In the many years that I've been involved with this industry, we have always been interested in helping credit unions improve their cross selling capabilities. But I have to say that there are some really disparate philosophical approaches to selling out there. Most of these discussions rotate around having credit union staff members-who are traditionally service oriented-become super sellers.
The prevailing wisdom in the industry is that we need to provide sales training to foster a sales culture and to position staff to be able to engage customers in a conversation that results in a sale of a new account or an expanded service. In other words, teaching staff to sell because as we all know, sellers sell, right?
Hogwash.
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