persuading in the swiss banking environment

Download Persuading in the Swiss Banking environment

Post on 13-Apr-2017

309 views

Category:

Marketing

3 download

Embed Size (px)

TRANSCRIPT

Folie 1

Persuading in the Swiss Banking environment

Notes

_______________________________________________________________

_______________________________________________________________

_______________________________________________________________

_______________________________________________________________

_______________________________________________________________

_______________________________________________________________

_______________________________________________________________

_______________________________________________________________

Swiss Federal Master Diploma in Banking Diploma in Leadership HFW

Privatemarried. 3 children, living in Bern, Switzerland

Professional Experience

SNB, RM & Swiss federal tenderRTC, Project manager CS, Product manager NWS, Head of sales training divisionBEKB, Head of training department / Vice presidentSiegel Human Resource GmbH, Zug - CEO since1996Siegel Eastern Europe SRL, Bucharest Pr.VR since2009 Siegel SHR Nordic AB, Stockholm - Pr. VR since 2009Siegel Pars, Teheran - VR since 2010Siegel 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

unsuccessfulcallsWhat are the differences ?

Behaviour of the seller Reactions of the customerHow are successful calls researched ?

Observingbehaviourseparateinto

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

Im not always entirely happy with our system.DCustomer 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

Im not always entirely happy with our system.DB

D

A

C

THE STRONGESTTHE WEAKESTCustomer statements

How strong is the need?

Almost perfect

Im not always entirely satisfied

I 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 environmentAt 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

Recommended

View more >