Download - Persuading in the Swiss Banking environment
„Persuading in the Swiss Banking environment“
Swiss Federal Master Diploma in Banking Diploma in Leadership HFW
Privatemarried. 3 children, living in Bern, Switzerland
Professional Experience
SNB, RM & Swiss federal tender
RTC, Project manager
CS, Product manager
NWS, Head of sales training division
BEKB, Head of training department / Vice president
Siegel Human Resource GmbH, Zug - CEO since1996
Siegel Eastern Europe SRL, Bucharest – Pr.VR since2009
Siegel SHR Nordic AB, Stockholm - Pr. VR since 2009
Siegel Pars, Teheran - VR since 2010
Siegel MCAN, Dubai - VR since 2012
Ronald Meier
Some of our customers from the Swiss branch of Siegel
Persuading with Stakeholders & Customers to build on trust in the Swiss Banking environment
BEKB / BCBE with build on trust back to success
- 1990s the disaster / 6'000'000'000.00 of loss
- 2014 one of the most successful Banks in Switzerland
Persuading with Stakeholders & Customers to build on trust in the Swiss Banking environment
BEKB / BCBE with build on trust back to success
- 1990s the disaster / 6'000'000'000.00 of loss
. Turn arround management
. Paralised Managers
. Bad service
. Demotivated people (customers and staff)
. Angry customers
. Bankers with full of fear (Manager-Jobstress-Customer)
Persuading with Stakeholders & Customers to build on trust in the Swiss Banking environment
My Job training manager for sales and coaching
. Service test
. Concept
. Topdown Training
. Motivation &. Training for regaining trust of customers (4 Years)
All training results where maesured froman external expert
Persuading with Stakeholders & Customers to build on trust in the Swiss Banking environment
The result changed dramatically
. The worst service on the Banking place (80 people in Blind-Test)
. Better results
. Beating the competitors
. Best on Banking Place . Competitors started to hire our people (4 Years)
. Most important was – The Success and the trust was back
. It never left the BEKB
Persuading with Stakeholders & Customers to build on trust in the Swiss Banking environment
The solution was
Consultative communication with ODIR is not the key to solve all your problems in sales but it helps to keep being in the driver seat and build on trust, when dealing with customers.
Observe
successfulcalls
unsuccessfulcalls
What are the differences ?
• Behaviour of the seller• Reactions of the customer
How are successful calls researched ?
Observingbehaviour
separateinto …
I do have problems with our present system.
A
Our present system is nearly perfect.
B
I must do something about that as soon as possible.C
I’m not always entirely happy with our system.D
Customer statements
How strong is the need?
I do have problems with our present system.
A
Our present system is nearly perfect.
B
I must do something about that as soon as possible.C
I’m not always entirely happy with our system.D
B
D
A
C
THE STRONGEST
THE WEAKEST
Customer statements
How strong is the need?
Almost perfect
I’m not always entirely satisfiedI do have difficulties with...
I must do something about that as soon as
possible.
Customer statements
How strong is the need?
Persuading with Stakeholders & Customers to build on trust in the Swiss Banking environment
Bank Linth – My example how I got a major deal by using our ODIR-model
- from Holiday to work / from box moving to a concept sale- Bank Lint with success to LGT
Consultative communication with ODIR is not the key to solve all your problems in sales but it helps to keep being in the driver seat and build on trust.
Persuading with Stakeholders & Customers to build on trust in the Swiss Banking environment
It started with an Phone call
Persuading with Stakeholders & Customers to build on trust in the Swiss Banking environment
Consultative communication with ODIR is not the key to solve all your problems in sales but it helps to keep being in the driver seat and build on trust, when dealing with customers.
Persuading with Stakeholders & Customers to build on trust in the Swiss Banking environment
Consultative communication with ODIR is not the key to solve all your problems in sales but it helps to keep being in the driver seat and build on trust, when dealing with customers.
Persuading with Stakeholders & Customers to build on trust in the Swiss Banking environment - He wanted a very specific training- Very concrete – To concrete
Persuading with Stakeholders & Customers to build on trust in the Swiss Banking environment At the meeting we found out:
- They had a loss of turnover about 20 %- marked pressure- shareholder pressure- management pressure
We designed a tailor-made concept based on their needs
Bank Linth is now a successful Member of the LBB Group