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Cohen Brown's Consumer Solutions provide financial services professionals with specific skills for increasing service, desired retention and bottom-line results. Consumer Solutions are designed specifically for branch network delivery channels. Please see Telebank/Teleweb and In-Store Banking to learn more about Cohen Brown's training solutions tailored to these delivery channels. Consumer Solutions from our video-based library include:
Proactive Relationship Banking
Proactive Relationship Banking teaches the core elements of proactive sales and service. The program focuses on bringing in more profitable sales from current clients, generating referrals, developing new relationships, and servicing and retaining existing clients. It teaches a user-friendly, proven technique for quickly discovering unmet or undermet client needs, then making appropriate recommendations and closing the sale. A few program highlights:
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The
Cohen Brown Financial Physician Model of ethical selling
and servicing enabling bankers to become creative problem-solvers
for their clients. |
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Six
key proven sales techniques that enable bankers to proactively
maximize all sales opportunities. |
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The
Mini-Financial Needs Analysis Profile (Mini-FiNAP®) -
A highly effective process for identifying financial needs
in less than two minutes. |
The Branch Service and Sales Series
The Branch Service and Sales Series teaches need-to-know sales
and service techniques for all branch employees, with particular
emphasis on tellers. Modules range from basic quality service
skills to identifying sales and referral opportunities. The
series is implemented in-branch and is a highly time-effective
method for motivating employees to change their service behaviors,
increase client satisfaction levels and sales revenues. A few
program highlights:
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The
critical role of branch personnel: to take charge and
consistently provide extraordinary client service. |
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A
step-by-step guide that enables bankers to greet, assess
needs, help clients and thank them quickly, accurately
and courteously with friendly voice tone, body language
and eye contact. |
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An
effective process that enables bankers to generate quality
sales referrals and internal referrals in line with the
organization's sales strategy. |
Relationship Management Training Lab
The Relationship Management Training Lab teaches consumer bankers
with assigned portfolios how to improve their performance and
increase sales results by deepening relationships with existing
clients, improving client satisfaction levels and acquiring
new clients. The program provides a unique, value-added process
for profiling, clarifying and satisfying clients' diversified
financial needs. Regardless of an organization's previous training
or current sales strategy, the Lab offers state-of-the-art sales
and relationship management training and is especially suited
for individuals working with high-value clients. A few program
highlights:
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Proactive Relationship Management - A service-oriented
approach that transforms banking officers into "Personal
Financial Managers" who understand the essential differences
between consultative, broad-based selling and transactional,
product-specific selling. |
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Consultative
styles of closing the sale - Closing strategies and techniques
that will result in a greater number of product and service
sales and can be used either during the financial analysis
or as a follow-up. |
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Time
Management (Surplus) Techniques - Structured time-management
steps that enable bankers to use their time more effectively
to increase their service and sales results. |
See also In-Store Banking, Telebank/Teleweb,
Investments and Trust
and Private Banking.
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