Outside Calling School

Date: 
Feb 15, 2018
IBA Center for Professional Development
8425 Woodfield Crossing Blvd, Suite 155E
Indianapolis
IN
46254
USA
Program Overview: 

Printable Brochure

The Outside Calling School will deliver the most up-to-date bank selling techniques to help you and your bank deliver loan and deposit results even during this “new-normal” economy. You will go through the selling process to identify how to gain the trust of your customer, gain a larger share of wallet, and sell what your customer truly needs. We will also address how to effectively manage the pricing discussion, how to overcome objections, and how research and profiling the customer/prospect will improve targeting, prospecting and presentations.

The school will focus on three main areas:

1. Outside Calling

2. Negotiation Skills and Selling at Higher Margins

3. Researching and Profiling Your Customers and Prospects

Topics: 
  • Getting out of the office
  • Call planning
  • Gaining the appointment
  • The initial meeting
  • Listening and communicating how you can help
  • Call follow-up
  • Compete on anything other than price
  • What is your value proposition?
  • Premium pricing
  • Negotiating techniques
  • Overcoming objections
  • Draft an Action Plan for Skills Transfer

 

Speaker: 

About Jennie Sobecki:

Co-owner of Focused Results, a company concentrating in results-driven process consulting and training experience in community banks and FI's. An expert in designing and implementing sales efforts and processes, Ms. Sobecki designs solutions to drive top line growth through better utilization and training of existing sales forces, including sales management.

Ms. Sobecki is a graduate of Indiana University and has a certificate in consulting services from Ball State University. Prior to joining Focused Results, Ms. Sobecki was Director of Sales and Marketing for a $3 billion bank holding company, Sales Manager for a high performing mid-level bank, and Director of Corporate Training for a large Midwest insurance company. A charismatic speaker and consultant, Ms. Sobecki consults with numerous financial service organizations on revenue, sales, sales leadership, and organizational performance.

Agenda: 

8:30 a.m.                   Registration & Continental Breakfast
9:00 a.m.                   Program Begins
12:00 Noon                 Lunch (included)
1:00 p.m.                   Program Resumes
4:00 p.m.                   Program Adjourns

Location: 

This seminar will be held at the IBA Center for Professional Development,8425 Woodfield Crossing Blvd., Suite 155E, Indianapolis, IN 46240.  Directions, map & list of hotels are available at www.indianabankers.org or by calling 317-387-9380.


 

Fees: 

The following fees include the program, materials, lunch and refreshments:

$225 IBA Members
$155 Additional IBA Members from the same institution
$450 Non-Members

Participation in IBA programs is limited to members, associate members, and nonmembers from an eligible membership category at applicable member or non-member rates.

Additional Information: 

WHO SHOULD ATTEND

Any bank employee who has customer contact would benefit from this seminar. This includes the branch staff, commercial and consumer lending staff, trust and investment staff, and the mortgage staff.

Association Contact: 

For more information please contact Marcy Borden via e-mail at mborden@indianabankers.org or call 317-387-9380.

Cancellation Policy: 

Within three or more business days prior to the day of an educational program, no cancellation charge will be assessed. Within two days prior, 50% of the fee is assessed.  Refunds are not provided for cancellations 1 day prior or absences on the day of the program.  Substitutions are welcome at any time.

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