Creating Trusted Advisors
Sales training should reflect the experience your members or customers are looking for that fulfills their need while creating a high level of loyalty that will increase share of wallet and long term lending opportunities. Customers and members are looking for consultation. Therefore, bankers need to provide a consultative or needs-based approach.
Training should be tailored reflective of the company's strategy and include an ongoing coaching approach that will create "stickiness". Train your managers and front line staff to identify needs and create long-lasting relationships.