Spotlight on Client Needs and Concerns

With declining traffic, it is critical to optimize every in-branch sales interaction. Spotlight on Client Needs and Concerns builds on the initial training in Client Conversations 1 and 2, while focusing on the exploration of multiple client needs in order to expand relationships over time. Participants refine and practice skills for smoothly moving the discussion from one area of financial need to another and responding to client concerns, two of the biggest challenges reported by retail bankers.


  • Branch Managers, Personal Bankers/Universal Bankers and others that open new accounts

Time Frame:

  • One-day classroom module


  • Client Conversations 1 & 2

Tools and Job Aids:

  • Client Relationship Job Aid
  • Client Relationship Notes Template
  • Retail Client Conversation Observation Guide
  • Spotlight on Client Needs and Concerns Coaching Job Aid

Taking you where you want to go starts with a conversation…

Give me a little info and I’ll be back with you shortly.

Call for my weekly sales thought:
Jack Hubbard
Chief Experience Officer

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