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Building a bank relationship selling culture: A CEO’s review of his journey

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Published on Mar 31, 2017

Sales results at Micah Bartlett’s bank increased after replacing sales quotas and conventional selling with relationship selling and customer outreach. This video will provide some insight into one bank CEO's thought process and journey in creating a customer relationship management culture in his bank. Following is some rationale why you will want to watch this video.
Does your bank or credit union lack a long-term competitive strategy to continue generating organic growth and build relationships after the first 90 days? Are you re-engaging with existing customers or members who no longer visit your branches? Do they give you their transaction business but go elsewhere for financial advice, borrowing or investing needs? If you are concerned with any of your answers to these questions, then consider developing a customer relationship management culture in your bank or credit union.
Any banker who hasn’t been in a coma the past few years is aware of the competitive disadvantage they can face if they don’t find a way to connect with the increasing number of customers or members who rely predominantly on electronic and mobile banking. Translation: they’re not coming into your branches and opportunities are being lost!
To truly differentiate and position your bank or credit union as a financial partner, you must redefine your sales model, move beyond transactional cross-selling to trusted relationships and demonstrate you are passionate about the financial well-being of your customers or members. This is what developing a customer relationship management culture is all about.
In this video, Micah Bartlett, CEO of Town and Country Bank, talks about his thought process of moving away from purely transactional selling to relationship selling and his journey including implementing a structured process with High Definition Banking®.

Find out more at HighDefinitionBanking.com

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