Installing a disciplined sales process is your competitive tool against marketing-savvy organizations such as credit card companies, mortgage companies, and megabanks. If you build a competent sales force and execute a local market strategy, you will be able to retain customers, establish strong relationships, and expand relationships per household to reduce the likelihood of defection.

It is important to note that sales is no longer a dirty word in the banking business. Further, when we say sales, we do not mean a wire-house broker mentality.

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