The Winds of Change: Drawing Industry Conclusions
Focus: Bank sales team members
Main Messages: Participants examine trends in one or two target industries and translate their implications into conversation starters, sales conversation questions, and potential situations.
Learning Points: Participants learn how to
- Think about the impact of the economy and industry issues.
- Distill the most critical issues from industry information documents.
- Translate the issues into potential business implications.
- Phrase questions that demonstrate insight and perspective without obvious “look how smart I am” tactics.
- See the implications of industry operating cycle trends.
- Identify industry operating cycle challenges and opportunities.
- Anticipate potential financial needs that accompany the challenges.
- Consider the likely bank product solutions that could help.
- Anticipate the benefits that might address operating cycle challenges.
- Identify one or more bank products or services that could generate those benefits.
- Generate questions to confirm desirable benefits.
Delivery: Pre-work, half-day classroom session, and optional (and encouraged) field sales meetings. Can be used in small group or very large (300+ people) settings.
Download The Winds of Change – Drawing Industry Conclusions program description.
