Sales Training Video by Clarity Advantage Gives Business Bankers Appointment-Setting Strategies
Concord, MA, February 18, 2013 --(PR.com
)-- “Business bankers have to have good reasons to meet when they are calling on prospects,” says Nick Miller, President of the bank sales consulting firm, Clarity Advantage. In the company’s new sales training video entitled Prospecting Strategies: Wow Them with a Reason to Meet (http://www.clarityadvantage.com/knowledge-center/wow-them-with-reason-to-meet-video.php), Miller gives business bankers a four-step process they can put to immediate use to grab a prospect’s attention and ensure they get the appointment.
“When approaching a prospect for conversation, a business banker needs a better reason than ‘you’re next on my list of 200 names’,” says Miller. “While that may be true, the banker needs another reason to meet—some danger that’s coming, some benefit that’s emerging, a possibility for the prospect to consider. The idea is for the banker to attract prospects with good ideas that can really help their businesses.”
The appointment-setting strategy Miller describes in the sales training video focuses on four attraction techniques: using a set-up sentence based on research conducted around the prospect’s business, asking a leading question, offering a tantalizing reason to meet, and proposing a next step.
Prospecting Strategies: Wow Them with a Reason to Meet is one in a series of educational videos that Clarity Advantage produces aimed at helping business bankers increase their sales results. To access Clarity Advantage’s video library, visit http://www.clarityadvantage.com/knowledge-center/video-sales-tips.php.
About Clarity Advantage: Bank sales consulting firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.