Banking I

"Attended many sales training programs in 20+ years -- This is the best!"

"This is the best sales training program that I have attended. It feels natural and is the easiest for my personality to adapt."

"Beat my expectations! It will definitely help our group get results!"

"Refreshing--natural straightforward approach."

"Methods taught match the culture of the bank, so they're immediately usable."

"I can't wait to give this a try. I fully expect to see a more efficient use ofmy time....resulting in a higher closing percentage."

"Very useful. It's a big change but makes sense in commercial banking."

"Honestly, I was not looking forward to spending two days in training. My experience has been that these are usually a waste of time. That was not my experience this week. I sincerely enjoyed this experience."

"I learned more than I expected. In all honesty, I was not looking forward to learning sales, as I believed that I could never be a good salesperson. However, this program helped boost my confidence and taught me how to ask the right questions."

"Great material and strategy for the bank."

"It was simplified enough to implement immediately."

"Loved the program. A lot of information to digest in 2 days."

"Jim does a great job illustrating how to utilize CSS tactics by using them while teaching (and not humiliating the audience since some were very nervous about training)."

Banking II

“Puts a very basic structure to selling that is consistently replicable and will increase sales productivity for those loan officers who truly want to improve.”

“Program has wide application in bank. Recommend many of the younger officers going through program.”

“Basic steps are very good—style excellent—very appropriate.”

“Jim's style helped me understand the importance of being a good listener and not to jump to conclusions or solutions before I understand the problem (pain).”

“This is my 8th sales training in 15 years. You are the first to say OK to 'no.' Great work!”

“The psychology is brilliant!”

“Excellent. Just what we needed.”

“Solid investment of 2 days.”

“It showed me that I can drill down (with questions) much further and get to the degree of 'pain' that can make my closing probability increase.”

Comments From Los Angeles Participants:

“The class is very original and introduces some new concepts that will be very useful in prospecting and selling."

“I really enjoyed the boot camp. Felt that I learned several new pearls that will assist me in the marketplace to ensure that slight edge.”

“Good buy-in from my people. Pain focus was new to me.”

“Made me re-think the way I approach the prospect.”

“A fresh way to handle the sales process with some ideas that are non-traditional and may push the envelope.”

“Valuable class. It's helpful to have a new system to work with versus the same old ideas. I intend to use what I learned and anticipate improved sales results.”

“I'd recommend this class be taught to others in the bank. Great material, knowledgeable instructor and helpful tools that will make my job easier.”

“The program provides a consistent process to sell. It provides effective tools to keeping our meetings on track, making our meetings more productive and to close more deals.”

“The program really helps you to adjust your belief system and then provides solutions to become a better investigator, as well as more sensitive to the prospect.”

“It's a great program and is recommended to any marketing office.”

“A new approach. You don't need to propose on every deal. ‘No' is okay.”

Comments From San Diego Participants:

“This will help me move the sales process forward early or get out.”

“I was pleased to see that our product partners and prospect managers were also included. This sales process is concise and conversational.”

“A refreshing approach to sales.”

“A new approach to an old problem. Confidence builder.”

“Excellent program to help structure the sales process.”

“The course appears to be very good for cold calling and working with prospects or existing customers. Good tips that are easy to use.”

“Provided selling alternatives that result in a higher closing ratio.”

“In a selling training course, it is very important that the instructor speak from knowledge. Jim obviously has been through many wars.”

“Simple elegant sales process that can easily be implemented in existing style and format.”

“I liked Jim's approach. I hope to use his questioning techniques and confirmation strategies to increase my percentage of closing. I hope to keep working hard, but smarter!”

“Material was very thought provoking and useful. Instructor provided a very comfortable learning environment. Would like more training.”

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