MBA
Massachusetts
Bankers
Association
Trust-Based Selling:
Becoming a Resource Manager
Webinar  October 5, 2015, 2:30-4:30 PM (EST)
The old sales playbook no longer plays and a new approach is needed to meet increasing customer demands. This
program outlines what it takes to become a Resource Manager with several practical take aways to help you launch this
process immediately.
Live Webinar Option - Each Live Webinar registration provides one conConsultative Selling is dead. Solution Selling is in the rear view mirror.
nection to the webinar, materials and access to the On-Demand Webinar for
The old playbook no longer plays. In this uber competitive environment,
30 days. You will be able to ask the speaker questions during the broadcast.
the client and prospect are more demanding than ever before. That
You will receive instructions and materials prior to the seminar.
requires a new approach…Trust-Based Selling. In fact, the Harvard
Business Review reports that 57percent of potential buyers have
researched options, evaluated the seller and the company BEFORE
an initial conversation.
Why Participate
Today RM must mean much more than Relationship Manager. This
fast-paced program outlines what it takes to become a Resource
Manager and provide several practical take aways to help you launch
this process immediately.
Highlights
 The 5C’s of Trust-Based Selling and how to interweave them into
your daily activities
 What Trusted Advisor means and what to do about it
Three books that have forever changed the way we sell
 The 3 Before 8 concept to help solidify mind share
 The 75 Approach to help
 A 3-1-6-3-1 commercial onboarding approach that is helping to
maximize the new client experience
A 3By system to activate new referral sources
Audience
Bankers that have bank to business responsibilities, including outside
selling and client management. This includes senior executives,
commercial and business bankers, wealth management and mortgage
professionals and branch managers.
Speaker
Jack Hubbard - widely known as the “Professor of Prospecting,” Jack
has shared his passion for what it takes to build trust-based sales initiatives
for four decades to more than 66,000 bankers nationwide. Hubbard is one
of America’s most sought after facilitators. His expertise and out-of-the-box
thinking put him in great demand when the subject matter is sales and sales
management in business and commercial banking. St. Meyer & Hubbard’s
Business Banking Network group on LinkedIn is one of the most practical
and fastest growing in the industry.
About Webinars
A webinar is an online seminar featuring audio, PowerPoint and interactive features. It may be viewed on most devices (computer, tablet or
smartphone).
On-Demand Webinar Option - An On-Demand Webinar is a recorded
webinar that can be viewed at your convenience (24/7). With an On-Demand
Webinar registration, you may view the program for 6 months (access to the
live webinar is not included).
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Please check all appropriate boxes
Trust-Based Selling
Live Webinar
On-Demand Webinar*
SW2-1172
October 5, 2015
$275 mem
$550 nonmem
$295 mem
$590 nonmem
*Unlimited online access to a copy of the webinar for 6 months from purchase date
We cannot guarantee registration for incomplete and/or illegible registration
forms received. Please complete the form and type or write carefully.
______________________________________________
NameTitle
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Bank/Company
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Mailing Address
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Phone/Fax
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E-mail
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D1A9-4C74-8963-6AE0AAF9D213&grp=MA
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