Collaborative Business Conversations

It’s a common refrain from small business owners: “I just want my banker to have an in-depth conversation with me on the things that are important to me and my business!” But the push for small business accounts often has bankers talking about their product of the month or about topics that are of no interest to customer or prospect. The solution? Are fresher course on how to engage in the reciprocal, collaborative conversation needed to establish mutual respect and get to the “trusted-advisor” level.

Why Collaborative Business Conversations?

Collaborative Business Conversations empowers small business relationship managers to increase sales by arming them with a proven sales process that pinpoints a business’s goals and operations challenges. As a result, small business relationship managers know how to have well-planned, focused conversations that uncover customer needs, establish lasting relationships, and provide targeted solutions to small business owners’ desired outcomes.

Who Should be Trained?

Collaborative Business Conversations is for small business relationship managers who wish to engage in more effective business conversations. Building Small Business Acumen is a recommended prerequisite for Collaborative Business Conversations.

Delivery Method

Collaborative Business Conversations is an interactive two-day workshop conducted by an Omega Performance consultant or by bank leaders who have built their skills and confidence by completing Omega Performance’s leader training. Maximum attendance is 12 participants. Supplemental training is also available via a 90-minute follow-up webinar on communicating loan decisions.

Results

Collaborative Business Conversations empowers small business relationship managers to:

• Adopt a proven sales process to plan and execute results-oriented calls with business owners
• Increase sales by consistently converting leads into new business
• Expand relationships using conversation strategies to uncover anticipated needs
• Ask the right questions when a need for a loan is uncovered
• Become a de facto CFO for small business customers

What is Included?

Collaborative Business Conversations includes activities designed to help participants get the most out of interactions with small business customers, including:

• Organising ideas and mapping out key goals before making a sales call
• Prioritising customer needs and position a meeting to ensure those needs are met
• Participating in video-recorded skill practices, including detailed feedback from the instructor and peers
• Completing a post-workshop assignment that gives participants an opportunity to apply what they have learned in the workshop to actual customer meetings
• Meeting with managers pre- and post-call to ensure that participants successfully apply what they have learned on the job

Omega Key Differentiators

• Developed and delivered by the only company that specialises in business acumen, lending and sales skills for small business and commercial bankers
• Utilises a unique, conversation-based question model that enables the banker to add value as they are learning about the business and business owner
• Part of a new, comprehensive curriculum aimed at helping your staff win small business customers and build long-lasting, profitable relationships

Learning Method: