RMA-SOCL: Personal Development Accountability/Selling Credit Products (Tom Savage)


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RMA-SOCL: Personal Development Accountability/Selling Credit Products (Tom Savage)

  1. 1. 1Personal DevelopmentAccountability / SellingCredit Products2013 RMA-UCFPresentation)
  2. 2. 2Why Are You Here? Fun? The Boss told you to? Gets you out of the Bank for a change? To Make Yourself Better! WII-FM
  3. 3. 3Opportunity Not Polite or Patient Prepare for it When upon you, you must: Identify it Grab it Jump on it Pounce on it <10% will EVER attend a learning seminar
  4. 4. 4Opportunity All Business Skills are Learnable: Silver PlatterBooksCDsInternetMentorsPerson Sitting Next to You Right NOW
  5. 5. 5Opportunity Working Hard & Working Smart areMinimum Requirements Why Were You Hired? No Easy Way to Success: Outwork the competition on days thatbegin with “T”
  6. 6. 6Personal Development Accountability You are a “Sub-contractor” Bank needs & pays for intellectual capitalYou own the intellect (knowledge is portable)Bank pays for the intellect
  7. 7. 7Personal Development Accountability---Success: Action Oriented Want vs Decide Increase the probabilities for success
  8. 8. 8Personal Development Accountability---Success: Action Oriented All Business Skills are LEARNABLE Read CDs Seek Others
  9. 9. 9Personal Development Accountability---Goals Destined Forever Yale Study: Class of 1963 Specific, Measurable, Difficult, Public 20 years 3% set goals Out-earned the remaining 97%
  10. 10. 10GOALS:Big Dreams Inside Us All! Unfortunately Limited By: Past ExperiencesCircumstancesEnvironment Present CircumstancesFinancialFamily Self Imposed Doubts
  11. 11. 11Personal Development Accountability---Self Concept You Are What You Believe You Are Man’s greatest ignorance is of himselfBelief of one’s self creates your “world”Can’t live beyond the limits of your own beliefs
  12. 12. 12To BE THE BEST: What Runs the World? People, Leaders, Governments, Religions,Institutions?? Commonality at the Core of all these?IDEAS
  13. 13. 13What’s Your Vision If Perfect, What would it be like? 3 Parts of a Compelling Vision Purpose Future Focused Values
  14. 14. 14Selling Psychological block is FEAR Of Failure (customer) Of Rejection (sales person)
  15. 15. 15Selling Buying - An Emotional Event “Emotional State” vs. “Thinking State”“Customers don’t care how much you know until they first knowhow much you care”Must Sell into their “Passion”Must Connect at the “Feeling” Level
  16. 16. 16Selling Buying - An Emotional Event Negotiation Ability (customer always superior) Advertising CampaignsNike > Just Do ItBMW > Ultimate Driving MachineKodak > Memories
  17. 17. 17Selling Techniques: RELATIONSHIP: “The Friendship Factor”Personalized noteDinner
  18. 18. 18Selling Enthusiasm “I Like Myself” Believe YOU are the Best Believe your BANK is theBest
  19. 19. 19Selling Personality Self Confident (Know they will be successful) Accepts Responsibility(Blames SELF) High Levels of Empathy (Listens) Goal Oriented (Focused) Determined (Customer Focused) Honesty
  20. 20. 20Selling YOU MUSTKnow Why People “Buy”We Make Dreams Come TrueKnow What You are “Selling”Sell into the Dream
  21. 21. 21Selling Techniques: The Approach (the cold call)20 seconds to say “Yes”.“Would it be beneficial to you and yourcompany if you were able to approve andprice your company’s line of credit eachyear?”
  22. 22. 22Selling Presentation Physical Mental
  23. 23. 23Selling “Feeling” level – must connect. How?? Body Posture Voice Inflection Questioning Interest Accomplishment Recognition Establish Anticipation
  24. 24. 24Selling Techniques: Ask!Politely, Respectfully, Courteously,Professionally
  25. 25. 25Selling Techniques: Elevate the Incumbent
  26. 26. 26Selling Techniques: Set the Closing Date
  27. 27. 27Selling Opposition - Be Prepared…Anticipate Testimonials: “that’s alright…mostpeople in a similar situation felt the sameway when I first discussed our product /company with them, But many havebecome some of our very best customersand now recommend us to their friends…”testimonials
  28. 28. 28Attitude Your Mind SetAnyone can do a jobAnyone can do a Good job Work hard / work smart = minimum requirementsNot until Passion is present that excellencewill be displayed Excellence is a by-product of passion Biggest obstacle to greatness is overcoming thecomfort in being good
  29. 29. 29Passion Your Mind Set When driven by a purpose The purpose becomes a passion The passion becomes a conviction
  30. 30. 30Choices We are Defined by Our Choices Act / Procrastinate, Help / Hinder, Believe /Doubt, Succeed / Fail Life & Leadership are all about Choices Based on Values You are a Monument to Your Choices Tough Choices Lead to Change
  31. 31. 31Change Change Requires Courage Timid = Frightening Comfortable = ThreateningMost hereSuccess through emulating othersThreatens the status quo Confident = Opportunity
  32. 32. 32Change Optimal Production (U of Chicagostudy) Consistently Achieved when:Tried new things (change)Persistent with it (Gave it a chance) Book: “Built To Last”, Jim Collins “Only sustainable competitive advantage inthe financial services industry is the abilityto Change faster than the competition.”
  33. 33. 33To Be The Best: Willing To Fail Failing vs Failure
  34. 34. 34Sacrifice & Discipline Discipline Requires Sacrifice Discipline Requires Understandingthe Consequences Disciplinarian enforcesConsequences With Clarity of Consequences wemake better Choices
  35. 35. 35Crisis in Leadership Unethical Behavior All phases of societyPolitics, Business, Athletics, Religion Temptation to Compromise Values
  36. 36. 36Crisis in Leadership Moral Deteriorization Common PlaceEE theft at $40 billion in 2009 (U.S Chamber ofCommerce) Culturally IncrementalizedMovies: “Gone with the Wind” to “Crash”TV: “Dick Van Dyke Show” to “Sex in the City”
  37. 37. 37Crisis in Leadership A Role we Play or a Life we Lead??? Society has become: Infatuated with Influence & Image Preoccupied with Prestige
  38. 38. 38The Future Not Living Not Breathing Not Waiting for you to encounter it Doesn’t exist until YOU DECIDE
  39. 39. 39The Future – You Decide Will You Follow Your Dreams? Make Tough Choices? Be Courageous & Face Change Recognize the Sacrifice Required Be Disciplined Enough to stay thecourse
  40. 40. 40The Future – You Decide Seize the Opportunity in front of you? Set High Lofty Goals? Pursue your Passion? Uncover Your Potential
  41. 41. 41Emerson Quote“What lies behind youand what lies in front of youpales in comparison towhat lies inside of you.”
  42. 42. 42Uncovering Your LeadershipPotentialEach and Every Day AbsolutelyOrdinary People do Extraordinarythings.Starting today, starting now, only youcan decide if that person is you!