Business Development in the Banking world 

Bankers typically view the word "sales" as a dirty little word.  Because of the stigma attached to the typical salesperson, sales professionals call bankers, engineers, doctors, and lawyers "non‐selling professionals."  I have consulted and trained thousands of sales people and managers, and every time I ask the following question: "What words do people use to describe the typical salesperson?" I hear things like manipulator, unethical, dishonest, disingenuous, money motivated, coercive, self‐centered, and talkative. So the conflict is that the highly‐skilled, highly‐trained, well‐educated professional does not want to see his vocation tarnished with the perception of the typical salesperson; however, Business Development remains crucial to the profession.

Clearly bank officers tasked with the responsibility of developing new business (sales) must do so minimally by either increasing loans (e.g. selling money), collecting payments (e.g. selling the customer on the importance of paying on time), or by increasing deposits (e.g. selling the customer on the strength and reputation of their bank and the benefits of belonging). Either way it's a sales job.

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Click Here to Access "Why Bank Officers Fail to Develop New Business"

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