Financial institutions are looking to the retail industry as an example for implementing new sales techniques.
The Washington State Employees Credit Union in Olympia, Washington, has a new tool it uses to market its services: elevator time. Employees at their five-story state office building spend time every day waiting for elevators. The sales team at the credit union is using that time to tell them about credit union services. Credit union employees are stationed at various lobbies throughout the building to generate conversation with state employees about the credit union.
The phrase "elevator time" actually came from the company doing the sales training: International Banking Technology (IBT), which likened the technique to what in-store branch employees do: sell in the aisles of the store.
In a related IBT story, Charter One Bank, Atlanta, was so pleased with the sales force that already makes up its in-store branch network, it decided to have IBT train its branch employees in in-store sales techniques. IBT had helped Charter One establish 51 in-store branches in a six-state area.
The bank says it wants to take the proactive sales approach common in store branches and apply it to the sales force of brick and mortar branches.
BankersOnline is a free service made possible by the generous support of our advertisers and sponsors. Advertisers and sponsors are not responsible for site content. Please help us keep BankersOnline FREE to all banking professionals. Support our advertisers and sponsors by clicking through to learn more about their products and services.
Print Friendly!
Email This Article!
Discuss NOW!
