Many sales training programs are either script-specific or very niche and boxed in, making them inapplicable across numerous service-based businesses.
That’s why we’ve built something to help novice and seasoned loan officers, as well as other financial services sales professionals, succeed in sales by focusing on the most crucial item in their sales toolkit: the sales process. And our loan officer sales training is tailored to each and every client, not just the industry.
At Pearl Lemon Sales, our custom loan officer sales training will give your loan officers the advanced sales skills they need to compete in an increasingly complex and competitive niche, improving their quotas and closing more sales, which, in turn means increasing your company’s growth, and most importantly, your bottom line.
Before we get into how our loan officer sales training program can help you meet your sales training goals, let’s take a look at how selling loans and mortgages differs from selling other products and services.
In very basic terms, it’s a higher stakes purchase and the prospects considering making that purchase, or signing that loan note, are usually very emotional about the whole thing, far more so than most other purchases they might make. They are looking for a loan, sure, but they are really looking for help and guidance as well.
As a result, your loan officer sales training should include a detailed examination of consultative sales strategy, as well as teach and enhance it.
Rather than pitching your products or services as a commodity, your loan officers should approach sales interactions from the standpoint of prescribing your offer, rather than simply pushing it like your competitors.
Yes, prescribing, as a doctor might. You’re looking for a source of pain. And for those willing to listen to a prospect, offering a consultative remedy to that pain can work wonders (and sell a lot more loans.)
All purchases are built on the foundations of emotion, with people purchasing for two distinct emotional reasons. These motivations stem from a desire to avoid pain and instead focus on pleasure and desires. This is especially true of anyone looking for a loan.
The best, most experienced sales professionals, such as the sales trainers that deliver Pearl Lemon Sales’ loan officer sales training, understand the value of finding pain in a potential client’s existing condition, since without pain, the potential client will have no incentive to buy.
Your sales team will learn how to identify that pain in a caring, consultative manner in our loan officer sales training, so they can get to the truth of what they’re actually trying to buy, instead of staying on the surface like most Mortgage and Loan Sales Professionals do. And after they’ve perfected this, they’ll be able to close a lot more business.
There’s an added bonus to this approach too, that goes beyond generating more loan notes: when they take a consultative approach, your loan officers will instantly enhance your brand. To the prospect, you’ll become the company that cares, not just the firm who wants to help them rack up more debt. And as we’re sure you are aware, that kind of reputation is priceless.
For loan officer sales training, our flagship program is ideal.
The following are just a few of the key subjects we cover in our curriculum, which breaks down each phase of your essential sales process in great detail.
Goal setting is the first topic we’ll discuss in order to assist you with your mortgage loan officer sales training needs.
Most people fail to attain their objectives because they lack the ability to write them down in a compelling manner that they can follow every day.
We’ll show you how to do that, and how your sales staff can not only fulfill their objectives logically, but also attach them to your company’s internal demands and needs.
What sets our mortgage loan officer sales training apart from the rest is that we also discuss the psychology of why customers buy.
Students study the underlying reasons why consumers buy in the first place, both consciously and subconsciously.
This will assist them market mortgages and loans more effectively because they will have a better understanding of why people want to buy your product or service.
Persons are more likely to buy from people they like and trust.
Rapport is crucial, and it should be developed not only deliberately but also unconsciously.
Our mortgage loan officer sales training curriculum teaches loan officers how to do so.
Power questions delve beneath the surface to reveal the truth about the challenges and pain spots that your potential client wants resolved. Many salespeople merely stay on the surface, focusing their sales conversations on discussing features and benefits.
Because they keep the conversation simply logical, this hurts their sales. People buy on an emotional level, therefore we need to know how to reach that level without losing our cool or losing our professionalism. Our sales trainers will ensure that not only do your loan officers know how to do this, but that they can put what we teach them into practice.
People buy to get away from pain and to get closer to pleasure, which accounts for all sales.
Using our deep dive strategy, your team will learn how to accomplish this effectively and non-pushy in our loan officer sales training.
Many salespeople suffer from what we term premature presentation.
When a Sales Professional offers their products or services too early and loses the deal, this is known as premature presentation. We show loan officers how to avoid this by ensuring that they only ‘prescribe’ their offerings after the ‘consult’.
A lot of mortgage loan officer sales training focuses on handling objections with gimmicky sales scripts.
There are two issues with this.
To begin with, your potential clients have already heard them all, so when your loan officers use them, you immediately lose rapport.
Second, while it may appear appealing on paper, how are you supposed to memorize 20 different scripts, and what happens if someone says something unexpected?
Scripts are sold because they are similar to diet pills.
It appears to be promising, yet it only harms your wallet while providing little benefit to your total performance.
Instead of memorizing a number of different scripts, your loan officers will learn our objection handling system, so they just have to remember one.
Contact us today and let’s get that conversation started.