BANK OFFICER CALL WORKSHOP
July 23, 2008: Sheraton Miami Mart - Miami This site has been cancelled!
July 24, 2008: Airport Marriott - Orlando
Speaker: Rick Weemers, President, Weemers Consulting Group, Inc.

Program Highlights
v having and keeping the right attitude
v prospect identification
v making cold calls
v sizing up the prospect
v use of selling tools
v overcoming objections to act
v time management

4 Part Sales Success Formula
Attitude + Skills + Activity + Reward = Success

Part One - Attitude
How to develop and maintain a positive attitude about selling
v Action Plans & Preparation Help With Positive Attitude
- Developing your personal game plan
v Three ways to get more bank business
- where to focus your efforts for best results
v Building Customer/Prospect Lists
- how to create and manage them
v Preparing Prospect Files                                                                          
- what info to keep, how to update easily
v How To Find Good Prospects
v Preparing For The Call            
- elements of preparing for a successful call
- helpful secondary information sources
- original information sources
v Networking
- building and using your personal network

Part Two - Skills
v Getting the Appointment
v Preparing For Different Types of Calls
- Exploratory/ Cold Call
- Relationship building
- Consultative  Selling
- Service Calls
- Prospect Determination
v Overcoming Objections
v Sizing Up The Prospect
- Understanding the four personality types
- Why do people act they way they do
v Understanding Human Behavior

Part Three - Activity
How to increase your prospecting activity
v Making the call
- personal Visit Tips to Achieve Success
- using the telephone
- using the Mail
- asking for the order
v Selling Tools To Use
- what to use to save your time and still get great results
v Accelerating The Personal Relationship Building Process
- build trust quicker
v Time Management
-  how to better manage time for selling

Part Four - Reward
v Ways to reward yourself, your associates
v How to feel success
                                                                                   
Summary
v Four important steps to improving your success rate

Meet the Speaker
Rick Weemers is a proven expert on business development for financial institutions. Over the past 28 years, he has counseled numerous banks of all sizes across America on solving growth challenges. He brings fresh, useful information on such subjects as: consumer psychographics, customer retention/loyalty, target marketing, sales culture improvement and building market share quickly.

Rick has spoken at all national and several state bank associations; is a bank marketing guru for the largest Internet bank information site; has had his own bank Internet site for 5 years which has over 5,000 hits per month; is a published author and is frequently quoted in national bank publications.

Seminar Schedule
8:30 a.m. - Registration
9:00 a.m. - Meeting
4:00 p.m. - Adjournment