Spotting Opportunities and Making Referrals
The How-To Cross-Sell Webinar for the Call Center and the Frontline
In this two-hour webinar come learn how to enhance your preparation and your curiosity-seeking skills. Let us help you become a pro at transitioning from the transactional part of the job to the opportunity-seeking aspect.
Branch personnel and call center agents typically interact with more customers every day than anyone else in your financial institution. It makes sense that banks expect high foot traffic locations and high call volume points of contact help to generate quality referrals that lead to product and service sales. Yet staff in these positions often struggle in making a smooth transition from handling the transaction to a short, needs-based discussion that can lead to a referral or a cross-sell.
While there are many critical responsibilities of any client contact employee, none will be more important than these two: Process accurate transactions efficiently and look for ways to expand the relationship. Every client encounter presents opportunities to engage the customer. Customer engagement opens the door to uncover a need not being met. Alert, attentive frontline staff can spot and act on introducing a new product or making a referral to a specialist.
However, if the employee doesn’t know how to converse with the customer or feels unprepared for questions about product and service benefits, the conversation most likely will never happen. Add to that the employees’ perception that customers don’t have the time and may buy in to the false belief that if the customer needed something they would ask. Research proves time and again that customers are interested in ways the bank can help them with their financial needs.
The keys to successful referrals and cross-sells are preparation and curiosity. Preparation involves knowledge of the institution’s offerings and best matches of products and services to meet customer needs. Curiosity about the customer leads to engagement that can provide discovery of a life event, need or problem that an attentive call center agent or branch staff person can offer a solution or a referral that results in a satisfying match.
- Changing our Mind-Set
- Preparation: What Does it Entail?
- Product and Service Customer Targets
- Building Product Matching Guides
- Using Curiosity to Build Relationships
- Curiosity-seeking Questions
- After the Referral: Multiplying Referrals
Tellers and Frontline Staff would benefit from this webinar. Supervisors and Managers responsible for increasing referrals should attend as well as Trainers charged with increasing the knowledge and skill-sets of tellers, frontline staff and call center representatives.
Janice Branch has been a senior training consultant for InterAction Training for twenty years. She is a very seasoned presenter that has all the right stuff to wow her participants about the subject matter. Prior to joining InterAction Training, Janice was the Senior Manager of Training for Consolidated Communications where she managed, designed, coordinated and presented training programs for this multi-state telecommunications company with over 1000 employees.
Whether it is teaching how to coach, manage, lead, negotiate, service, sell or train at every level in an organization or if it is consulting on problem solving and servant leadership, Janice is the “go-to” person every bank wants to hear from. Participants appreciate her “been there, done that” humor along with her expert ability to facilitate learning.
Janice has obtained a Bachelor of Business Administration with a major in Management from Almeda University and is certified by the University of Houston in Leadership and Management. In addition, Janice has obtained trainer certifications from Achieve Global and Development Dimensions, Inc.
Institute of Certified Bankers: Visit http://www.icbmembers.org/login.aspx for instructions regarding self-reporting. Estimated credits: 2.5 CPE Credits
Either Live or 6-Month On-Demand Webinar: $255
Both Live and 6-Month On-Demand Webinar: $355
Online: Click here.
Phone: Call Total Training Solutions at (800) 831-0678
Register online up to day of event. Earlier registration allows time to check your computer for an optimal experience.