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Sellers Don't Sell ... Buyers Buy

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.

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?

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Peter Westerman

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