John J. Gehegan

Relationship Calling for Bankers John J. Gehegan

Relationship Calling for Bankers is a straightforward,simple and concise guide to help bankers use the telephone as a business development tool. It focuses on obtaining appointments with existing and prospective clients as the critical tenet of the sales process, and delivers direct, practical advise on how to achieve success and reach target audiences. While many of the ideas Gehegan presents are applicable in all sales environments the book is geared toward the financial services industry and integrates specific practices and recommendations. Gehegan has divided the book into three sections "Relationship Calling" which focuses on contacting existing clients; "Business Calling" which focuses on contacting prospective clients; and "Managing the Process" which focuses on helping managers maximize the performance of each banker's outbound calling activity. Whether you are new to banking or a seasoned professional this book will make you better at the most important tenet of the sales process - PROSPECTING!