"I began working with Frank Lee when I was managing the training for several divisions of Bank of America. Having worked with a multitude of sales training vendors over the years, I have to say without a doubt Frank is the very best. What Frank provides are validated methods that increase sales. Frank did a thorough needs analysis and provided solid recommendations, gave us exceptional customer service, provided programs that really worked, and most of all, his follow up and on-going consultations were invaluable."

Sandy Finotti
VP Training and Development
Accubanc
Dallas, TX

The Million Dollar Difference

THE MILLION DOLLAR DIFFERENCE: The Loan Officer Sales Program

The FAST TRACK TO SALES SUCCESS for Loan Officers and Call Center employees.

All workshops are customized for the client company using their language and their real-life situations. There is no room for theory. This is practical, situation-based training in interactive workshops. Company instructors can be certified by Sales Academy to facilitate the workshops.

All participants receive 2 assessments prior to enrollment:

The SPQ Call Reluctance Questionnaire
The Sales Academy Pre-Workshop Questionnaire.

We teach managers, in a separate workshop, how to apply the training in their offices to ensure the continuous development of the employee. They learn how to provide follow up and coaching and how to develop the successful behaviors into successful habits.

Day 1	The Fear-Free Prospecting and Self-Promotion Workshop	Learning to identify and manage the fears that get in the way of making loans
Day 2	Behavioral Sales Workshop Goals Achievement Workshop	Developing company-specific successful behaviors How to set and achieve personal goals
Day 3	Selling Skills Workshop Part 1	Effective telephone selling and more
Day 4	Selling Skills Workshop Part 2	Closing, objections and more
Day 4	Group Selling Session	Practice what they have learned

Sales Call Reluctance and Inbound Telemarketers

In an interesting study with a client company, we listened in on telephone conversations with prospects who had called the company in response to heavy advertising. Different Call Reluctance types were identified in the telemarketers by the way they handled the calls.

Yielders™ chatted a long time and failed to ask for the order.

Over-Preparers™ sounded information-bound and gave more information than was requested.

Oppositionals™ treated the customer with disdain and reacted badly to questions.

Hyperpros™ tended to talk more than listen and often ignored some questions.
(They also cost their company the most in lost sales).