Your mindset is your greatest asset. If you don’t believe in your ability to make a difference, your members won’t either. There’s a saying that a positive attitude is contagious. Well, it’s also incredibly profitable in the realm of credit union sales.
Check this out:
- Staff with a positive attitude sell 37% more than their less positive counterparts according to a study by University of Pennsylvania professor Martin Seligman.
- Staff who are trained in positive thinking increase their sales by 85% according to the Dale Carnegie Institute.
People are more likely to do business with the credit union – and are more likely to do repeat business –when they have a positive interaction with you.
Know Your Product Inside Out
To genuinely help your members, you must first understand your financial products comprehensively. Knowledge is not just power; it’s the foundation of trust. When you can articulate the value your lending products, checking and savings accounts, and your financial advice brings, then you become a reliable advisor to your members.
Solutions Over Features
Shifting the focus from product features to member solutions is paramount. It’s all about providing solutions to the challenges your members face. This may include debt management, insufficient emergency savings, job insecurity, healthcare costs, housing costs, managing daily expenses, family obligations, or unexpected expenses. Tailor your advice to showcase how your product addresses their unique needs.
Persistence Pays Off
Rejections are not roadblocks; they are stepping stones to success. Every “no” brings you one step closer to a resounding “yes,” and it can take a dozen attempts before you make the sale. There’s a reason sales professionals to this day cite the “10-3-1” rule: Ten calls, three meetings, and one sale.
Learn from rejections, refine your approach, and keep pushing forward. If you know your products and you know what solution your prospect wants, aim to provide new information each time you reach out. Be direct and sincere, answer all their questions, and remember to be friendly.
A winning sales mindset is not just about the numbers; it’s about creating meaningful connections, solving problems, and continuously growing. Cultivate a winner’s mindset and watch as it transforms not only your credit union career but also the lives of those you serve.