Many sales training programs are script-specific or highly specialized and constrained, rendering them unusable across a wide range of service-based enterprises.
We’ve designed something to help loan officers and other financial services sales professionals succeed in sales by concentrating on the most crucial tool in their toolkit: the sales process. Additionally, we customize our loan officer sales training to every client, not just the sector.
Our specialized sales training will teach your loan officers the advanced sales abilities they need to succeed in an increasingly complicated and competitive niche. The training will help them raise their quotas and close more sales, increasing your company’s growth and, most importantly, your bottom line.
Before discussing how our sales training program can assist you in achieving your sales training objectives, let’s look at how selling loans and mortgages differ from selling other goods and services.
In a nutshell, it’s a higher-stakes buy. The prospects considering making that purchase or signing that loan note usually are pretty emotional about the whole process, considerably more so than most other purchases they could 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 promoting your products or services as commodities, your loan officers should approach sales discussions from the standpoint of recommending your offer, rather than simply pushing it, as your competitors do.
Yes, recommending a solution as a doctor could. Searching for the cause of your suffering And for those who are prepared to pay attention, providing a consulting solution to that discomfort can be highly effective (and could help you sell a lot more loans.)
Emotion is the foundation of all transactions, and two primary emotions drive people to make purchases– To avoid suffering and instead concentrate on pleasure and desires. This is especially true of anyone looking for a loan.
The best and most seasoned salespeople understand the need to identify pain in a potential client’s current situation because, without suffering, the potential client won’t be motivated to buy, like the sales trainers that provide Pearl Lemon Sales’ loan officer sales training.
Our loan officer sales training will teach your sales team how to recognize that pain in a thoughtful, proactive way so they can understand the truth about what they’re genuinely attempting to acquire. And they’ll be able to close a lot more business once they’ve mastered this.
Another advantage to this method extends beyond simply generating more loan notes: when your loan officers use a strategic approach, they instantly improve 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.
We’ll discuss goal-setting to help you with your sales training requirements. Most people fail to achieve their goals because they cannot write them down in a compelling way they can follow daily.
We’ll demonstrate how to do that and how your sales team can accomplish its goals rationally and link them to your business’s internal requirements 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 help them sell mortgages and loans more successfully because they will better understand why consumers desire to purchase your good or service.
Persons are more likely to buy from people they like and trust.
Relationships are essential, and it’s important to cultivate them both intentionally and unconsciously.
The loan officers in our program are taught how to do this.
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 consumers have previously heard them all, so when your loan officers use them, you lose rapport immediately.
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.
Training gives your team a better understanding of their responsibilities and the knowledge and skills they need to do that job. With this comes a a confidence boost and with more confidence your team will be able to close more sales.
The advantages of loan officer training are endless.
But the most important advantage to loan officer training is that your team will be more successful in their sales techniques. This means more closed sales and your business will thrive.
Most loan officer positions still require a bachelor’s degree in accounting or something similar.
On top of this, it would be highly beneficial to go through loan officer sales training, like the one provided by Pearl Lemon Sales.
Going above and beyond for additional sales training helps boost your skills, so even if you are new to loan officer sales, you will be ready.
Training as a loan officer should be ongoing.
Becoming a better sales person means always striving to improve your technique and be better.
So while initially it is good to have a bachelor’s degree and some baseline level of training, it is even better to commit to life long improvement.