SALES AND CUSTOMER EXPERIENCE AUTHORITY THE Maximizing Sales Productivity Developing Dynamic Sales Coaches Delivering Remarkable Customer Service Everything we do is designed to empower sales professionals to thrive. Our deepest passion is to enable organizations to experience maximum sales productivity and deliver truly remarkable customer service. Let’s connect and explore the possibilities of how we can help your organization today. AS SEEN ON Investments in the professional development of your people pay the ultimate dividends: Multiplied productivity and maximized client loyalty. Jeff Krantz delivers great lessons by offering practical, common sense how-tos. He simpifies the complexity of customer service and eases the difficulty of client loyalty. – Jeff Krantz – Tom Ziglar Proud son of Zig Ziglar and CEO of Ziglar, Inc. JEFF KRANTZ Author Award-Winning Sales Trainer Executive Coach Keynote Speaker www.JeffKrantz.co Call Today! +1-800-576-1972 SALES Customer Experience Authority AND Premier T H E
Transcript
SALES AND CUSTOMER EXPERIENCE AUTHORITYTH
E
Maximizing Sales Productivity
Developing Dynamic Sales Coaches
Delivering Remarkable Customer Service
Everything we do is designed to empower sales professionals to thrive.
Our deepest passion is to enable organizations to experience maximum sales productivity and deliver truly remarkable customer service.
Let’s connect and explore the possibilities of how we can help your organization today.
AS SEEN ON
Investments in the professional development of your people pay the ultimate dividends: Multiplied productivity and maximized client loyalty.
Jeff Krantz delivers great lessons by offering practical, common sense how-tos. He simpifies the complexity of customer service and eases the difficulty of client loyalty.
– Jeff Krantz
– Tom ZiglarProud son of Zig Ziglar and CEO of Ziglar, Inc. JEFF
Treat ‘em like a ROCKSTAR: Delivering the Encore Customer Service Experience
Personal Branding ROCKSTAR: Designing Celebrity Fame for Business Fortune
www.JeffKrantz.coCall Today!
+1-800-576-1972
Sales ROCKSTAR is a must-read for every sales professional. Jeff Krantz lays out actionable ideas and great insights while wrapping them in a clever metaphor we can all relate to.
– Clark D. BrownCWS, Executive Vice President, Cannon Financial Institute
BO
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SIncrease Sales and Client Loyalty
Execute a Proven Consultative Sales Process
Live a Life of Balance and Success
Optimize leadership influence
Maximize professional performance
Empower organizational effectiveness
Fuel your passion
Inspire timeless wisdom
Motivate action
Double Your Sales Appointments: Prospecting and Client Engagement for Sales Professionals
Motivational Quotes: Compiled by Jeff Krantz
Executive Coaching: Your Path to Performance
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+1-800-576-1972
Jeff Krantz’s book is inspiring, easy to follow and shows how outstanding customer service is rewarding, profitable and enjoyable. Treat ‘em Like a ROCKSTAR is a must for any sales or service manager and team.
– Brian GregsonExecutive Vice President & Group Head, Chinatrust Bank
CONSULTATIvE SALES MASTERY™
This dynamic sales training workshop equips Bankers with holistic, consultative selling skills.Bank clients are more savvy and empowered than ever before.
Clients have high expectations and desire to work with trusted advisors.
Bankers who attend this workshop are equipped to follow a proven consultative sales process and achieve their sales revenue goals.
LEArNiNg ObjEctivES:Define the advantages of a holistic and consultative sales processDesign a tailored, actionable business planCreate an remarkable personal brandEngage proactively with prospective clients and establish trustEmploy the “4 C’s” questioning method to discover client needsMaster the art of attentive listeningConduct effective gap analysis and identify needsDevelop and deliver persuasive client-attraction storiesRecognize the unique needs of the Four Personality StylesPresent recommended solutions with expert acumenObtain client commitmentManage client resistance and handle delayRevive client commitments that have been lost or diminishedEmpower client decisions by understanding client valuesGrow revenue through client referrals and testimonialsDeliver extraordinary customer serviceManage time and priorities to increase productivity
Execute a 90 Day Action Plan
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GVery well done! Sales ROCKSTAR brings the importance of executing a proven sales process to the main stage. The R.O.C.K.S. sales model is superb!
– Terry Maddrell Vice President of Associated Mortgage
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ENCORE CUSTOMER SERvICE™
This dynamic training workshop enables Bankers to deliver a superior client service experience.
Bank clients expect remarkable customer service from the institution that they’ve entrusted with their savings and investments.
Bankers who attend this workshop are trained to design and deliver an extraordinary customer service experience with every interaction as they whole-heartedly serve their clients.
