maximize the Initial Call

In order to maximize your first meeting with your prospect, you must have a compelling phone call and you must be different from every other banker they have met with. This webinar will teach you an approach to differentiate yourself.

  • To break through with a compelling phone call
  • To best open the meeting and ask a series of strong qualifying questions
  • To uncover if they have compelling reasons to leave their current bank
  • To follow an effective sales system to improve your closing rate and field fewer "think it overs"

The Effective Selling System for Banking Part 2: Are They Really a Prospect?

It is your job to find out if your prospect has the capacity to invest their time, money and resources to fix a problem or take advantage of an opportunity. This webinar will help lenders and relationship managers learn the art of knowing the right questions to ask, when to ask them, and how to listen to understand. These are skills that take practice.

  • A series of qualifying questions to uncover if your prospect has the time, money, and resources to make a decision
  • How to uncover if a prospect really qualifies to do business with you and your bank
  • How to follow an effective sales system to improve your closing rate and field fewer "think it overs"

The Effective Selling System for Banking Part 3: Gain Clarity & Commitment with Your Prospect

Ever wonder why you did not get that new relationship when you thought you had done everything you could possibly do? Often, the mistake can be found at the commitment stage. You failed to get clarity on the decision-making process and timeline. This webinar will show you a better way to uncover this with your prospect.

  • An approach to gain clarity on what is agreed to
  • How to get an agreement to make a decision at proposal time
  • How to follow an effective sales system to improve your closing rate and field fewer "think it overs""

The Effective Selling System for Banking Part 4: Present to get a Decision

Making a presentation does not always lead to a sale, but it should if we do the right things on the first, second, and third base of the sales process. This webinar will show you a way to improve the likelihood you will close the business when you get to the presentation table.

  • Understand the specific steps to take in order to close more business as you present your solutions
  • Provide a scorecard to help you determine if you have thoroughly qualified the prospect to do business with you
  • How to follow an effective sales system to improve your closing rate and field fewer "think it overs"

What You'll Learn

  • How to master the first call to find out if your prospect has a compelling reason to work with you
  • How to gain clarity around tough topics like rates, current bank provider, and decision-making process
  • How to gain commitment for the next steps so you don’t get lost in "think about it" land
  • Why closing is really an end result of a strong sales process, not an event itself

Who Should Attend

Lenders, relationship managers, business bankers, new business development, sales managers, sales leaders, trainers.

Dan Fischer

Instructor Bio

Dan Fischer, sales development expert, has 28 years of financial sales and sales management experience working in the banking and insurance industries. During that time, he has developed a life-long passion for coaching along with an understanding of how to motivate salespeople. Using the many tools and techniques from his past experience, Dan is focused on helping salespeople and sales leaders become top quartile in their efforts. When he is not at work, Dan can usually be found with his wife of 33 years and family. Dan’s “why” gets him up every morning… “to inspire, motivate and have a positive impact on people through my passion to help them achieve beyond what they imagined.”


For 27 years, Anthony Cole Training Group has been helping banks and other financial service organizations close their sales opportunity gap by helping them sell better, coach better and hire better. Our Mission: Grow People, Grow Organizations.

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