Focused Results' one-day Outside Calling School delivers the most up-to-date selling techniques to help you and your credit union 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 member, gain a larger share of wallet, and sell what your member truly needs. We will also address how to effectively manage the pricing discussion, how to overcome objections, and how research and profiling the member/prospect will improve targeting, prospecting and presentations.
The school will focus on three main areas:
- Outside Calling Workshop
- Negotiation Skills and Selling at Higher Margins
- Researching and Profiling Your Members and Prospects
These topics will be covered:
- 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
The educational investment is $195 per person. Small credit union discount applies!
Registration deadline: April 11, 2013 (deadline has been extended)
Duane F. Sobecki is the CEO of Focused Results, LLC, a sales strategy, consulting, and training firm. A renowned authority in sales strategy and strategic market segmentation, Mr. Sobecki provides actionable business development and expansion, marketing, and planning strategies to credit unions and other financial institutions.
Mr. Sobecki specializes in helping the financial services industry better segment important markets, and direct sales and marketing strategies at those key segments to ensure revenue and profit growth. Mr. Sobecki is the principal writer of Rebound CU, a monthly look at how credit unions can take advantage of the improving economy, and the author of numerous reports and booklets on key market segment development.
Mr. Sobecki holds BS from the Kelley School of Business at Indiana University and has a certificate in management planning from the University of Illinois - Chicago. A charismatic speaker, Mr. Sobecki has led seminars and workshops on sales and marketing, and management at numerous universities and corporations - and credit union associations in the Midwest. With over 30 years of process consulting and training, Mr. Sobecki frequently lectures for a number of universities in their Executive Education programs.
Focused Results, LLC is a sales and marketing strategy company based in Fishers, Indiana, a suburb of Indianapolis. FR offers marketing and sales advisory, planning, analytical, project management, and training solutions to community credit unions and other financial institutions. Our principals offer over 50 years of marketing and sales process expertise in the financial services industry.
Agenda (all times shown are local time)
9 – 9:30 a.m. Registration
9:30 a.m. – 4 p.m. Seminar
Noon – 12:45 p.m. Group luncheon
4 p.m. Adjourn
REGISTRATIONS CANCELLED LESS THAN FIVE WORKING DAYS BEFORE THE SESSION DATE WILL BE SUBJECT TO A 50 PERCENT CANCELLATION FEE.
IF YOU HAVE A DISABILITY REQUIRING SPECIAL SERVICES, CONTACT KIM SETTLES AT (800) 285-5300, EXT. 5341, OR (317) 594-5341 PRIOR TO THE SESSION.
Please share this information as appropriate in your credit union. If there are others at your credit union who would like to be added to the list to receive information about the League's upcoming education sessions, please reply to this email.