CUNA Succeeding in Member Sales eSchool
Topics and Schedule
Please note that the Topics/Objectives listed below are subject to change.
| Class 1: May 5, 2010 |
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| Developing Outstanding Member Service |
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- Get organized and learn time management skills
- Understand the key skills for successful member interactions
- Plan for successful member interactions in person or on the phone
- Describe and model outstanding member service
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| Class 2: May 12, 2010 |
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| Inquiring & Listening for Member Needs |
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- Learn how to use open- and close-ended questions
- Develop the skill of pressing for specifics
- Listen and ask questions to uncover member needs
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| Class 3: May 19, 2010 |
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| Linking Member Needs to Credit Union Service |
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- Link member needs to service
- Learn how to describe features and outline benefits available
- Discover how to test for acceptance
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| Class 4: May 26, 2010 |
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| Closing Member Sales With Confidence |
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- Gain member commitment to agreements reached
- Discover how to close the sale
- Learn how to cross-sell appropriate products
- Express appreciation and confidence in the member's decision
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