The “ Why “ and “ How “ of Making Out- of- the- Bank Sales Calls:

In this blog, I’ll make a few brief overview comments on the “Why”. In Early & Company’s  in- your- own- bank training, we cover the “why“ and “how“ in depth. Here goes:

A fact: Most people don’t like to sell anything! Why? There are many reasons, but here are three very common ones: 1) So many amateur sales people have pestered us selling cars,  insurance, investments, retirement programs, et, etc, that we mentally see sales people at the bottom of our social structure, 2) We’re not sure we can answer all the questions which might be asked, and 3) We don’t like the possibility, even the thought of, rejection.

As a group, bankers, in particular, don’t like to sell! Why? Well, again, from among many reasons , here are three very common reasons : 1) For the reasons given in the paragraph above, and because we have not viewed ourselves as being in sales. Often we’re evaluated by our supervisors on everything else, i.e. Loan Quality, Balancing Our Windows, etc, etc., 2) Until recent years, we haven’t really had to sell. But here’s the good news: Competition for banking customers is more competitive now than it has ever been, and here’s the bad news: It is going to get worse! 3) And the granddaddy of all the reasons given by us bankers for not making sales calls, We THINK we don’t have time because we’re so busy!

From this point in our training, we address the subject of “ What sales IS NOT and what sales IS”, then move on to the meat of the training on the “ How “ to decide upon who to call on,  Making the Effective Sales Call , Overcoming Resistance, and “ How To KEEP the Customers We’ve Attracted “.