Overview: The MZ BIERLY CONSULTING Prospecting Clinic is designed to provide you with practical techniques to improve your prospecting results. In eight 30 minute recorded webinar sessions packed with how-to’s you’ll receive specific pointers on:
 
1. How to Build a Great Prospect List
2. Working With Gatekeepers
3. Preparing for a First Call on a Prospect
4. Asking Satisfied Customers for Referrals
5. Making the First Call on a Prospect
6. What to Do After “Losing” a Deal to the Incumbent
7. Developing Referrals from CPAs
8. What to Do When the Prospect Stops Returning Your Calls
 
Why is this important now?  
Top performing bankers are laying the groundwork for future business through targeted calling and follow-up. Remember that relationships are built between transactions—and if you’re not in front of prospects now, your chances of acquiring new business in 2010 and 2011 are slim.
 
Why should I sign up for the archived sessions in the Prospecting Clinic?
 

• You’re guaranteed dozens of effective strategies you can immediately use to identify more prospects, plan better prospecting calls and close more business.
• You’ll get practical advice. And it’s all designed to help you sell in today’s economy.
• You won’t have to leave your office. You can listen to the recorded webinars before or after work so you won’t miss any prime prospecting time.

 
Who should attend these webinars?
 
Experienced Business and Commercial Bankers: You’re good at what you do but struggling with the current economic situation. You’re looking for new approaches.
 
Branch Managers calling on businesses: You’re being asked to do more prospecting. You know that you need more tools and techniques to be effective.
 
Sales Managers: If you’re looking for ways to help you coach your team, use these webinars as part of your sales meetings. We’ll help you customize them for your organization. Contact us about team discounts.
 
What do I receive? All registered participants receive printed handouts, sample call templates, scripts and tools that can be used immediately. In addition you will receive our monthly email newsletter with additional tips on selling strategies.
 
What do these webinars cost? The charge is $150 per line (not per person) for each recorded webinar. Contact us about discounts for large groups.
 
How do I register? You can register for the archived webinar three ways: (1) Call Whit Midkiff at 727-741-0766 or (2) email him at wmidkiff@mzbierlyconsulting.com or (3) go to the Training Center section of our secure Webex website at https://mzbierlyconsulting.webex.com and pay the $150 fee by credit card.
 
Need more information? Call Whit Midkiff at 727-741-0766 or email him at wmidkiff@mzbierlyconsulting.com  
 
What do bankers say about our webinars?
 
“Even though our team had been through extensive training three years ago and sent to several training sessions this year, each of them picked up on a couple of items they need to focus on in each webinar.  They were very beneficial to all of us.”
                      --Steve Griffin, Senior Vice President, Arvest Bank
 
"The Bierly Business-to-Business web-based seminars were very valuable for our team.  By giving us the ability to either sit in on the live sessions, or to attend an archived one, we could reach a broader employee audience.  I also found that by covering the webinar materials in six sessions, I was able to sit in on the sessions with my team, and then as the sales manager follow up and reinforce the specific skills as they applied to our markets. That way the skills truly could be mastered, before moving on to another new skill set."
                      --Barbara Dalmau, SVP, Bank of Marin
 
“Excellent material.  It goes to the heart of the sales process.  If you adopt the process, lenders and other bankers truly find ways to meet customers' needs, and that's win-win for everyone.”
                         --Joe Mullen, Regional President, Mid-Country Bank