Over the past year, specialists in sales success have recognized sales traits and subsequent skills that predictably deliver results. Simply put, experts, consultants, and closers reliably produce superior outcomes in sales. Experts know their products cold; consultants recognize the right fit for each product and circumstance; and closers ensure that accounts are opened and loans are closed. Hire and train to this skill set, and you will witness surplus sales at your credit union.

And once again members' perspectives have changed. In a nutshell, members know they have choices. They recognize they have sway. And they can select and fulfill their wishes at the click of a mouse or the tap of a screen.

If we, as sales and service professionals, wish to establish, enrich, and expand relationships, the real opportunity lies with beginning inputs to the sales process, rather than the expected ends. Opening is the new closing. The opening is about results, made-to-order for your members and beneficial for your credit union. Here's why and how.