The Value of Consultative Selling

In this episode of the Sales and Marketing Podcast, Paul Robert and Bill McKenna discuss the critical role of sales in credit unions. They emphasize the importance of a consultative approach that prioritizes member value over traditional sales tactics.

They explore the evolution of credit unions, the necessity of setting clear expectations, and the importance of accountability and training in fostering a sales culture. The conversation also highlights the role of marketing in creating opportunities for engagement and the innovative tools that can facilitate member interactions. Ultimately, they stress the need for a collaborative relationship between sales and marketing to drive success in the credit union sector.

Takeaways:

·      Sales is often viewed negatively in credit unions.

·      The focus should be on creating value for members.

·      Consultative selling is about understanding member needs.

·      Credit unions have matured in their service offerings.

·      Setting clear expectations is crucial for success.

·      Training is essential for changing sales behaviors.

·      Accountability must permeate the organization.

·      Marketing plays a key role in creating engagement opportunities.

·      Innovative tools like QR codes can enhance member interactions.

·      Sales and marketing must collaborate for effective results

Hosts:

Bill McKenna

Paul Robert