A different approach is needed
for C level selling to bank and thrift prospects
Forget brochures and PowerPoint presentations
...those are for selling to technicians and operations staff. At the C level,
sales execs need the credibility and insights that show they deserve to be
there. To deal at the top, sales execs must:
Know the business and industry
Understand how the prospect’s business is performing
Predict, not guess, the “pain points”
Link solutions to the pain points
Communicate business value, not features lists
Talk the financial language of the C level
Sales execs who understand the
financials have a competitive advantage
Sales execs who can speak to the financials and decipher what
they mean have a leg up on the competition.
When sales execs understand the financials, they can more
effectively:
Dissect the prospect’s performance
Identify the financial performance issues most concern to the C level
Probe for other business issues
Link solutions to the pain points
Connect the profit drivers to the solution your company offers
Position themselves as a knowledgeable industry participant
Fluency in the Financial Language©
gives that competitive advantage
Tools and Training exclusively for sales execs who sell
to banks and thrifts, in which they learn to:
Prepare their own financial profile and peer comparison of a prospect
bank/thrift
Identify the financial performance issues likely to be of most concern to the C
level
Dissect the components of a bank/thrift financial statement and understand
what those components mean
Assess the six key profitability drivers in a bank/thrift
Interpret the multitude of financial metrics and ratios C level execs look at
to gauge their business
Develop sales positioning strategies that resonate with the C level and link to
their concerns
Establish solid business reasons for C level sales calls
Sales execs receive valuable tools
they can use immediately to help them sell more. Click
on any of the tools for an example page.
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Plain English definitions and explanations of bank
financials, ratios, and metrics |
FDIC web site and database |
Financial Profile and Trends |
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FFIEC web site and database |
Peer and Competitor Comparisons |
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NCUA web site and database |
Branches and Subsidiaries |
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BHC Performance |
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Fluency in the Financial Language© is sold on an annual
subscription basis, and updated quarterly so that your information is
up-to-date and reflects a changing industry.
The annual subscription fee is only $325 per user.
For this fee, you receive:
All current glossaries, user guides, and models
Quarterly updates
Any new future glossaries, guides, and models
Quarterly e-mail newsletter with news, hints, and ideas
Phone support, up to 5 calls during the license period.
Top Line Advisors provides the tools and training that will improve the
effectiveness of your sales staff, and enable them to be positioned as partners
in the boardroom, not vendors in the hallway.
Click here to find out more about the specific
tools and training
available to improve the effectiveness of your sales staff in getting to and
staying at the executive level in your financial institution
prospects.
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