“Fairmont has changed our bank's culture! During our first three years, our partnership with Fairmont turned an operational bank culture into a progressive sales culture! I can't say enough good things about how improved our customer experience is today and how our ramped up productivity has followed."
Harvey Church, Sr. Retail Banking Officer
Most financial institutions are building sales cultures to increase sales production and deepen customer relationships. No level of motivation or coercion can make a winner out of a sales culture where representatives lack the skills to sell. High level, long-term results are only possible when the sales representative’s performance is sufficient to impact the customer’s buying decisions.
Fairmont’s Sales Skills Delivery System prepares the sales staff for a needs-based sales approach that leads to:
* Stronger relationships
* Reduced closed accounts
* Improved customer service
* Increased sales
The product-push sales approach of the past is costly as bankers push products that customers
don’t want, don’t need, and can’t use. Quality service deteriorates and more business leaves bythe back door than enters the front.
OUR PHILOSOPHYTeams with the highest sales skills generate more sales production. Financial institutions that correlate skills usage to sales production report that people with moderate skills can sell up to 50% more deposit products than those with limited skills and up to 70% more loans than those with limited skills.Read More
OUR APPROACHFairmont’s Sales Skills Delivery System changes behavior by assisting bank and credit union personnel in quickly mastering new sales skills. Behavioral change is not easy and does not occur through a quick inoculation of employees. Coaching and accountability convert information presented in training into skills used with customers.Read More
OUR CURRICULUMFairmont’s training programs are customized for the bank’s and credit uion's individual needs. You are not getting an “off-the-shelf” program. Programs rely heavily on group discussions, case studies, exercises, and practice. Our curriculum meets the needs of every banking department.Read More
OUR SUPPORTFairmont supports its clients with dedicated and experienced account representatives. Bank/Credit Union and Fairmont representatives work closely as partners identifying staff development needs and recommending changes in the bank’s or credit union's accountability structure, coaching approach, and appropriate follow-up training.Read More