When will vendors treat us professionals instead of fish to reel on with the right lure. Hey, I have been to the same sales classes too so I know where they are going. Problem is, they forgot the one important rule that I think you must follow in all sales efforts. Find out the true pains of your potential client and then be honest with your solution. I have very few sales people who call on me that will actually say that they don't think we have a fit at this time. When I hear that from someone, they go in my contact list. When I have a need, I will be calling them.
My favorite is the calls that they have a promotion that goes great with loans, they will solve our our lending problems, etc As soon as I say we are 127% loan to share, there is a long pause and then always the following: "Well, we have seen a few of clients have success with this on the deposit side and just as member appreciation." That really gives me a good feeling that this is a product is going to work. And what gets me the most is the quick offer of a pro forma that always shows the most outstanding results.
I understand everyone needs to make a living and most of these products are very good products but they are not all right for FORUM Credit Union. Honest discussion and collaboration is something that is sorely missing in many organizations. We need vendors who want to be partners not just sales people. Those are truly few and far between and need to be cherished.
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