Selling to Achieve Results

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Business Issue - A business customer talks to a dozen or more financial services providers a year and does business with three to five of them. To compete in the volatile commercial market, relationship managers must quickly become effective in planning, executing, and managing an outside calling process or they will soon be outpaced by the competition.

Omega Performance’s Solution - Selling to Achieve Results (STAR) provides a foundation that helps relationship managers plan, conduct, and manage business development activities.

What Is Included

STAR combines independent study, a two-day workshop, and field follow-up reinforcement to help calling officers master all phases of business development including call planning, face-to-face selling, and account management.

The STAR prework positions the importance of selling in a financial environment and introduces the STAR Strategy, Call Process, and Resolving Objections models. It also introduces the basic principles of the STAR approach to selling.

STAR is an interactive workshop that teaches proven calling techniques. These techniques enable participants to enhance their sales results through the use of highly effective selling skills. Each skill is demonstrated in a video produced by Omega Performance that is shown throughout the workshop. At the end of each workshop day, participants enact a sales call in which they practice the skills learned. The workshop is based on steps contained in the STAR Strategy selling model:

Sales Skills

Questioning
Listening and observing
Answering
Resolving objections

Call Preparation

Make initial contact
Set call objectives
Plan the call Call Process
Establish rapport
Identify needs and opportunities
Present needs-targeted solutions
Obtain customer commitment
Establish next steps

Account Management

Write call report
Follow through on action steps
Complete account action planning

On the Job
Participants get an opportunity to apply what they have learned in the workshop to actual calling situations on the job. Precall and postcall meetings with their managers ensure that participants apply what they have learned to each step of the STAR Strategy model.

Delivery Options

The STAR program is delivered via a two-day workshop. It is led by either Omega Performance leaders or bank leaders who have built their skills and confidence by completing Omega Performance’s leader training. The two-day workshop is highly interactive with extensive group discussions, observation of video models, and sales situation skill practices.

Results You Can Expect

Selling to Achieve Results helps:

Plan effective calls to achieve sales objectives
Improve the productivity of each business development call
Increase cross-selling of noncredit products
Expand relationships using strategies to identify customer needs, propose solutions, and gain customer commitment
Use account management techniques to analyze customers, set objectives, and follow up on sales calls
Use proven sales skills to build profitable relationships
Grow the bank’s bottom line by increasing the number and profitability of new and existing relationships

Who Should Be Trained

STAR is recommended for:

Commercial relationship managers with limited calling experience
Business development staff
Branch managers calling on businesses
Product specialists with outside calling responsibility

Prerequisites

None.