We offer outstanding training in relationship sales and sales management through our association with Pohl Consulting and Training, Inc. and its wholly owned subsidiary, Robert H. Franke & Associates.  

Selling Financial Services

Most sales training suffers from three basic misconceptions:

1. That you are selling products instead of long-term solutions;
2. That sales training is an event rather than an on-going process; and,
3. That people are always in a hurry and don't have time to talk to you about what's important to them.

While we offer additional programs, the following four are our most popular:

Relationship Sales I

A two-day workshop designed for inside sales people who will most often refer a customer or prospect to someone in trust, investments, and/or commercial lending.  This program focuses on the importance of "selling" in order to help people get what they really want in life.  It establishes a natural format for making successful referrals and is especially helpful for people who do not think they can or want to sell. 

Relationship Sales II

Our flagship program--four days designed to give the participant a complete process for building relationships and making sales.  Extensive practice (role playing) is at the heart of this workshop designed for individuals expected to generate referrals and sales from outside the office.  It is especially beneficial for people selling trust services, investments, commercial loans, and for branch managers with sales responsibilities.

Open Registration Workshops are held in the Chicago area each year in May and November.

Proactive Customer Care

Less a training program than a process for building strong customer relationships from the new accounts platform, PCC is a one day workshop for branch personnel who are expected to communicate with bank customers.  It provides a process for opening accounts, tracking, and follow-up calling including what to say and when to say it.

Sales Organization Leadership Development

An excellent program for teaching the manager and sales manager the keys to developing and coaching a successful staff.  Three days with extensive role playing covers a wide range of topics from sales meetings to incentive compensation.  Each participant receives an extensive "Tool Kit" for managing the sales staff.

And there is more.

For more information on these and other workshops, send us an email with an idea of what you are looking for.  Or, visit the Pohl Training and Consulting, Inc. website.