PRLog - July 8, 2011 - CONCORD, Mass. -- Bank fees continue to rise and small business customers and prospects want to do everything they can to avoid them. Account fees. Cash management fees. Deposit fees. How do branch staff and business bankers justify them? How can they avoid conceding on price too early in the negotiation process and sell the value in a way that doesn’t give up the bank’s margins?
Nick Miller, President of Clarity Advantage
The solution, according to Nick Miller, president of Clarity Advantage, a consulting and bank sales training firm, is for bankers to build up the value side before they start negotiating. Here’s how:
• Correctly identify the client’s problems
• Clarify the implications of those problems for the client
• Know specifically what costs, delays, or lost revenues are at stake
• Know how much the bank’s solution could save the client
“If sales people have thoroughly explored the value side, then, when negotiation begins, they are in a position to start high on price because the perception of value is high,” says Miller. “If they fail to build a compelling value before offering a price concession, they’ve adopted a risky and potentially expensive strategy.”
Miller will explore these and other strategies for positioning value in sales calls on July 19, 2011 in a live webinar entitled Selling the Value of Bank Solutions. The one-hour, complimentary webinar will begin at 12:00 PM EDT and is intended for bank sales people calling on businesses, $0 - $30 million in sales.
Selling the Value of Bank Solutions is part of Clarity Advantage’s Deep Diving into Sales Techniques summer webinar series. The webinar series, which also includes sessions on First Calls on Prospects and Negotiating the Fees You Deserve, will provide coaching material for sales managers and actionable tips and strategies for sales people. To learn more about the series and register for the webinars, please visit http://www.clarityadvantage.com/
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About Clarity Advantage: Consulting and bank sales training firm Clarity Advantage helps banks generate more profitable relationships faster with small and medium-sized companies, their owners, and employees. Clarity consulting, communications, sales tools and training help banks recruit and deploy sales team members, choose their best business and consumer prospects and clients, then approach, engage, sell, expand, and retain relationships. Clarity also assists banks with consumer sales and cash management sales. Clarity clients have posted increases in household penetration, cross-sells, deposit volume, and loan volume. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-