LEArNiNg ObjEctivES:Design an extraordinary client service experience
Deliver the Red Carpet Treatment along the entire client journey
Establish customer service imperatives
Commit to deliver the customer service standards with every client
Engage clients authentically and make them feel valued
Remain calm in the most demanding situations
Transform client complaints into valuable sales opportunities
Master the art of attentive listening
Utilize remarkable phrases, expressions and actions to serve customers
Deepen client loyalty and increase profitability
Maximize career satisfaction and employee engagement
Create a fun and productive workplace culture
Execute a 90 Day Action Plan
Your success in business will be determined by your ability to get your customers to buy from you again and again – and this book shows you how to do it.
– Brian TracyAuthor, Unlimited Sales Success
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MAXIMIzINg SALES CALL EffECTIvENESS™
This dynamic training workshop equips Bankers to dramatically increase in-branch sales appointments.
Most Bankers don’t like to make outbound sales calls because they lack confidence and haven’t approached the activity using a proven system.
Bankers can experience success and schedule highly-qualified sales appointments without being invasive or turning clients off by employing the proprietary call model trained in this workshop.
LEArNiNg ObjEctivES:Establish confidence to proactively make calls and schedule sales appointments
Overcome call-reluctance to prospect with poise and professionalism
Create an effective pre-call plan
Execute a proven 4-Step Call Model to maximize scheduled sales appointments
Engage prospective clients in a non-invasive and professional manner
Establish a sales opportunity Heat Map to identify the greatest opportunities
Schedule highly qualified sales appointments
Gather assets and win new clients
Practice live call scenarios
Receive expert coaching feedback
Execute a 90 Day Action Plan
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GJeff Krantz has figured it out! His prospecting methods are creating a whole new generation of successful sales people in financial services and beyond. Jeff’s common sense approach and easy to follow models create clarity in a process that most authors have simply diluted. Core concepts, fresh approach, and clarity in ideals!
– Brian S. WallaceVice President, Performance & Development, Huntington National Bank
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COACHINg SALES CALL NIgHTS™
This interactive training workshop equips Bank Branch Managers to dramatically increase the effectiveness of bank call nights.
Executing the proper strategy to lead the branch staff is critical to maximize the return on investment of call nights.
Branch Managers who attend this workshop receive proven tools and techniques to coach and measure their team’s performance.
LEArNiNg ObjEctivES:Lead by example by executing the proven 4-Step Call Model
Design coaching plans for each banker on their team
Monitor performance and achievement of call night KPI’s
Establish a sales opportunity Heat Map and call lists based on branch client base
Design in-branch referral standards of excellence to increase cross-selling
Practice live call scenarios
Administer effective coaching
Receive expert coaching feedback
Execute a 90 Day Action Plan
Jeff Krantz delivers a fresh approach for financial service professionals. His proven coaching process is the prescription for greater levels of achievement and mastery.
This dynamic, hands-on social media training workshop enables Wealth Advisors to harness the selling capabilities of Linkedin to acquire new clients.
Linkedin is the world’s largest professional social network whose members represent the most educated and affluent users of social media.
Wealth Advisors who attend this workshop will immediately implement specific prospecting techniques to obtain new clients and gather new assets.
LEArNiNg ObjEctivES:Design a compliant and compelling Linkedin personal profile
Establish an expert personal brand
Execute a proven prospecting system to engage new clients
Integrate a proven social selling strategy into their practice management routines
Maximize client engagement
Deliver unique value to your professional network
Establish trust and rapport with ideal clients
Facilitate professional introductions and increase referrals
Magnify credibility and client recommendations
Enhance the client service experience
Deepen client loyalty
Execute a 90 Day Action Plan
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GJeff Krantz exudes knowledge and expertise. His proven process provides great benefits because of the real-life experiences he shares. Several of my employees confided that Jeff was the most engaging and inspiring thought-leader they had ever worked with.
– Cha ParkSenior Executive Vice President & Chief Retail Banking Officer, BBCN Bank
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+1-800-576-1972
LICENSED BANkERWEALTH MANAgEMENT SALES MASTERY™
This comprehensive sales training workshop equips Licensed Bankers to consultatively sell investment and insurance solutions.
Bankers who possess a thorough, knowledge of the investment and insurance segments of retail banking will profit from tremendous sales opportunities.
Licensed Bankers who attend this workshop are equipped to significantly grow their investment and insurance revenue by holistically serving their client’s needs.
