solutions through unified effort
NEW! Creating Lifetime Bank to Business Partnerships Through Trust Insights & Value Seminar

NEW! Creating Lifetime Bank to Business Partnerships Through Trust Insights & Value Seminar

Date:

Details

Date: May 9, 2019
Location: VBA Training Center, 4490 Cox Road, Glen Allen, VA 23060

Consultative Selling is dead. Solution Selling is in the rear-view mirror. In commercial banking today, the old playbooks no longer play. Entrepreneurs want more from their banker and they can get what they need from unending banking options. To win new clients and deepen relationships with current ones, a new approach – Trust-Based Selling – has emerged as a difference maker for banks of all sizes. This fast-paced session outlines what it takes to prepare for, make and follow up on early and late cycle calls. Never made a sales call on business? Done a few but want to get better? Been calling for years and want some new ideas? This session is for you. Branch Managers, business bankers, treasury management professionals, mortgage originators, even CEOs will benefit from this practical program.

IF YOU MAKE OUTSIDE CALLS ON BUSINESSES, JOIN JACK HUBBARD TO LEARN:

  • How to integrate the 5C’s of Trust-Based Selling on every call
  • How to approach early, mid and late cycle calls
  • How to prepare with a case study strategy
  • How high impact, insight-based questioning gets you back in the door again and again
  • A VIP follow up strategy that generates better win rates
  • Resources that add value in good times, bad times, all the time

YOU GET TOOLS:

  • Conversation Recap – that replaces dull follow up letters
  • Planning Diagnostics – job aides that guide call preparation

About the Instructor

Named one of the nation’s top 100 most trusted business leaders by Trust Magazine, Jack Hubbard has shared his passion for what it takes to build relationship development initiatives for more than four decades. He has helped craft Performance Cultures in 49 states and personally trained and coached more than 69,000 bankers. A 32-year faculty member of more than a dozen prominent state and national banking schools, Hubbard is always one of the top-rated instructors. Jack is co-author of the bestselling book, Conversations with Prospects.

Registration Fees
Members
Through March 30, 2019: $375
March 30, 2019-April 19, 2019: $405
April 19-May 9, 2019: $435


Non-member:
Through March 30, 2019: $875
March 30, 2019-April 19, 2019: $905
April 19-May 9, 2019: $935

Hotel Information

Hyatt Place Richmond-Innsbrook
4100 Cox Road | Glen Allen, VA 23060


The VBA has reserved a block of rooms at the Hyatt Place Richmond-Innsbrook for $124.00 plus taxes/fees.  In order to take advantage of this reduced rate, reservations must be made by April 18, 2019.  Reservations can be made online here.



REGISTER

Questions?

Courtney Fleming, SVP, Education & Training/Communications
[email protected]
(804) 819-4748