Concord, MA, February 13, 2012 --(PR.com
)-- Many bank sales people ask questions to identify small business owners’ needs for specific products they are selling. Those who develop deeper perspective and understand their small business customers’ and prospects’ goals, strategies, and preferences—and why they are important—deliver more and better service, value, and support. Consulting and bank sales training firm Clarity Advantage will address this issue in a complimentary webinar entitled New Beginnings—Strategic Conversations with Clients and Prospects for the New Year.
The 30-minute webinar is scheduled for Thursday, February 23 at 12:00 PM ET and will benefit small business banking leaders, heads of retail and small business, heads of client experience, heads of small business strategy, small business bankers, and branch managers.
“Asking questions to identify a small business owner’s needs for products such as remote deposit, loans, or merchant services certainly is important,” says Clarity Advantage President Nick Miller. “However, when bankers can see the ‘big picture’ of the business from the owner’s perspective, when they really understand the activities and relationships in the business owner’s environment and cash cycles, they are able to have strategic conversations that add value and help the owner run their business better.”
During the webinar, Miller will discuss:
· The critical importance of the strategic conversation to bankers
· The structure for the strategic conversation business owners want to have with their bankers
· How to prepare for the conversation using industry information and financial statement information
· How bankers can engage in the conversation even if they are not strategy consultants
· How to close the conversation whether it is going well or poorly
To learn more about and register for New Beginnings—Strategic Conversations with Clients and Prospects for the New Year, visit http://www.clarityadvantage.com/wst/2012/01/news/webinar-feb-23-on-strategic-conversations-with-clients-and-prospects/
About Clarity Advantage: Consulting and bank sales training firm Clarity Advantage helps banks generate more profitable relationships faster with small and medium-sized companies, their owners, and employees. Clarity consulting, communications, sales tools and training help banks recruit and deploy sales team members, choose their best business and consumer prospects and clients, then approach, engage, sell, expand, and retain relationships. Clarity also assists banks with consumer sales and cash management sales. Clarity clients have posted increases in household penetration, cross-sells, deposit volume, and loan volume. 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 selling and sales management.