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Cash Management Sales Training: Moving From Salesperson to Trusted Advisor...

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100 Grandview Road

3rd Floor - Conference Room

Braintree, MA, MA 02184

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Does your organization need more cash management, fee-based revenue?
Would your cash management team benefit from cash management sales training?

Over 1200 cash management salespeople agree that our interactive sales training course, taught from various perspectives -- including the clients’ -- provided them with the knowledge and tools they need to win business. Given cash management’s advancement in the community banking space, it is essential that all bank sales people can speak the language and understand client needs -- and how CM solutions can revolutionize businesses today.

About the course: “Moving from Sales Person to Trusted Advisor”

We bring cash management sales people and their business partners on a fast-paced, two-full-day journey toward trusted advisor status with their clients. The course reinforces long-term, winning business development strategies: identifying and cultivating lasting client relationships through delivery of bank, sales and industry best practices, proactivity, knowledge-sharing and a compelling value proposition. Attendees also learn how cash management solutions save clients, time, money and resources and is worth paying for! We start at the top with business, marketing and business development strategy; goal setting and fulfillment; include practical industry-specific and needs-based cash management solutions design and application; prospecting, proposing business; and round out the course by reinforcing the importance of closing the deal with a compelling value proposition.

Takeaways for immediate on-the-job application:

  • Become a trusted advisor by actively listening, anticipating needs, providing education and using a consultative approach to clients.
  • Work smarter, not harder, to identify and qualify prospects, establish relationships and sell more.
  • Review how business development goals are set, how they apply, and how to measure progress against goals.
  • Understand core competencies, take ownership of achievements, and tell “success stories” to gain credibility.
  • Communicate cash management solutions’ benefits, applications, value proposition, pricing models, ability to maximize liquidity and reduce clients’ risk.
  • Analyze industries’ cash management needs to engage prospects in deeper conversations with prospects.
  • Employ a consistent yet customized sales experience, through knowledge of the bank’s brand, messages, differentiators and market position.
  • Create and present proposals and win more deals with a compelling value proposition.

Who should attend:

This course is relevant for all customer-facing banking professionals, including cash management sales officers,
credit officers, relationship managers, branch managers and division executives.

Presented by two highly seasoned industry experts and champions.

*Discounts for Early Registration and Multiple Registrations.

**Banks with 10-12 attendees may opt for onsite training.

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Date and Time

Location

100 Grandview Road

3rd Floor - Conference Room

Braintree, MA, MA 02184

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