Credit Union Sales Intensive Workshop - December 7, 8 & 9, 2021

Credit Union Sales Intensive Workshop 
December 7, 8 & 9, 2021  
10 a.m. to 3:00 p.m. ET

Online / Virtual Course

Presented by SalesCU in partnership with the
Cooperative Credit Union Association,
CrossState Credit Union Association and the
Association of Vermont Credit Unions

Intensive Workshop Introduction Video Here

In order to see consistent sales results at your credit union you need THREE things: 

  • Competent sales training built for your credit union
  • Employees empowered with the sales mindset, processes and skills needed to sell
  • And leaders with the expertise to coach and mentor their sales teams to peak performance.

The Credit Union Sales Intensive Workshop will deliver on all three and send your credit union leaders back ready to train, sell, and coach.

Who should attend?

The Credit Union Sales Intensive Workshop is designed for leaders and trainers of your credit union. We encourage your credit union to send any employee who is responsible for leading sales and training employees. This would include:

  • Branch, lending and contact center managers
  • Regional and senior sales leaders
  • Training and development professionals
  • Even marketing managers/professionals

Program Outline

The Credit Union Sales Intensive Workshop is a 3-day event that will provide what your team needs to lead and execute a sales initiative at your credit union. Here is what is covered each day to help with that:
Day 1: Credit Union Sales Fundamentals
Essentials of a sales mindset, and understanding why we sell to members. Learn to identify needs, start the conversation, ask great questions, sell F.B.A., and get solid commitments. Use the If-Then Process to get commitments and schedule follow-up. Learn to sell by managing objections.
Day 2: Advanced Sales Skills
Learn the 4 goals of the member interview and how to uncover member needs, wants, and dreams. Apply the fundamentals to selling checking, deposit and loan recapture, and assurance products.  
Day 3: Transformational Leadership
Learn the 4 steps of an effective coaching model and how to develop rather than react to employee sales performance. Discover the simple patterns established in days 1 and 2 and how to use them to observe and assess employee performance. Build a development plan for employee sales success and learn how to use it for coaching and accountability.

Daily schedule

Morning session:   10:00 am—12:00 pm  
Lunch:                    12:00 pm—1:00 pm  
Afternoon session: 1:00 pm—3:00 pm  

Expected return on investment

Assuming the credit union sends three employees for a total investment of $1,947, the credit union only needs to improve sales through leadership and training ONE of these categories:

  • 11 additional checking accounts
  • $146,250 more in deposits
  • $73,125 more in recaptured loans
  • 14 additional assurance products
  • 10 additional active credit cards

It’s expected each attendee will lead their team to achieving each of these levels of sales TWICE  in the first year, returning 30x the investment.

Pricing

CCUA Member $649.
Registration ends November 29, 2021

Technical requirements

This event is conducted virtually on Zoom. To make this workshop as effective as possible in a virtual environment we ask all participants to join from a computer with permissions to join a Zoom Meeting, a camera, speakers, and microphone. Download the Zoom Desktop Client app (preferred) or join via web browser.

New to Zoom or have questions about Zoom? SalesCU is happy to answer those for you.

Speaker: Nick Brown


Nick Brown is a sales and service advocate and expert in the credit union industry and is committed to empowering financial institutions to develop primary financial relationships with their members, through sales. Nick started his career in the financial services industry in 2000 as a part time teller. He spent 15 years with a large, progressive credit union in a few different capacities including branch operations, and training and development. The last 9 years of his credit union career were with the credit union’s outbound sales team where he connected with members proactively to expand and deepen their financial relationship with the credit union. While “On the Phones” Nick recorded well over 10,000 sales calls, sold the majority of the credit union’s product and services, and recaptured over $10 Million in loan volume. From 2009 to 2015, through the great recession, Nick lead the outbound team to record setting sales numbers.   In 2015 Nick left his very comfortable career to bring proven sales training and consulting to the credit union industry full time. He approaches sales from a needs based perspective with the goal that all sales discussion should add value to the member’s life and help them reach their financial goals and dreams. In addition to being a sales and service advocate in the credit union industry, Nick is also the husband of an amazingly brilliant wife of 18 years, father to three children, and youth mentor in his local congregation.

