Financial Selling Systems.

FINANCIAL SELLING SYSTEMS, INC.

416 Wilson Pike Circle

P.O. Box 2208

Brentwood, Tennessee 37024-2208

Contact: C. Edward Tucker

Phone: [phone]

Fax: [phone]

E-Mail: [e-mail]

Web: www.financialsellingsystems.com

Profile

Financial Selling Systems assists banks in selling their products and services with an integrated, whole-bank approach. FSS provides needs analysis, planning, management and staff training, internal monitoring and follow up for bottomline results.

Case Study

A community bank serving two distinctly different markets--a rural agricultural segment and a suburban Chicago segment--needed help. Its branches covered a wide geographic area, and the bank was facing tough competition from larger institutions. The goal was to maintain market share, build deeper relationships with the existing customer base, and seek new business--retail and small business.

Solution: The bank selected Financial Selling Systems' integrated approach to fulfill goals. The bank did an excellent job of implementing the program. The institution was especially diligent in running follow-up sales meetings and holding fireside-chat coaching sessions. Management understood the importance of coaching to ensure reinforcement of the skills taught to achieve maximum results. Both referrals and sales are up substantially since the program was introduced. The bank is implementing the third phase of this ongoing cultural change.

Results: In the first three years of the program, referrals increased by 94 percent, and sales increased by over 100 percent. Further, the sales per employee almost doubled, and the number of employees not making sales dropped by 26 percent.