Cross-selling is helping the customer solve problems with additional bank products and services. Great cross-selling is helping the customer identify those problems, using your products and services to help the customer, and not product pushing. We work with the customer by asking great questions, listening, and then recommending. In on-boarding the customer, viewers will learn how to effectively follow-up with the customer within the first 90 days to give the customer the opportunity to add additional products and services without the customer having to come to the bank.

In addition to the video presentation, each viewer will complete an action plan which will focus the viewer on one concrete change the viewer will commit to taking immediately upon returning to work, and which the branch manager can review with the viewer.

In addition to the video presentation, each participant will complete an action plan to identify one concrete change the viewer will commit to making immediately upon returning to work. The branch manager is able to manage and measure the results of the change.

Agenda:

• Why cross-sell?
• NO PRODUCT PUSHING!!
• Asking today and future questions
• Becoming a "dream maker"
• Helping the customer save money, make money, save time, and provide customer convenience
• Contact criteria for on-boarding
• Building the 2+2+2 follow-up plan

Workshop Resources: This program provides materials and information to assist in identifying one concrete change the viewer will make upon returning to work. Program participants receive a manual, accompanied by a 30 minute video webcast.

Expected Audience:This presentation is designed for the customer service representative, platform banker, customer service associate, branch manager, and everyone else involved in the account opening process in a retail bank environment.

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Speaker: Jennie Sobecki, is a principal with Focused Results, LLC. Ms. Sobecki has over 20 years of results-driven process consulting, sales management, and training experience in financial services. An expert in designing and implementing sales efforts and processes, Ms. Sobecki designs solutions to drive top line growth through better utilization of existing sales forces in banks, insurers, and other financial institutions.

Ms. Sobecki is a graduate of Indiana University and has a certificate in consulting services from Ball State University. An entertaining and charismatic speaker and consultant, Ms. Sobecki consults with numerous financial service organizations to enhance revenue, sales, sales leadership, and organizational performance. Her processes routinely generate three-fold increases in vital sales activity, and double-digit increases in deposit and loan volume.

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