TRAINING

DEVELOPMENT

No “off-the-shelf” programs.  All Fairmont training programs are customized to the client’s needs.

Style

Hands-on and interactive, Fairmont programs engage participants in group discussions, case studies, exercises, and practice.  Participants learn best by sharing, doing, and discovering.

DELIVERY

Fairmont offers a combination of delivery approaches:
      * Classroom training with experienced Fairmont facilitators
      * Computer-based training for select groups
      * In-branch/department coaching for reinforcing skills presented in training programs

DELIVERING SKILLS

Fairmont’s highly defined coaching program combined with its precision sales training will deliver the skills
your organization needs for a highly successful customer needs-based sales approach.

PROGRAMS

(Hover over title for brief description)

• Executive ManagementProvides executive management with an overview of training and coaching programs with a focus on the management support required.
• Senior ManagementPrepares senior managers to reinforce branch/department managers’ sales and coaching skills and establish required sales and coaching activities.
• Service and Sales CoachesPrepares branch and department coaches to convert skills presented in training to skills used with customers by implementing Fairmont’s structured coaching approach.
• Service and Sales - New AccountsPrepares the staff to identify customer needs, select appropriate products, obtain the customer’s buy-in, and close the sale.  Programs focus on new customers, selling existing customers in service situations, and maximizing the return on high-value customers.
• Service and Sales - Universal Banker Prepares universal bankers to service and sell all customers who come to the bank regardless of purpose. Focus on the transition from purpose of visit to exploring relationship opportunities.
• Service, Sales, and Sales Referrals - TellerPrepares tellers for their customer service and sales referral role.  Focus is on foundation communication skills and techniques for identifying referral opportunities and transferring the customer.
• Service, Sales, and Sales Referrals - Call CenterDevelops call center personnel’s ability to service and sell during incoming and customer outreach calls.  Focus on handling routine service, sales referrals, difficult customers, and complex customer situations.
• Service, Sales, and Sales Referrals - TelephoneProvides telephone staff with techniques and approaches for servicing existing customers and selling to prospects.
• Service, Sales, and Sales Referrals - Consumer LoansStrengthens the consumer loan staff’s ability to identify the appropriate loan for the customer’s needs, close the sale, and sell related retail services.
• Service, Sales, and Sales Referrals - Mortgage LoansStrengthens the mortgage staff’s ability to find ways to make the mortgage, close the sale, and sell related retail services.
• Business Development - CommercialIncreases the confidence and ability of the business development team to plan calls, implement a proven sales call process, and convert prospects into customers.
• Business Development - TrustPrepares trust personnel to plan and conduct business development calls implementing a proven sales call process and convert prospects into customers.
• Service QualitySupport Personnel - Equips service support with communication techniques and approaches for providing quality service in routine and difficult customer situations.