“The first thing we noticed in working with Fairmont was an increase in positive customer feedback. That was followed by a quantitative increase in deposits and loans and, most importantly, accounts per household. It was our improved sales skills that made our production numbers possible."
Dale Wentz, EVP & Chief Retail Officer
In all walks of life people with the highest skill sets perform at the highest levels. This is as true for sales as it is for sports and the arts. People with the highest sales skills simply sell more than people with low or average sales skills. People can only sell when they have the skills to impact the customer’s buying decisions.
Needs-based sales is only possible when the sales representative knows a great deal about the customer’s financial needs. Product-push sales only requires a knowledge of a few general product features.
Training alone does not develop sales skills. Training is critical, but its role is to introduce sales techniques and approaches. Coaching is the process of converting skills presented in the classroom to skills consistently used with the customer.
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.