Pub. 7 2018 Issue 1

P ERFORMANCE A first-of-its-kind partnership that brings the expertise of St. Meyer & Hubbard to VACB’s member banks through a series of special playbooks created with the community banker in mind. VACB member bankers can attend the sessions consecutively, or send different staff to each different playbook. The courses are not foundational, however, each playbook has been paired with a complementary playbook, should attendees wish to attend both sessions. Learn more at www.vacb.org/calendar . ��� P�������� ��� 2018 D������ S����� ��� B��� �� B������� C������������ April 24, 2018 Discovery Calls Slow down to go fast. This counter intuitive concept forms the basis of Discovery Calls . Keeping the client/prospect in the center of activities and conversations creates an outward looking approach to quality conversations. April 25, 2018 Presentation Calls When bankers earn the right to share a solution, too often, too little thought goes into the process. Maybe that’s why industry win rates fall far below the 50% mark. Presentation Calls takes both a strategic and tactical look at this key skill. June 12, 2018 Business Finance Basics Fear is the greatest barrier that branch managers face when asked to make bank to business calls. The biggest cause of fear is the lack of knowledge about how businesses run, manage their cash and make money. This playbook will show attendees how it’s done. June 13, 2018 Discovery Calls for Branch Managers Slow down to go fast. This counter intuitive concept forms the basis of Discovery Calls for Branch Managers . Keeping the client/prospect in the center of activities and conversations creates an outward looking approach to quality conversations. October 2, 2018 Communication Styles The way entrepreneurs give and receive information influences initial messaging, how you get in the door, how long you get to stay and the length of the sales cycle. Communication Styles introduces four key conversation characteristics every human has that help bankers prepare to interact with business owners more effectively. VACB’s Partner: St. Meyer & Hubbard St. Meyer & Hubbard has earned a strong reputation for delivering practical relationship development and coaching skills that bankers use immediately to generate record results – with the customer in the center of the process. SM&H has served the needs of the banking industry for 17 years and their facilitators have more than three decades of classroom experience. Training is reinforced by tools bankers use regularly to improve activities from prospecting and call planning, to insight-based questions and effective networking. October 3, 2018 Three Pillars of Prospecting Prospecting is one of banking’s more exciting and most dreaded sales activities. No is heard more than yes. It’s hard to find the time to be strategic and thoughtful. Most businesses in the marketplace aren’t thinking about changing banks. This session will help you with your prospecting efforts. photos courtesy of Heather Hughes Photography