Miller recommends that business bankers begin the proposal process with a bank-wide effort to identify, quantify, and document the value the bank offers. Here’s how:
• Link product details to customer challenges—to understand how and when products solve customer operations challenges and the value the products create when implemented.
• Gather customer success stories—to describe challenges similar companies face and demonstrate how the bank has helped them generate good outcomes.
• Build a database to store the collected information—
“The best proposals are about customers and how the bank’s offerings will change their lives,” explains Miller. “All too often, business bankers fail at focusing their proposals on outcomes and as a result, the banker is forced to concede on price and the bank loses its value and margins.”
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-