SALES SKILLS DEVELOPMENT

Fairmont's Sales Skills Delivery System provides a full range of programs for developing staff and management attitudes, knowledge, and skills:

• Retail Service and Sales

• Call Center Service and Sales

• Loan Service and Sales

• Commercial Business Development

• Investment Service and Sales

• Trust Business Development

DEVELOPMENT, TRAINING, and DELIVERY APPROACHES

DEVELOPMENT                                                                                      Back to top
Fairmont training programs are customized for the bank's individual needs.  Results from shopper surveys and employee surveys provide information on employee service and sales skills usage and attitudes, and product knowledge proficiency.  This data, combined with extensive input from bank representatives, is the basis for Fairmont's customization of training programs and support materials.

TRAINING                                                                                                Back to top
All Fairmont training programs are based on a learning-by-discovery training philosophy.  In implementing this philosophy, Fairmont programs rely heavily on group discussions, case studies, exercises, and role plays.  Fairmont instructors approach their training assignments as group facilitators rather than teachers or lecturers.  This approach has been proven to be most effective for adult education.

DELIVERY APPROACH                                                                            Back to top
Fairmont utilizes a combination of classroom, multimedia, and in-branch reinforcement delivery approaches.

   Classroom training programs can be conducted by Fairmont or bank facilitators certified by Fairmont.  These programs range from one to three days in length with group sizes from 6 to 20 participants.

  Computer-Based and Video training programs are available for foundation Retail Sales and Teller Sales Referrals training and ongoing skills reinforcement.

    In-branch reinforcement provides a structured format for managers to use in converting skills delivered in classroom and multimedia programs into skills used consistently with customers.

Sales Skills Training                                                                            Back to top
Sales skills training introduces staff to required sales and coaching skills.  Fairmont's sales skills training supports the bank's strategic plan.  Our programs are customized to support the organization's goals and abilities and are carefully integrated into a full-scale behavioral change system. The skills presented in training are those proven to increase sales production.

Sales Coaching                                                                                   Back to top
Sales coaching changes staff behavior.  Fairmont's coaching process is based on a time-tested approach used by coaches for hundreds, if not thousands, of years.  These are the same techniques that improve performance of an athlete or artist.  Once managers become capable coaches, employee performance soars, and the need for training decreases.

Skills Reinforcement Module                                                             Back to top
The skills reinforcement module provides the coach with action steps for changing sales behavior.  Mastering coaching skills is a difficult task.  Developing a coaching action plan that works is even harder.  Fairmont's skills reinforcement modules solve this problem while reducing the coach's learning curve.  Reinforcement modules provide managers with a detailed action plan for developing staff sales skills.

Accountability                                                                                      Back to top
Accountability puts muscle in the process.  The key elements in achieving behavioral change are line management accountability for coaching activities and staff accountability for sales skills usage.  Fairmont's approach transfers accountability for developing behavioral change from corporate staff positions to line management.

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info@FairmontUSA.com

                Corporate Headquarters:  PO Box 800, Frederick, PA 19435-0800
                                                 Phone:  610-754-7955
                                                     FAX:  610-754-6472

info@FairmontUSA.com