sales training Archives - Emmerich Financial

I believe that most of your salespeople have only begun to tap into their true potential. They just don’t have the confidence to go after large deals that are happy with their current bank and ask for premium pricing.

In this episode, I’m going to show you how the right sales system can help your people get excited about and effective at pulling in the very best customers…without PRICE even being brought up. You’ll get the respect of getting paid what you’re worth.

If you’re the kind of person:

Who is frustrated that your people fall into the trap of thinking they’ll lose a deal unless they match the rate…you’re going to love this.

The “New Math” to Measure the Right Things [VIDEO]

How much do you invest in your marketing budget every year? Now divide that amount by the number of calls or inquiries it generates.

For most banks, the marketing budget is driven by shiny new ideas from conferences that marketing people attend or based on what was done the year before.

(more…)

The “New Math” to Measure the Right Things [VIDEO]

How much do you invest in your marketing budget every year? Now divide that amount by the number of calls or inquiries it generates.

For most banks, the marketing budget is driven by shiny new ideas from conferences that marketing people attend or based on what was done the year before.

(more…)

Do you believe this?

For the last 18 months I’ve been “eavesdropping” on conversations at community banking conferences and what I’ve heard is shocking…

Bankers are being lied to…

And some are believing these “false truths”…

The history books are filled with common—accepted—beliefs…truths…

That aren’t true…

‘The world is flat…”

“The Earth is the center of the universe…”

“Bigfoot is real…”

“Premium rates only come on high-risk deals…”

In today’s video, I’ll reveal the three ‘lies of banking’ debunk each one,

Why The “Hunter-Farmer” Approach Is Flawed And What You Should Do Instead

The “hunter and farmer” model of sales is so broken in most banks we see; it’s not even funny anymore…

There’s a long list of so-called-sales-trainers that have tried to get banks to train their way out of the problem, but all of that is like a Band-Aid® on cancer…

So today, let’s strike the root of the problem in sales:

Wrong people in the wrong seats.

See, when we hire salespeople, we’re looking at all the wrong measurements (and sadly, some aren’t looking further than a resume).

Eighty-percent of sales results are driven by emotional intelligence.

STOP! Motivating Bank Employees is a Waste of Time

You’re in luck…

At conference, after conference, after conference, when I speak to audiences of bank executives the talk lately has been “culture, culture, culture.”

Much ado about culture…why?

There’s good reason. Culture is proven to be the leading predictor of YOUR future growth and profitability.

Read that again…

CULTURE is PROVEN to be the LEADING PREDICTOR of future growth and PROFITABILITY.

Take that in for a moment.

That’s a scary statement for most bankers, heck for most business leaders anywhere. Most think culture is this touchy-feely,

Three Steps to Increasing Sales Results, Part III

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Last time we talked about research that was shared by Professional Selling Power magazine that declared that:

Number 1) Having a selling system that works can increase sales effectiveness and net results by as much as 30 percent.

2) Following a selling program or procedure can increase selling effectiveness and net results by as much as 20 percent.

And 3) Maintaining a positive mindset or attitude can influence your selling effectiveness and net results by as much as 50 percent!!!

Three Steps to Increasing Sales Results, Part I

Do you want to increase your sales proficiency of your people by 100 percent? Professional Selling Power magazine reports this formula:

Number 1) Having a selling system that works can increase sales effectiveness and net results by as much as 30 percent.

Number 2) Following a selling program or procedure can increase selling effectiveness and net results by as much as 20 percent.

And number 3) Maintaining a positive mindset or attitude can influence your selling effectiveness and net results by as much as 50 percent!!!

So let’s start with the biggest bang for the buck —attitude.

The 3 Biggest Lies Told to Community Bankers

I’ve been eavesdropping in on conversations at banking conventions for the last 18 months, and I have to tell you…I’m a little shocked.

Because again and again, I’ve heard very smart bankers repeat three…lies to one another. Now, I don’t think they’re “liars.” I’m sure they’re not. But I do think that they’ve lost their grip on the truth. So, today, right here, I’m going to debunk many of these so that you can inoculate yourself from them before you, too, are infected by these things that will cause you not to have great profitability.

What to Do if You’ve Tried Sales Training and Still Don’t See Results

What if you’ve put together a great incentive program…and it’s not working?

What if you’ve had phenomenal sales training…and that’s not working?

Perhaps you’re solving the wrong problem.

If fact, research shows that emotional intelligence has more to do with sales results than anything else. And, knowing what it is that most matters about emotional intelligence can create a transformation in your sales results.

In fact, 80 percent of sales results are impacted by and driven by emotional intelligence.

So, how do you start to understand the emotional intelligence of your people?