Selling in a Rising Rate Environment

Selling in a Rising Rate Environment

August 16, 2022 | 10:00 am - 11:00 am CST

Complimentary (bank members) | $120 per person (nonmembers)

Typically, rate is always an issue, but skilled lenders and relationship managers know how to navigate a discussion with a client or prospect so that rate is less of an issue. With fed rates rising and our continued challenging business environment, your people need to be skilled at asking the right questions and uncovering potential issues and problems so that rate is not a surprise or a negotiating struggle. They must be excellent at consultative selling and positioning their value, which will minimize their need to negotiate rates.

Key Takeaways: 

  • How to sustain your bank business objectives of pursuing profit as well as volume
  • How to identify the Sales DNA needed in an RM to effectively position value and support negotiation skills when needed
  • A consultative approach that will help your RMs begin to “negotiate” the potential sale early in the process
  • Specific strategies to help your team build a strong negotiation foundation, all centered on the client
  • How mastering these consultative strategies will eliminate prospect “think it overs” and bloated pipelines

Presented in partnership with   

Mark Zierden, Sales Development Expert & Community Bank Specialist, has 35 years of experience coaching salespeople and 10 years of experience developing sales talent as a Sales Director at a community bank in Minnesota.  He is currently directing the sales efforts of a 20-person commercial / agricultural lending team to multi-year record growth and profits. Mark walks in your banking shoes and has the experiential stories to share and the results to help your bank develop your sales talent.

Questions? Contact Patti Coles at Patti@Minnesota.Bank or (651) 789-3987


8/16/2022 10:00 AM - 11:00 AM

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