Website | LinkedIn

« RETURN TO EVENT CALENDAR

December 7, 2021 10:00 am -
December 9, 2021 at 3:00 pm

VENUE INFO

Online / Virtual 

Credit Union Sales Intensive Workshop 
December 7, 8 & 9, 2021  
10 a.m. to 3:00 p.m. ET

Online / Virtual Course

Presented by SalesCU in partnership with the
Cooperative Credit Union Association,
CrossState Credit Union Association and the
Association of Vermont Credit Unions

Intensive Workshop Introduction Video Here

In order to see consistent sales results at your credit union you need THREE things: 

  • Competent sales training built for your credit union
  • Employees empowered with the sales mindset, processes and skills needed to sell
  • And leaders with the expertise to coach and mentor their sales teams to peak performance.

The Credit Union Sales Intensive Workshop will deliver on all three and send your credit union leaders back ready to train, sell, and coach.

Who should attend?

The Credit Union Sales Intensive Workshop is designed for leaders and trainers of your credit union. We encourage your credit union to send any employee who is responsible for leading sales and training employees. This would include:

  • Branch, lending and contact center managers
  • Regional and senior sales leaders
  • Training and development professionals
  • Even marketing managers/professionals

Program Outline

The Credit Union Sales Intensive Workshop is a 3-day event that will provide what your team needs to lead and execute a sales initiative at your credit union. Here is what is covered each day to help with that:
Day 1: Credit Union Sales Fundamentals
Essentials of a sales mindset, and understanding why we sell to members. Learn to identify needs, start the conversation, ask great questions, sell F.B.A., and get solid commitments. Use the If-Then Process to get commitments and schedule follow-up. Learn to sell by managing objections.
Day 2: Advanced Sales Skills
Learn the 4 goals of the member interview and how to uncover member needs, wants, and dreams. Apply the fundamentals to selling checking, deposit and loan recapture, and assurance products.  
Day 3: Transformational Leadership
Learn the 4 steps of an effective coaching model and how to develop rather than react to employee sales performance. Discover the simple patterns established in days 1 and 2 and how to use them to observe and assess employee performance. Build a development plan for employee sales success and learn how to use it for coaching and accountability.

Daily schedule

Morning session:   10:00 am—12:00 pm  
Lunch:                    12:00 pm—1:00 pm  
Afternoon session: 1:00 pm—3:00 pm  

Expected return on investment

Assuming the credit union sends three employees for a total investment of $1,947, the credit union only needs to improve sales through leadership and training ONE of these categories:

  • 11 additional checking accounts
  • $146,250 more in deposits
  • $73,125 more in recaptured loans
  • 14 additional assurance products
  • 10 additional active credit cards

It’s expected each attendee will lead their team to achieving each of these levels of sales TWICE  in the first year, returning 30x the investment.

Pricing

CCUA Member $649.
Registration ends November 29, 2021

Technical requirements

This event is conducted virtually on Zoom. To make this workshop as effective as possible in a virtual environment we ask all participants to join from a computer with permissions to join a Zoom Meeting, a camera, speakers, and microphone. Download the Zoom Desktop Client app (preferred) or join via web browser.

New to Zoom or have questions about Zoom? SalesCU is happy to answer those for you.

Speaker: Nick Brown


Nick Brown is a sales and service advocate and expert in the credit union industry and is committed to empowering financial institutions to develop primary financial relationships with their members, through sales. Nick started his career in the financial services industry in 2000 as a part time teller. He spent 15 years with a large, progressive credit union in a few different capacities including branch operations, and training and development. The last 9 years of his credit union career were with the credit union’s outbound sales team where he connected with members proactively to expand and deepen their financial relationship with the credit union. While “On the Phones” Nick recorded well over 10,000 sales calls, sold the majority of the credit union’s product and services, and recaptured over $10 Million in loan volume. From 2009 to 2015, through the great recession, Nick lead the outbound team to record setting sales numbers.   In 2015 Nick left his very comfortable career to bring proven sales training and consulting to the credit union industry full time. He approaches sales from a needs based perspective with the goal that all sales discussion should add value to the member’s life and help them reach their financial goals and dreams. In addition to being a sales and service advocate in the credit union industry, Nick is also the husband of an amazingly brilliant wife of 18 years, father to three children, and youth mentor in his local congregation.

Website | LinkedIn