Savage and Greene

 

Programs and Self-studies List



Most programs are listed below.
Want details? Just ask!

Training programs are organized by skill-sets to make it easy to focus on filling gaps. This saves clients money and time, and spares reps from the perils of "review."

In brief, we teach: Sales skills, including cold calling; customer service and sales for CSRs; and lending skills for sales and service reps.

Prospecting and sales skills:

  • Consultative cold calling
  • Consultative selling
  • Handling objections
  • Presentations
  • Selling with partners
  • Sales for reluctant sellers
  • Supervising sales
  • Nurturing a great sales culture
Most of these programs come with pre-work teaching concepts. This leaves workshop time for plenty of practice so people actually learn to use the skills.

"When I got up in the morning I was dragging my feet about coming to training. I thought, 'I've been calling for years and don't need this.' Within thirty minutes that thinking changed to, 'Pay attention! You're going to learn a lot today!'"
(M. Frith, VP, Mechanics Bank)

Customer service, and sales for CSRs:

  • Great customer service
  • Preventing and defusing upset
  • Sales for reluctant sellers (including cross- and up-selling)
  • Handling objections
  • Internal customer service
  • Nurturing a great sales & service culture
Most of these programs come with pre-work too, leaving the workshop for plenty of torture…er, practice of new skills.

"Just a quick note to let you know that (rep) has been practicing this evening and has two referrals so far."
(K. Armstrong, Direct Banking Manager, Tri Counties Bank)

"I have heard many success stories from the call center already."
(B. Hetts, Training Director, Tri Counties Bank)

Self-study modules covering sales:

  • Consultative Selling for Contact Center reps. (Self-study, workbook, and supervisor's guide.)
  • "I'd Rather Have a Root Canal Than do Cold Calling!" (The book!)
  • Reader's Guide. (Leverages the book to teach outbound calling.)
Lending skills for sales and service reps:

Lots of our clients sell mortgages and other consumer loans. We teach underwriting because when sales reps know a fair amount about lending, they go from order-taker to consultative sales person. Same goes for service reps!

We have several scintillating self-studies ready for customizing:

  • The big picture/overview
  • Compliance
  • Calculating income
  • Collateral
  • Analyzing credit
  • Debt-servicing
We also have a terrific class that gives reps a chance to put all the above to work by putting on a lender's hat:

  • The Serious Skeptic workshop
This workshop also teaches sales reps to play nicely with lenders. (Not that you ever have that problem.)

Of course, all of the above can also be used to teach lending fundamentals to new underwriters.

Don't believe we can make lending scintillating? Jump on over to the samples in the Design section to see just how fascinating lending can be!

YET ANOTHER TESTIMONIAL

"Either today was a really good day (thanks to you) or I am just lucky.  The script works like a charm.  I come across so full of confidence and knowledge that people couldn't help but listen.  It's impressive to see my response rate grow like a balloon.  Also, I have fun leaving a humorous voicemail.  Makes me really enjoy my job even when I'm not hearing a 'yes.'" 
(I. Rainey, Account Executive)

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