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| Customer Service, Sales, Management, and Performance Appraisals training for the financial industry. |
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 Our Training Products Yeiser Training specializes in sales skills training for bankers. All programs are written using a new style of instructional design called performance technology. Rather than using books or theories to create course content, the Yeiser programs are written by going into the work environment and recording the skills used by the highest performing bankers and the skill sets of lower performers. The differences between the two groups are noted, and training modules to instruct and coach the most successful skills are created. All modules, exercises and role plays are created from these experiences. What this means to you and your bank is that participants will experience highly interactive, practical training that, with coaching and practice, will make a solid contribution to your bottom line. The Yeiser Training Key Skills Programs are listed below: Other Yeiser Programs include: Product Knowledge Training Excellent product knowledge forms the base of all highly successful selling and, for this reason, we recommend that you begin the sales training process with thorough coverage of product knowledge. Our exciting, informative product classes are customized for your bank and written with retention in mind. We can write your program in 30 days or less, and either conduct the training or leader train your trainers. Because customers expect answer to their questions instantly, we condition bankers to recall product features in 3 seconds or less. This is achieved through memory tactics including rapid fire drills, logical flow, groups of three, creating memory pockets, and using as many senses as possible. Participants rave about how quickly this class helps them to learn their products. This is one of our signature courses. Level Three Selling | Back to List Our Level Three Selling programs are a source of great pride for our company and are among the very best in the industry. We offer ten distinctive versions of this popular program, each written specifically for bankers whose selling skill requirements are unique. Each program blends customer service and the classic selling skills, so your bankers actually receive both types of training for the investment of one. All of our sales training programs have been developed using performance technology, a new form of instructional design which teaches the behaviors of the highest and best performers. As a bonus, we offer an optional module covering telephone sales and prospecting by phone. If requested, we will add an extra ½ day module to study your competitors and their products, and/or an extra ½ day to cover personal sales planning. Though it is true that our training teaches skills, more importantly, our work imparts the attitudes and work habits of the best. The phrase, "I finally get it!" appears over and over again on the post-session evaluations. We are very proud of this achievement. Level Three Selling Program Descriptions: 1. Traditional Branch Banking This two day program teaches the classic selling skills of asking questions, using features and benefits, managing objections, closing the sale, and cross-selling. Customer service skills are also covered teaching bankers how to be proactive in managing various service situations. Telephone training and professional image training are optional modules. 2. Supermarket Selling This three day program teaches the same classic selling skills covered in the traditional branch banker program, with an emphasis on how to use these skills in the supermarket environment. Additional work provided on using the lobby for aisle visitation, making PA announcements, merchandising, and sales planning. 3. Referral Sales Training / Professional Teller Sales This one day program covers proactive customer service and sales referral skills for tellers and other employees who are not required to open accounts. Includes proactive problem-solving, managing irate customers, telephone skills, recognizing cross-selling opportunities, and communicating the referral. Professional dress optional. 4. Negotiating Skills for Lenders Teaches the classic selling skills with more emphasis on prospecting, building rapport, working a longer sales cycle, conducting the loan interview, communicating loan products, and negotiating skills. 5. Sales Leadership Training for Executive Management Typically taught prior to implementing Yesier sales training system. Covers the classic customer service and selling skills which will be taught to all bank personnel. Identifies situations that are unique to your bank that are addressed during training. Sales planning and coaching are introduced, with guidance for achieving top return on sales training investment. 6. Personal Trust Referral Sales for Branch personnel This three hour program teaches the basics on personal trust products, and how to identify prospects and refer them to the bank's trust officers. Consistently receives excellent reviews. 7. Telephone Prospecting This half-day program teaches effective use of voice, the classic selling skills to manage in-bound and out-bound calls, handling irate customers, and proactive communicating. 8. Selling Home Equity Lines of Credit This half-day program covers in detail the product knowledge and sales skills required to effectively sell equity lines of credit. Also includes how to prospect and communicate the product features in an easy-to-understand manner, to make sure that your bank receives their wallet share of this profitable product. Sales Review Courses: 1. NEW! Refreshments Skills for Supermarket Bankers Focuses on reviewing the 12 critical supermarket selling skills for bankers. Optional in-branch aisle visitation practice. 2. Cross-Selling New Products and Promotions This two-hour program serves not only as a sales review program, but also teaches your customer contact personnel how to take full advantage of any new product or promotion that the bank is currently marketing. All of the classic selling skills are reviewed and explained as they apply to a new promotion. 3. Sales Review Programs (conducted six months after sales training) Reviews all of the basic skills covered in the Yeiser Level Three Selling Program with role play and testing to determine current skill levels and how to continue building skills. Strategic Sales Management | Back to List t Yeiser Training we understand that creating a sales culture in your bank is a process, rather than an event. Teaching your staff the selling skills is the first step... teaching your managers how to manage the process is the more critical step to supporting and sustaining your investment. Because a lot of daily reinforcement comes from observing a leader using the skills correctly, we offer a set of programs to support your managers. These programs will help build their own personal selling skills and will allow them to create a culture that is receptive to high sales performance. Train-the-Trainer | Back to List Many of the banks that we work with are excited about the Yeiser Training Programs and want us to teach their trainers how to use our products. We are delighted to do so and offer these seminars several times each year, or privately for banks with four or more trainers. If your trainers are new, you may want to consider our popular Instructor Techniques course. This program teaches training basics such as group dynamics, managing difficult personalities, speaking skills, use of equipment, use of the room and room set up, plus more. Train-the-Trainer Courses | Length Coaching High Performance Performance Appraisals | Back to List Conducting timely and effective performance appraisals may be one of the most powerful management processes used by the leadership in your bank. This program teaches how to asses behavior objectively, how to conduct an appraisal, and how to write an employee development plan. Conducting Successful Sales Meetings | Back to List This hands-on program teaches sales managers the basics of sales meetings: what to include and not include, who should attend, how long the meetings should last, how to involve others in the agenda, plus plenty of topics and role plays to help your managers effectively use this important sales management tool. Interviewing and Selecting Sales Personnel | Back to List One of the most critical aspects of effective management is selecting the right person for the job. In this workshop, participants review each job description to identify critical knowledge, skills and abilities required to perform effectively, and then construct interview questions to provide a fair assessment of the interviewee's capabilities. Other topics are addressed, such as environment, dress, body language, use of questions, how to interpret answers, and basic interview etiquette. Professional Image Workshops | Back to List This workshop teaches male and female bankers the basics of constructing a working wardrobe for our industry. Participants will review clothing that is appropriate and inappropriate for our industry, how to dress on a casual day, and how to get the most out of a wardrobe budget. Professional Telephone Skills Training | Back to List This program covers the basic telephone skills: answering the telephone, putting people on-hold, taking messages, using voice mail and leaving voice mail messages. Includes use of voice and basic telephone etiquette principals. The Internal Customer Providing Super Service | Back to List In today's competitive environment, cooperation is critical. This program addresses customer service skills often overlooked-- managing your internal customer relationships. Includes telephone skills, communication skills, how to manage upset customers, plus more. Can be customized upon request. Selling Insurance Products: Skills for Lenders | Back to List This course teaches lenders not only the basics of credit life insurance products, but also how to sell these products using Yeiser Training's exclusive needs-based selling approach. A break-through in how to sell credit life insurance products. Mission |
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Speeches ©2005 Yeiser Training P.O. Box 3551 Cordova, TN 380188-3551 july |
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