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Nick Koumentakos: Solutions That Work: Does a Sales Culture Really Matter?

Tue, Jul 23, 2013

Columbia, Maryland

My definition of sales culture is one where the credit union utilizes technology, information, and their people to get to know their members.  Understanding member needs and then being to offer solutions is what a vibrant sales culture is really about.  JD Power’s research indicates that simply asking good, and relevant questions gives you a 100 point lift in overall satisfaction and loyalty. 

You see, the best organizations realize that service and member needs (sales) are really two sides of the same coin.  Banks command a larger share of the wallet because they have worked hard at learning how to recognize their customer’s (who may also be your members) needs and selling them a banking product.  Wouldn’t most of these members or potential members have been better off with a credit union product?
If you want to learn more about ways that you can build your branch team’s confidence and capability in uncovering needs and recommending credit union solutions to meet those needs, thereby increasing penetration and share of the wallet please contact Nick Koumentakos at 443.325.0766 or nkoumentakos@mddccua.org