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Coaching Tips

Newest Articles Date Posted

What stands in the way of more sales?

Financial institutions have strategies and plans for almost every part of the business. They have marketing plans, IT infrastructure plans, plans for how much risk they will tolerate, and plans for what they will do if a disaster strikes.


Coaching - An Easier Way

If there was one thing that would make sales managers more successful it would be this: Sacrifice complexity for consistency; Adopt a "less is more" attitude and approach.


My team has experience – they don't need more training!

Over the years we have seen many financial institutions fall into the trap of viewing sales training or skill development as an event rather than a process. Once someone has attended sales training they are good to go right?


How to Script the Introduction to a Call

The following is a three-step introduction you can use for any outgoing call:

1. Introduce yourself and the company you work for (slowly and clearly – remember to breathe!) and make sure you’ve got the right person.


Dealing with Call Reluctance and Scripts

Some Hints on How to Help Someone Overcome Call Reluctance: