SalesCU – Credit Union Sales Intensive Workshop

In order to see consistent sales results at your credit union you need THREE things:

• Competent sales training built for your credit union,
• Employees empowered with the sales mindset, processes and skills needed to sell,
• And leaders with the expertise to coach and mentor their sales teams to peak performance.

The Credit Union Intensive Workshop will deliver on all three and send your credit union leaders back ready to train, sell, and coach.

Who should attend?

2-day Frontline Workshop: 
Any employee that opens new accounts, processes loans or any employee that trains in these functions. 

3-day Leadership Workshop: 
All senior leaders and leaders of a branch, lending or contact center.

Program Outline

The Credit Union Sales Intensive Workshop is a 2-day event for frontline employees and a 3-day event for leaders that provides what your team needs to lead and execute a sales initiative at your credit union.

Day 1: Credit union sales fundamentals

Essentials of a sales mindset, and understanding why we sell to members. Learn to identify needs, start the conversation, ask great questions, sell F.B.A., and get solid commitments. Use the If-Then Process to get commitments and schedule follow-up. Learn to sell by managing objections.

Day 2: Advanced sales skills

Learn the 4 goals of the member interview and how to uncover member needs, wants, and dreams. Apply the fundamentals to selling checking, deposit and loan recapture, and assurance products.

Day 3: Transformational leadership

Learn the 4 steps of an effective coaching model and how to develop rather than react to employee sales performance. Discover the simple patterns established in days 1 and 2 and how to use them to observe and assess employee performance. Build a development plan for employee sales success and learn how to use it for coaching and accountability.

Daily schedule

Morning session: 10:30 am - 1:00 pm
Lunch: 12:00 pm - 1:00 pm
Afternoon session: 1:00 pm - 3:00 pm

Expected return on investment

Assuming the credit union sends three employees for a total investment of $2,097, the credit union only needs to improve sales through leadership and training ONE of these categories:

• 11 additional checking accounts
• $146,250 more in deposits
• $73,125 more in recaptured loans
• 14 additional assurance products
• 10 additional active credit cards

It’s expected each attendee will lead their team to achieving each of these levels of sales TWICE in the first year, returning 30x the investment.