Discovery Conversations

“Our organization has achieved more in one class with St. Meyer & Hubbard than we did in several years with other sales training providers. Using the Discovery Conversations Playbook our Branch Managers uncovered 217 opportunities with current clients without mentioning a product. They closed more than 40% of those opportunities. SM&H has gone above and our very high expectations. We looked at 20 different sales training organizations and chose them after a lengthy process. They reaffirm that choice with every interaction and I cannot recommend them highly enough.”

Chief Strategy Officer
$17billion bank

Discovery Conversations VILT

Virtual Instructor Led Workshop

Session Two September 2 - October 7, 2021 (2:00 - 3:45 PM CST)
Session Three November 15 - December 20, 2021 (2:00 - 3:45 PM CST)

Workshop Details

Discovery Conversations introduces key foundational elements of early cycle virtual and face to face interactions. No scripts, nothing to memorize, no manipulation. This trust-based approach to relationship development targets sharing insights, articulating differentiation and providing value. Call preparation, execution and follow up are learned in a practical, fast-paced format. Bankers leave this class with tools, resources and the confidence to have high quality conversations.

Registration Info

Consecutive Weeks

Seats

Limited number of participants to allow for optimal learning, maximum best practice sharing and great networking. (Maximum three per organization)

High Impact Tools to Take Home

From planning, to execution through trust-based follow up, Discovery Conversations is the most effective bank-specific sales workshop on the planet.

What You Learn

5Cs of trust-based selling
The seven dynamic financial needs all businesses have
Connecting the buying cycle to the sales process
Plan successfully using a unique case study approach
Implementing a client-centric conversation model
Six high payoff questioning techniques
Effective note taking approaches
The Conversation Recap – a unique follow up tool
Tweeners – building mindshare between conversations
Becoming a Resource Manager

Who Should Attend

Newly promoted bankers that need foundational skills
Veterans that want to sharpen their sales saw
Branch Managers, commercial and business bankers, mortgage and wealth management professionals
Senior leaders and CEOs that make bank to business calls

The Resources You Get

Practical Learner’s Guide
Field Guide with additional tools and job aids
Practical Planning and Share of Heart job aids
Question Resource Guide with more than 200 questions bankers can use immediately
11th Hour Letter –to reopen doors when you finish second

Margie Kensil, Your Facilitator

Margie Kensil has been helping national and international organizations achieve record results and sustained success for more than three decades. A former banker and veteran consultant, Margie is one of St. Meyer & Hubbard’s top facilitators in the bank to business sales space.

Dates:	Session Two September 2 - October 7, 2021 (2:00 - 3:45 PM CST) Session Three November 15 - December 20, 2021 (2:00 - 3:45 PM CST)
Location:	Virtual Instructor Led Workshop
Price:	$897 per banker

Discovery Conversations