Focus: Branch managers and small business bankers (Clarity can develop other configurations of the program for other sales teams, including commercial and corporate bankers calling on larger customers.)
Main Messages: While entrepreneurship is widely acknowledged as a driver of economic growth and vitality, most small business bankers have little understanding of what actually motivates business owners and what drives their decision-making.
Learning Points: Participants learn how to
- Describe the variety of motivations that characterize small business owners.
- Identify the pressures and priorities small business owners face—along with the tools they use to manage their business.
- Recognize how a small business owner chooses advisors and apply this understanding to banking relationships.
Delivery: Pre-work, half-day classroom session, and field sales meetings.
