Selling the Value of Treasury Management (presenting with Indiana Bankers Association)

The bankers of today must be “lenders” as well as “deposit gatherers.” Community banks are searching for ways to increase non-interest fee income and core deposits: Treasury Management (TM) is the answer. In this session, you will gain a deeper understanding of how each of the most popular TM products and services bring value to your business clients and how to focus on the value versus features. We will cover the ideal organizational design for TM and how to incentivize the sales team. You will also bring ideas back to your institution on how to market TM products and services to your business customers.

Topics Covered:

Part I – What’s in it for YOU!

• Benefits to you and your Institution
• Provide Business Transformation Strategies to your business clients
• How you get started
• Getting to results
• Increasing Your Income

Part II – Knowledge

• The Treasury Management Framework
• Maximize the Account Analysis statement as a tool to cross-sell products and increase deposits
• Review of each product available in the market
• How to match the value of each product to your customer’s needs by asking the right questions
• Determine which products to offer based on your business clients’ industry

Part III – The Sales Process

• Sales Process
• The right Sales Process for your Institution
• Treasury Management Needs Assessment
• Incentive Program for sales team
• Organizational Design

Key Learning Objectives:

1. Gain a deeper understanding of Treasury Management
2. Gain knowledge of Treasury Management products and how they help your business clients
3. Identify new non-interest fee opportunities, how to market and brand your Treasury Management products, and ideas on how to sell more products by meeting your clients’ needs
4. Learn about a sales process and how to customize it for your institution

Who Should Attend:

Business bankers/sales team who want to learn about Treasury Management products and their benefits to business clients, Treasury Management sales officers/specialists, Deposit Operations personnel, and Marketing staff. This course is also designed for Presidents/CEOs who are looking for the ideal organizational structure for Treasury Management and looking for additional non-interest fee income as well as new core deposits.

For more information and to register, click here.