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Validation |
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Our Validation
Results
Customer Type: Large regional bank in the southwest (2 billion in assets and 40 branches when they began the program):
Program Implemmented: Integrity Selling®
Minimum goal: $3,000,000 additional products and services sold annually
Results:
1999: $6,083,752 (The training was not implemented until April of 1999)
2000: $31,584,901
2001: $58,206,247
2002: $286,823,253* [deposit products: $61,748,133 credit products: $225,075,120]
All totals represent "opening balances" that include both deposit and loan products. Numerous additional services not included in the totals such as debit cards, online banking, etc. were also cross-sold.
*Typically the majority of dollars represent opening dollars for deposit products. However, the 2002 totals include an exceptionally high percentage of credit product dollars due to 3 'home equity' campaigns with special interest rates and reduced fees that made some of the cross sold products much more attractive to customers.
The totals represent products and services cross-sold as a result of employees using the AIDINC process. To qualify, each sale had to be an unexpressed or undiscovered need of the customer that the employee identified during the interview process. In other words, if the customer expressed even passing interest in a product or service it could not be counted in these totals. (i.e." What are your CD interest rates these days?" If a time deposit account was sold it did not qualify to be included in these totals)
