Concord, MA, February 24, 2014 --(PR.com
)-- “There are two important reasons small business bankers and branch managers should be prospecting insurance agencies and brokerages,” says Nick Miller, president of the bank sales consulting and training firm Clarity Advantage. “First, reciprocal relationships are a good source of introductions to business owners and second, insurance agents and brokers use a number of banking services.”
In Clarity Advantage’s latest bank sales training video entitled Prospecting Strategies: Approaching Insurance Agencies (http://www.clarityadvantage.com/knowledge-center/approaching-insurance-agencies-video.php), Miller shares his top questions to ask insurance agents and brokers in sales conversations. “Bankers should ask about long-term plans for the agency, sales and marketing tactics, and payment cycles,” Miller suggests. “Questions focused on these topics are great for introductory conversations as well as future conversations leading to deeper relationships.”
Videos are one resource Clarity Advantage offers to help bankers develop more profitable relationships, faster. The company also offers Winning at Prospecting, a series of three modular bank sales training workshops designed for branch managers and business bankers who sell to small and medium-sized businesses.
“The three Winning at Prospecting modules— Building Networks That Feed Us; Getting Beyond Small Talk; and Building Value, Earning Trust—explore the strategies we cover in our videos much more thoroughly,” says Miller. “In the workshops, we focus on all aspects of introductory conversations and work hands on with bankers to increase their flow of qualified business banking prospects.”
To learn more about the workshops, visit Winning at Prospecting at: http://www.clarityadvantage.com/services/winning-at-prospecting.php. For more bank sales training videos, visit Clarity Advantage’s video library at: http://www.clarityadvantage.com/knowledge-center/video-sales-tips.php.
About Clarity Advantage: Bank sales consulting and training 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.