Mastering the Art of Cross-Selling


Presented by: Honey Shelton

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Designed for financial institutions that are serious about becoming world-class sales organizations, this dynamic webinar will help raise the bar when it comes to effective cross-selling. When the customer walks in, drives up, emails, or phones, the organization starts racking up points, for or against, tightening up the relationship and setting the stage for cross-selling.

Aimed at the frontline staff including tellers, customer service representatives, call center personnel, account managers and branch managers, this program teaches participants how to excel at cross-selling and referrals. Honey Shelton will teach you how to implement skills, strategies and standards that will raise the bar when it comes to cross-selling outcomes.

Be reminded of the importance exceptional service plays in obtaining referrals and increasing sales outcomes. In order for your institution to have a service advantage in your market your staff must be aware, alert and well-trained about how to get the community talking about the friendly experts at your organization. Make service advantage your key to excelling at cross-selling.

What We Will Cover:
  • Getting started
  • Knowing your products and knowing your customers
  • Packing a sales tool box
  • The Four Ps of Prospecting:
    1. Plan, Pitch, Probe and Present
    2. Two best ways to grow; referrals and cross-selling
    3. Spotting sales opportunities, asking great questions
    4. Know your lines
  • Join the hunt for new business; bundle, see and find!
  • Timing can be everything
  • Take care of business
  • Inside and outside sales
  • Relating the sale to the buyer
  • Dealing with a "no" and rejection
  • Creative follow-up options
Who Should Attend?
All call center and frontline personnel, trainers, teller supervisors, and branch managers will benefit from this information packed webinar.

About the Speaker: Honey Shelton brings the best of both worlds to her training sessions. As the former Executive Vice President of Texas' second oldest independent bank she was in charge of branch operations, marketing and training, therefore enabling her to see up close what is happening in the trenches. Plus, she has the depth of knowledge that comes with twenty plus years experience as one the nation's leading seminar presenters. As the founder of Houston based InterAction Training Systems, Honey has provided training to over a quarter-million professionals.

Honey began her career in the banking industry. Prior to founding ITS, she served as Vice President of Marketing and an Executive Committee member for a major holding company bank in The Woodlands, Texas. During her many years in banking, Honey began developing a passion for training others to succeed.

As a graduate of the School of Bank Marketing from the University of Colorado, she realizes the value of quality education. Honey invests time as a faculty member for banking schools around the country. She is a repeat presenter for most of the state banking associations and credit union leagues around the country.

Honey continues in her own personal pursuit of excellence. She has obtained certification in Reality Therapy from the William Glasser Institute and the Training and Development Certification Program at Texas A & M.

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CD-ROM includes:
  • Complete presentation (including slides and audio)
  • Written Materials
  • Follow-up Q & A
You have the right under this license agreement for this CD-ROM to use this presentation on a single-workstation. Use on a network is in violation of the copyright agreements. CD may be used by multiple users at a given institution but may not be placed on a network or in any other multi-user environment.

This program was recorded in its entirety in April 2011. The CD-ROM includes program slides, materials (if available) and follow-up Q & A document.

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  • Model: cd_selling0411
  • Manufactured by: Glia Group, Inc.

This product was added to our catalog on Friday 25 February, 2011.

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