LEArNiNg ObjEctivES:Execute a proven consultative wealth management sales process
Comprehend wealth management solutions that enable clients to reach their goals
Compliantly articulate the value of investment and insurance solutions
Gain a deeper understanding of mutual funds and investment instruments
Increase comprehension of life insurance and its place in financial planning
Conduct effective client discovery conversations to comprehend client needs
Execute a gap analysis to identify opportunities
Deliver articulate recommendations of the ideal solutions
Gain client commitment and obtain the sale
Complete the administration of the trade in good, compliant order
Monitor performance and conduct periodic client reviews
Provide trusted advice and deepen client loyalty
Gather new assets and increase investment and insurance revenue
Practice real life client scenarios to execute the sales process
Receive expert coaching feedback
Execute a 90 Day Action Plan
This sales training workshop has the power to transform a financial services company into a dynamic sales organization. My team of Licensed Bankers have experienced the effectiveness of this program to grow revenue while increasing productivity and motivation.
– Jeff Needham, Senior Vice President Retail Banking and Wealth Management, HSBC Bank
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SALES PERfORMANCE COACHINg fOR SALES MANAgERS™
This dynamic, interactive training workshop equips Bank Branch Managers to become effective Sales Coaches.
Managing a team of Bankers requires an expanded skill set to enable and inspire peak performance.
Branch Managers who attend this workshop are equipped with the skills and tools to become master Sales Coaches.
LEArNiNg ObjEctivES:Recognize the qualities of the most effective coaches
Define your role as a sales coach
Identify the differences between management and coaching
Design and implement an effective business plan
Execute a proven sales coaching process
Identify the five drivers of effective coaching
Employ different coaching styles to affect the desired outcome
Design and implement a highly-tailored coaching plan for each team member
Utilize effective proprietary coaching tools, templates and resources
Establish coaching routines and activities
Facilitate inspiring and productive branch team meetings
Motive your sales team to peak performance
Execute a 90 Day Action Plan
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GJeff Krantz is a great motivator. He is a true expert in Sales Performance Coaching. Working with him has been a true pleasure and now my team is experiencing tremendous growth.
– Meline KalendjianSenior Vice President, Boston Private Bank
www.KrantzTraining.comCall Today!
+1-800-576-1972
RECRUITINg ROCkSTAR SALES PROfESSIONALS™
This engaging training workshop equips Bank Branch Managers to identify, attract and recruit top producing Bankers.
The expense of a bad hiring decision is substantial and can be devastating to team morale.
Branch Managers who attend this highly-interactive workshop are equipped with specific skills to attract, interview and onboard the industry’s top talent.
LEArNiNg ObjEctivES:Quantify the monetary value of a top producing Banker
Define the ideal Banker profile and industry experience
Engage with top producing Bankers
Articulate the remarkable value of the organization
Define the unique value of your team leadership
Utilize proven interviewing questions to screen candidates
Comprehend how behavioral styles impact team compatibility
Recruit top producing Bankers to the team
Maximize employee engagement and measure career satisfaction
Execute a 90 Day Action Plan
Jeff Krantz is the defining voice for all who seek to build an extra-ordinary team. His personal insights of personality types and trust-based relationships make him the authority for recruiting the industry’s top talent.
– John FronczakSenior Vice President, Regional Branch Manager, MetLife
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ULTIMATE TIME MASTERY™
This engaging training workshop equips Bankers with leading techniques to manager time and priorities.
The retail banking environment is loaded with productivity-depleting distractions and time-wasters.
Bankers who attend this workshop are trained to execute their highest priorities every day and master their time management skills resulting in maximized efficiency and productivity
LEArNiNg ObjEctivES:Establish clarity and focus
Eliminate time-wasting distractions and interruptions
Identify and execute your highest payoff activities
Quantify the value of professional time
Design and implement a Master Time Plan
Delegate effectively with great confidence
Leverage technology for greater time efficiency
Conduct more effective meetings in less time
Eradicate procrastination
Eliminate burnout
Decrease stress and increase balance
Execute a 90 Day Action Plan
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GI’ve had the pleasure of working with Jeff on several initiatives. Jeff Krantz has the ability to engage as a thought leader in each discussion and enables professionals to maximize productivity and execute their highest priorities.
– Kathleen RobinsonSenior Vice President, HSBC Bank
www.KrantzTraining.comCall Today!
+1-800-576-1972
ADvANCED NEgOTIATION SkILLS™
This interactive, skills-based training workshop equips Business Bankers to more profitably negotiate favorable terms with business clients.
Profits deteriorate when Business Bankers give away terms or cave in simply to secure the deal.
Business Bankers who attend this workshop are empowered to positively influence greater profitability by executing a proven negotiation process.
