Virtual Workshops And Performance Results Network Events

Cohen Brown Management Group

CBAO University and Cohen Brown Management Group - Virtual Workshops for Community Banks

Virtual Workshops

 July 12, 2017

Determining Your Market

This session allows you to review past and current success with clients so you can replicate the same success in the future.  Being able to recognize the common attributes and characteristics of your successful interactions with clients will allow you to recreate this success.

Determining Your Market

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 July 19, 2017

Listening – Overcoming Objections: Leading to the Business Close

We will discuss the probing questions that allow you to dig deep into the needs of your business clients and anticipate the objections you might encounter with those questions. The Objections Categorizer provides the proper correlators for bankers to respond effectively.

Overcoming Objections to the business

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 July 26, 2017

Pre-Call Planning for Business

This session will discuss how you can position yourself as a “better than average” Business Banker as well as improve your results by enhancing your probing questions. Are you really doing it? Every day? To the best of your ability such that nobody else could step into your position and do it better?

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 August 9, 2017

Because It Is Right for the Customer

During this session we will discuss the various types of business closes and create scripts for these closes. We will also review several scenarios to create recommendations that will answer the question in the customer’s or prospect’s mind: “What’s in it for me?”

Right For Customer

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 August 16, 2017

Embedding New Account Representative Product Knowledge

This session will provide trainers, coaches, and branch managers with the methods to embed product knowledge within the new account representative. We will focus on the critical content that will allow representatives to learn the features of the products they must discuss with current customers and prospects.

Embedding New Account Representative Product Knowledge

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 August 23, 2017

Preparing for Teleconsulting Calls During Campaigns

“Anxiety is the price you pay for the unprepared mind and mouth.” Focused preparation, entry lines that establish credibility and interest, and preparing for objections will all reduce anxiety when making teleconsulting calls. These skills will be discussed during this workshop that will enhance your calls during product or service campaigns.

Preparing for Teleconsulting Calls During Campaigns

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Performance Results Network Calendar

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