Is selling in your credit union culture?

first_img continue reading » “We’re a service organization, not a sales culture.” I’ve heard those words from a number of credit unions. Too bad they’re wrong.Ahh!! Put down the pitchforks and torches! Please, at least for a moment! Those credit unions were incorrect about one half of their statement. Of course they should remain a service organization. That’s what makes a credit union, well, a credit union. But no sales culture? Everything is sales. What you eat for breakfast is sales, if you choose to read my posts is sales…every decision is sales at its core. What many credit unions have in mind when they hear “sales” is the aggressive “used car salesman”. I’m in sales, and they’re a horrible representation of it. I’m also professionally trained in a sales system which insists upon clarity and respect for all parties. As my sales coach used to say, “sales is a noble profession”. We don’t look at a bad driver and say, “drivers are all terrible”. Except here in Florida, where they are. Besides that, generalizations distort the truth.Your credit union can deliver world-class service while being a sales culture. In fact, the latter supports the former! An MSR truly connecting with members learns about them. Their goals, their needs, their worries. This considerate MSR can suggest Payment Protection Insurance on a loan to someone who is worried about their family being burdened by a loan if they can’t work. Sure, they’re selling a product, and the credit union is making money (as should the MSR), but the member feels better served and more secure. They’ll remember how your credit union helped, especially if they need to take advantage of the policy. ShareShareSharePrintMailGooglePinterestDiggRedditStumbleuponDeliciousBufferTumblrlast_img

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