LEArNiNg ObjEctivES:Design a winning negotiation plan
Apply the principles of effective Business Banking negotiations
Execute a strategic framework for Business Banking negotiations
Follow a proven Business Banking negotiation process
Utilize power-questions to positively influence business clients
Minimize concessions and maximize value
Create a favorable way forward when facing a perceived impasse
Adapt to client behavioral styles to magnify negotiation effectiveness
Incorporate Neuro-Linguistic Programming principles into negotiations
Influence profitable client commitment to loan terms
Maximize business client loyalty
Practice live business negotiations using real client scenarios
Receive expert coaching feedback
Execute a 90 Day Action Plan
Training programs under Jeff’s stewardship are very much anticipated by our sales teams. His unique style of capturing the audience’s full attention, coupled with his ability to draw participant opinion on the subject, creates a superior training session with value exceeding its intended objectives. – Michael Ynion
Senior Vice President & Market Manager, Commercial Banking, HSBC Bank
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STORY SELLINg MASTERY™
This interactive, skills-based training workshop equips Bankers to maximize sales effectiveness by using the power of Client Attraction Stories.
Sales presentations focused exclusively on product benefits do not inspire clients to take action. Communicating solutions using the power of Client Attraction Stories engage the heart and mind of
clients and inspire them to take action.
Bankers who attend this workshop are trained to become influential communicators who gain client commitment and grow sales revenue.
LEArNiNg ObjEctivES:Comprehend the four components of a fascinating sales story
Create deeper client understanding through use of metaphors and analogies
Design and deliver Client Attraction Stories drawn from past sales experiences
Deliver immersive sales stories by executing the complete story arc
Execute the purpose-told story to engage the client’s intellect and emotion
Maximize story effectiveness through referrals, testimonials and recommendations
Master the art of concise story articulation
Practice the art of face-to-face story-selling
Create meaningful client relationships and deepen client loyalty
Receive expert coaching feedback
Execute a 90 Day Action Plan
Jeff Krantz takes you on a personal journey to unleash your professional influencing capabilities. His essential strategies for using the power of story to engage clients and gain commitment are simply superb!
– M. Jennifer MoranSenior Vice President, Performance Management, Heitmeyer Consulting
www.KrantzTraining.comCall Today!
+1-800-576-1972
Everyone wants to be a ROCKSTAR! Jeff Krantz demonstrates how easy it can be to maximize results and leave a lasting impression with your clients. This program will energize every banker and pave the way to continued success. Practical and actionable strategies coupled with a realistic plan of action. – Mayra Di Rico
Senior Vice President, Director of Retail Banking, Astoria Federal Savings
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PERSONAL BRANDINg fOR SALES PROfESSIONALS™
This dynamic, hands-on workshop empowers Bankers to design a Rockstar personal brand.
In our professional era, it’s not enough to merely be proficient. Clients desire to work with professionals who are truly remarkable at what they do and well-known for how well they do it. Building a celebrity personal brand
does not happen by accident. It requires deliberate, intentional action.
Bankers who attend this fascinating workshop are enlightened and equipped to design a Rockstar personal brand – one that is compelling and attracts many clients.
LEArNiNg ObjEctivES:Examine the qualities that make personal brands irresistible
Design a personal brand that exudes professional remarkability
Craft personal branding qualities on purpose and with purpose
Leverage modern tools to define and deliver the personal brand promise
Incorporate content marketing to enhance your trusted brand
Compliantly implement a social media branding strategy
Create fascinating first impressions to authentically engage with clients
Build credibility as a trusted advisor
Practice delivering the personal branding message
Receive expert coaching feedback
Execute a 90 Day Action Plan
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+1-800-576-1972
DESIG
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TRAINING
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Studies by the American Society for Training and Development indicate that the most effective training programs are those that have been masterfully designed to fit the exact needs of an organization.
Our expert design team works collaboratively with your organizations subject matter experts and project sponsors to craft special programs uniquely tailored to the exact needs of your company.
Krantz Training delivers award-winning training design services that have won accolades from the most prestigious organizations in the training industry.
Partial client list:
When asked to consult on a significant training design project, Jeff’s capabilities proved to be invaluable. His subject matter expertise, knowledge of adult learning principles, and extensive delivery experience made the tailor-designed sales training program one of the most effective workshops delivered to date. – Margie Hegarty
Vice President, JPMorgan Chase
TRAININg PROgRAM
SERvICESDESIgN
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Award-Winning
Training Design
Jeff Krantz delivers superlative consultancy when it comes to deepening client loyalty. No one does it like he does. His sales and customer service strategies will create a renaissance of client loyalty for your organization.
