A cross sales training program for credit unions should aim to equip employees with the necessary skills and knowledge to identify and recommend additional financial products and services to existing Members.
Here are some steps that should be included in a cross sales training program for credit unions:
Start by defining what cross-selling is and why it is important for your credit union. Explain how cross-selling can benefit both the Member and the credit union, and how it can contribute to overall business growth.
Teach employees how to understand and identify the needs of Members. This can be done through training on active listening, effective questioning, and needs assessment techniques.
Provide detailed training on the various products and services offered by the credit union. Employees should have a good understanding of the features, benefits, and pricing of each product, as well as how they can be used to meet the Member’s needs.
Train employees on effective sales techniques, such as upselling, bundling, and suggesting complementary products. Emphasize the importance of building rapport with the Member and understanding their buying behavior.
Ensure that all employees are aware of the regulatory requirements for cross-selling financial products and services. Provide training on the ethical and legal aspects of cross-selling, including privacy and data protection laws.
Provide opportunities for employees to practice cross-selling techniques in simulated scenarios. This can help them gain confidence and develop their skills in a safe and supportive environment.
Implement ReferTrac to track referrals and cross-selling performance provides feedback and training opportunities for employees. This can help them identify areas for improvement and recognize their successes.
Overall, a cross sales training program for credit unions should be designed to help employees build long-term relationships with Members by offering relevant products and services that meet their needs. It should emphasize the importance of ethical behavior and compliance with regulatory requirements, while also providing practical skills and techniques to improve performance.