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Don't Be Good At Sales, Be Excellent Problem-Solvers.
If a credit union-or any financial institution of any size-is going to succeed for the long-term and attract new members in an era of extreme competition, then its personnel must think of themselves as "problem-solvers."
Why? Because nobody buys anything unless they have a problem they think you can solve.
But just "thinking" that way is not enough. The best results on service, sales and cross-promotions are generated when credit union employees are specifically trained, conditioned by practice and measured in their efforts to educate and fully serve their members.
The first order of recognition in any organization wanting to foster a healthy sales culture, however, is this: selling is not about hype, pressure or manipulation. Successful selling is honorable, ethical, and helpful.
The primary focus is combining your knowledge and experience with your member's knowledge of his/her own financial needs to …
- Key Questions To Ask In Building Your Sales Culture.(how credit unions can...
- Magazine article from: Credit Union Journal Bennett, Sherre September 16, 2002 700+ words
...establishing a sales culture is contingent upon...change entails, credit union management can...divided between one credit union offering a full...established for a credit union's planned sales culture, the next step...
- Key Questions To Ask In Building Your Sales Culture.
- News wire article from: Banking Wire Bennett, Sherre September 24, 2002 700+ words
...establishing a sales culture is contingent upon...change entails, credit union management can...divided between one credit union offering a full...established for a credit union's planned sales culture, the next step...
- Cabrillo Dangles Low Rate Of Its Own To Counter 0.0% APRs.(Cabrillo Credit...
- Magazine article from: Credit Union Journal Carlson, Tina February 25, 2002 700+ words
...relationship pricing at the credit union. "It's a positioning issue...became important after the credit union noticed that members were holding...about it." Legg credited the credit union's sales culture with allowing for quick preparation...
- Buying Morale For A Song: At One Branch In Arkansas, Starting The Day With A...
- Magazine article from: Credit Union Journal Ortiz, Lauralee December 3, 2001 700+ words
One credit union branch here has taken a unique approach...day," said Vick, manager of the credit union's main branch, who implemented...additional program that will improve the credit union's sales culture. Copyright c 2001 Thomson Financial...
- USA Credit Union Selects LEVEL5 for Consulting, Strategic Expansion.
- Press release article from: Business Wire June 2, 2008 700+ words
...we are happy to assist the credit union in development of new facilities...competitive structure." USA Credit Union also selected LEVEL5 for...oriented environment. The credit union has deployed a sales culture through its teller line for...
- Telhio Credit Union Pioneers `Blended Branch' Concept.
- Press release article from: Business Wire April 30, 2002 700+ words
...Vice President of Telhio Credit Union Troy Hall, said, "Our...achieved that goal; and the credit union established a retail sales culture that promotes education...delivery channels." Telhio Credit Union also operates in a paperless...
- Columbia CU Gives Its Frontline Staff A New Cross-Selling Partner.(Credit Union...
- Magazine article from: Credit Union Journal Bartlett, Michael October 30, 2006 700+ words
...Colleen Boccia, Columbia Credit Union's vice president of marketing...of member services, the credit union did not have the sales culture necessary to properly match...in mid-2005, when the credit union tapped Users, the supplier...
- How To Overcome Sales Culture Roadblocks.
- Magazine article from: Credit Union Journal Wirtz, Barbara February 12, 2001 700+ words
...and sustain the vibrant sales culture so desired these days in...long as they believe a sales culture is incongruent with the credit union movement's values, they...Show employees how a sales culture can benefit the members...
- Florida CU Boosts Sales Of Credit Life From 5% To 53% After Making...
- Magazine article from: Credit Union Journal Ortiz, Lauralee December 10, 2001 700+ words
...ago, just 5% of Power 1 Credit Union members were buying credit...With any product that the credit union is selling, it always works...stone to creating an overall sales culture here at the credit union." Hanlon said everyone...
- Strategy With Employees: Boosting Portal Usage.(Saginaw Eaton Credit Union )
- Magazine article from: Credit Union Journal Jepson, Kevin June 27, 2005 700+ words
...in one place on the credit union's Intranet, potentially...implementation ties one credit union trend, the portal...the CU's budding sales culture to the portal framework...s design may be the credit union archetype. The 300...
Source: HighBeam Research, Don't Be Good At Sales, Be Excellent Problem-Solvers.
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