– David C. BellCWS, Executive Vice President, Cannon Financial Institute
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CONSULTINgStrAtEgic SALES PLANNiNg
Consistent sales growth results from executing a strategic plan. We work collaboratively to draft the Master-Plan, which equips your organization and representatives with unique selling advantages over the competition.
cLiENt LOyALty PrOgrAMSThe most profitable organizations understand the importance of developing life-long customer relationships. Creating client-Loyalty requires the art of delivering exceptional customer service while also applying the science of executing an effective Client Loyalty Program. We work comprehensively to build tailor-fit Client Loyalty Programs that maximize the lifetime value of your customers.
MArkEtiNg ANd SALES iNtEgrAtiONMarketing departments create awareness. Sales departments provide meaningful solutions. The strategic integration of these two vital functions is critical to consistent organizational revenue growth.
SERvICES
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Coa
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EXECUTIvE COACHINgYOUR PATH TO PERfORMANCE™
WHO’S it FOr?CEOs, Divisional Managers, Marketing Directors, Sales Managers, Aspiring Sales Leaders, and Top Producers
HOW dOES it WOrk?Sales Performance coaching is a one-on-one, highly personalized coaching process with a Master coach. Depending on the individual goals, coaching sessions will take place in person or via telephone.
WHAt WiLL yOu LEArN?Our proven executive sales coaching process supports well-defined individual development goals. Managers develop into dynamic leaders. Sales Professionals become top Producers that enjoy deep, abiding life abundance.
www.KrantzCoaching.comCall Today!
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Jeff Krantz is a master coach. His inspired approach to coaching weaves together authenticity, simplicity and action to create massive results.
– Malik S. SarwarGlobal Head of Wealth, Group Wealth Management, HSBC
WHO’S it FOr?CEOs, Divisional Managers, Marketing Directors, Sales Managers, Aspiring Sales Leaders, and Top Producers
“If you want a speaker who will truly ROCK your next event, Jeff Krantz is the guy to do it!
Jeff is one of the truly gifted speakers on the planet. Powerfully engaging - any organization would be lucky to have Jeff speak.
– Laura Stackpast President of the National Speakers Association
– David FountainePHD, SPHR, past President of the American Society for Training and Development
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fEATURED kEYNOTE SPEAkINg TOPICS BY JEff kRANTz
rOckStAr SuccESS PriNciPLESEveryone wants to be a rockstar. Top Performers employ the principles which drive success. This keynote reveals the three success principles that enable peak performance and will propel you to the top of the charts.
trEAt ‘EM LikE A rOckStArThe secret of a happy life is using our talent to serve others. We can each make the world a better place by sharing our gift as we happily serve. This keynote stirs the heart and enlightens the mind to employ the profitable principles of truly great customer service.
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jEFF krANtZ
Jeff Krantz lives each day with a deep sense of purpose. He integrates his contagious enthusiasm for sales performance with his experience of consulting Fortune 500 companies to deliver world-class training programs. His unique speaking and training style is not only fun and entertaining but is also saturated with proven strategies that send the participants of his workshops and keynotes away with far more than they expected.
While Jeff is accustomed to addressing executive groups, he is also no stranger to humble beginnings. His earliest days of career were spent in a third-generation, family-owned business. It was this early experience of innovation and entrepreneurship that shaped Jeff’s character and work ethic while also giving him unique insights into the dynamics that drive successful enterprises.
Jeff later went on to acquire expertise in personal finance and developed a successful sales career as a Financial Advisor with an industry-leading investment brokerage. It was here that Jeff also discovered his passion for training and workplace performance. In pursuit of his passions, he began to facilitate sales training workshops for Bankers, Financial Advisors, Insurance Agents and Mortgage Consultants. The tailored training programs that he designed and facilitated delivered quantifiable return on investment in excess of 800%. Jeff now finds it his purpose and passion to consult top-producing sales professionals in the Financial Services industry. His unique ability to coach individuals and invoke peak performance can best
be described as inspirational.
Jeff holds his General Securities Representative (Series 7) license as well as his Registered Investment Advisor Representative (Series 66) license with FINRA. He also maintains his Life, Accident and Health Insurance license in the State of New York. He earned a B.S. in Management from Houghton College and is a candidate for the CSP (Certified Speaking Professional) designation
with the National Speakers Association. He is an esteemed member of the American Society for Training and Development and regularly speaks at their gatherings. When Jeff is
not writing or coaching, he travels extensively to deliver training seminars loaded with relevant, immediately-actionable strategies to increase sales and leadership productivity.
Of all Jeff’s accomplishments, the one that he is by-far the most proud of is successfully parenting three amazing children with his loving wife, April. He and his family reside in New York and enjoy time with loved ones more than anything else on the planet.
