Credit Unions Should Focus on Selling Opportunities
Where the member, not the sale, is the focus Several years ago, while I was working as a credit union outbound call center manager, I was asked to lead a series of sales training workshops as part of a loan officer refresher course. The purpose of the refresher course was to retrain employees on the most important aspects of their roles as loan officers. Most of this two-day course was focused on topics such as compliance, title processing, loan audits, product knowledge, and so forth; things I considered important but rather routine and, quite honestly, a little boring. For my part of the training, I wanted to make it meaningful, impactful, and engaging. I wanted the loan officers to walk away feeling empowered with a new understanding of why they should sell to their members an...