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Making Effective Business Development Calls

Making Effective Business Development Calls

Who Should Participate

You are new to outside selling in commercial, small business, treasury management or other bank-to-business areas; you have some experience in bank-to-business selling but want a “check-up from the neck up”; you are a CEO, senior manager, lenders, training professional or marketing director and want some best practices to take home.

Make your attendance count towards your continuing professional education credits! The MBA will provide a certificate of attendance that you may submit to the appropriate advisory board.

Program Overview

Consultative Selling is dead. Solution Selling is in the rear-view mirror. The old playbook no longer plays. In this uber-competitive environment, clients and prospects want more from bankers on business development calls. Trust-Based Selling is the norm and this practical workshop outlines what it means and how to execute it.

You learn:

  • The five C’s of Trust-Based Selling and how to interweave them into every call
  • How to prepare strategically through case study planning
  • How to execute discovery calls using a trust-focused relationship development approach 
  • Three effective customer-centric question methodologies
  • A VIP follow-up strategy that adds value and enhances future in-the-door call rates
You get tools:
  • GOAL Questioning Guide – to help create a client-centric dialogue
  • Conversation Recap – that replaces dull follow-up letters
  • Discovery Call Diagnostics – job aids that guide call preparation
  • Share of Heart – a truly customer-focused profile


Dana Perkins is Senior Consultant at St. Meyer & Hubbard. Dana has helped more than 30,000 bankers make better and more effective calls. Her practical, energetic style keeps audiences engaged from start to finish.

Registration Fee (This fee includes materials, lunch and refreshments)

Member: $295.00
2nd person from same bank $245.00
Qualified Non-Member $570.00

Note:  You will be given the option to pay by credit card or to invoice your company during the checkout process.

Date & Times

October 6, 2021
Check in: 8:30 AM
Program: 9:00 AM - 4:00 PM


Minnesota Bankers Association
8050 Washington Avenue South
Eden Prairie, MN 55343


Lodging arrangements can be made at Hyatt Place, Eden Prairie, at 952-944-9700. Dial "0" for the front desk and ask for the Minnesota Bankers Association rate of $148 plus tax.

Cancellation Policy

The MBA reserves the right to cancel programs due to insufficient enrollment, instructor illness, or other reasons. Participants wishing to cancel must inform the MBA in writing prior to the event. Send cancellation notices to A cancellation fee of 25% of the program cost will be charged for withdrawing, or you may send a substitute. The full program fee will be charged for withdrawing after the event has taken place or a no-show. 

Special Needs

If you have a disability that may affect your participation in this program - or any dietary issues - please send a statement regarding any special needs to at least two weeks prior to the program. We will contact you to discuss accommodations.

Photo Release

By registering, you hereby grant the MBA permission to use your likeness in a photograph, video, or other digital media in any and all of its publications or promotional materials, without payment or other consideration.

10/6/2021 9:00 AM - 4:00 PM
Minnesota Bankers Association 8050 Washington Avenue South Eden Prairie, MN 55344

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