Prospecting is one of the toughest things bankers do. If you’re a bank sales leader, your bankers need you to be on the top of your game as a coach. Here are 6 coaching mistakes you can’t afford to make:
- Not providing direction on which prospects to target. . . “Build a list of the prospects you want each of your team members to do business with.”
- Not coaching bankers on how to leverage their networks (and that includes customers, COIs, senior management, internal partners, directors, etc.). . . “Teach your team how to use client referrals and testimonials to get appointments and build momentum.”
- Not creating a process for your team on generating leads. . . “Coach the top of the funnel.”
- Seeing yourself as the Super-Rep and stepping in to clinch the deal for your bankers…. “Teach them all to fish.”
- Not understanding your bankers’ default value propositions . . . “Coach to the value proposition that you believe in.”
- Defining success too narrowly… “Celebrate small victories (e.g. getting in the door with a hard to reach prospect, scoring a second (or third) appointment, making a proposal, etc.)”
Looking for more resources on prospecting? Check out the following:
How to Qualify Prospects Quickly
Leveraging Your Network in Prospecting
Keys to an Effective First Call on a Prospect
Go to http://mzbierlyconsulting.webex.com for a complete list of our recorded webinars on prospecting.
