This workshop will redefine how to best serve member needs and instill a new perspective on the credit union team member’s role. Your team will have the permission and confidence to better serve members’ needs.
Attendees will benefit from the following:
- Detailed sales training built for you and your credit union
- An improved sales mindset with a refreshed visit for the processes and skills needed to sell
- Enhanced leadership expertise to coach and mentor their sales teams to peak performance
The Credit Union Sales Intensive Workshop is an event that provides what your team needs to lead and execute a sales initiative at your credit union. While days one and two set the foundation and evolve into advanced sales trainings, the third day includes a leadership focus. Take a look at the outline below and register for the program that works best for you and your credit union career.
Day One: Sales Foundation
On day one we will learn the foundational principles of selling to credit union members and the credit union philosophy. We will build clarity on the essential elements of a successful and consistent sales approach. This includes the sales mindset, processes, and skills necessary for selling in a natural and member-centric way.
Learning objectives:
- Identify member needs and how to have a conversation
- Uncover needs and motivations by asking questions
- Align products and service to meet member needs
- Gain proper and effective commitments
Day Two: Advanced Sales Skills
On day two, attendees will learn what it takes to sell the full product line and craft primary financial relationships with their members. Attendees will also discover how to use foundational sales principles and how to apply them to advanced sales opportunities.
- Manage sales objections
- Effective member interviews
- Cross-selling core products and services
- Up-selling ancillary products and services
- Loan recapture
Day Three: Transformational Leadership
The final day of the Credit Union Sales Intensive is designed with the sales leader or coach in mind. Leaders will learn how to identify employee coaching needs, develop an individual development plan to address them, and how to coach using one of three coaching models. Additionally, leaders will learn about the three coaching opportunities and how they should be used to continuously develop their teams. Those three coaching opportunities are:
1. Shadowing
2. Debriefing
3. One-on-one
The content will include products and services that credit unions offer, scenarios, and examples that employees can relate to and information to assist credit union employees with targeting sales opportunities.
Daily Schedule, Tuesday – Thursday
- Morning Session: 11:30 – 1:30
- Lunch: 1:30 – 2:00
- Afternoon Session: 2:00 – 4:00
(There will be a 7-minute break on each hour.)
Assuming the credit union sends three employees for a total investment of $1,947, the credit union only needs to improve sales through leadership and training in one of these categories to see an ROI:
- 11 additional checking accounts
- $146,250 more in deposits
- $73,125 more in recaptured loans
- 14 additional assurance products
- 10 additional active credit cards
It’s expected each attendee will lead their team to achieving each of these levels of sales TWICE in the first year, returning 30x the investment.
This event is conducted virtually on Zoom. To make this workshop as effective as possible in a
virtual environment we ask all participants to join from a computer with permissions to join a Zoom Meeting, a camera, speakers, and microphone.
Download the Zoom Desktop Client app (preferred: use this link https://www.zoom.us/download) or join via web browser.
Nick Brown is a sales and service advocate and expert in the credit union industry and is committed to empowering financial institutions to develop primary financial relationships with their members, through sales.
Nick started his career in the financial services industry in 2000 as a part time teller. He spent 15 years with a large, progressive credit union in a few different capacities including branch operations and training and development. The last 9 years of his credit union career were with the credit union’s outbound sales team where he connected with members proactively to expand and deepen their financial relationship with the credit union.
While “On the Phones” Nick recorded well over 10,000 sales calls, sold the majority of the credit union’s product and services, and recaptured over $10 Million in loan volume. From 2009 to 2015, through the great recession, Nick lead the outbound team to record setting sales numbers.
In 2015 Nick left his very comfortable career to bring proven sales training and consulting to the credit union industry full time. He approaches sales from a needs based perspective with the goal that all sales discussion should add value to the member’s life and help them reach their financial goals and dreams.
In addition to being a sales and service advocate in the credit union industry, Nick is also enjoyed 18 years as the husband of an amazingly brilliant wife, father to three children and youth mentor in his local congregation.
