.

B.A.N.K. Tool

Welcome to the Banker's Assumptions & Narratives Kit (B.A.N.K.) Tool. We look forward to the insights which will come from the time and effort you invest in answering the following questions.

Secured
Survio
logo
Banker's Assumptions & Narratives Kit
1

Name

Please include your first and last name.
2

Institution

Please include the name of the institution (Bank, Credit Union, Association).
3

Title or Position

Please help us understand the role you play within your organization
4

Email address

Where would you like us to send the results of your independent analysis?
5

Phone Number

Use digits only

How effective is your team as a whole currently operating in the following areas?

Initial Self-Evaluation Questions

6

How would you rate your team's current proficiency in the prospecting phase of the sales process?

Select one answer
7

How would you rate your team's current proficiency in the establishing credibility phase of the sales process?

Select one answer
8

How would you rate your team's current proficiency in building the value proposition phase of the sales process?

Select one answer
9

How would you rate your team's current proficiency in the overcoming objections phase of the sales process?

Select one answer
10

How would you rate your team's current proficiency in upselling or cross-selling to meet clients' particular needs/goals?

Select one answer
11

How would you rate your team's current proficiency in the deal closing phase of the sales process?

Select one answer
12

How would you rate your team's current proficiency in acquiring new referrals during or after the sales has been made?

Select one answer
13

How would you rate your team's current proficiency in the development of referral partnership opportunities?

Select one answer
logo
Banker's Assumptions & Narratives Kit

These are intended to get you thinking about your current sales-related philosophies and approaches.

Discovery Questions

14

How confident are you in adjusting to and utilizing new sales techniques/strategies?

Select one answer
15

What is the ratio of how your time is spent on developing new business versus managing existing business?

Provide % towards new business. Enter digits only
16

How confident are you in communicating the long-term value of your offerings to clients?

Select one answer
17

Do you feel you have sufficient tools and resources to support your sales efforts?

Select one answer
18

How much time do you spend building relationships with potential referral partners

Enter percentage. Use numbers only
19

How often do you consult with colleagues or external experts on complex client needs?

Select one answer
20

In your opinion, what are the biggest obstacles preventing your team from improving sales performance?

Select one or more answers
21

Are you familiar with how to handle objections from clients or partner institutions effectively?

Select one answer
22

Which areas of sales would benefit most from additional training or resources?

Select one or more answers
23

What percentage of your team’s time is spent on activities that directly contribute to revenue growth?

Enter your answer as a percentage. Use digits only
24

How effectively does your team identify and address the unique financial needs of local businesses in your community?

Select one answer
25

How confident are you in your ability to position your bank as a trusted advisor rather than just a service provider?

Select one answer
26

How often do you find that your products and services are perceived as undifferentiated from those of your competitors?

Select one answer
27

Do you feel that your bank’s sales process is aligned with your clients' long-term financial goals and needs?

Select one answer
28

How often does your team proactively reach out to existing clients to offer tailored financial solutions?

Select one answer
29

How confident are you in discussing the risks and rewards of your bank’s offerings in a way that resonates with your clients?

Select one answer
30

How often do you seek feedback from your clients to ensure your sales approach is meeting their expectations?

Select one answer
31

How often do you seek feedback from your clients on the perceived ease or difficulty of your sales process?

Select one answer
32

Do you believe your bank is doing enough to foster relationships with local business owners and industry associations?

Select one answer
33

Are you considering how you can move away from selling product to clients as a "commodity" vs. providing value?

Select one answer
logo
Banker's Assumptions & Narratives Kit

These questions are related to the current state of specific aspects of the sales process.

1. Prospecting

34

How consistently do you identify and reach out to potential customers within your target market?

Select one answer
35

What percentage of your prospects convert to active clients?

Select one answer
36

How often do you review and update your list of prospects to ensure you're targeting the most viable leads?

Select one answer
37

Do you use data or analytics to refine your prospecting approach?

Select one answer
38

What is your primary method of prospecting?

Select one answer

2. Establishing Credibility

39

How often do you provide insight or information in early conversations that teaches the client something new or valuable?

Select one answer
40

How confident are you in positioning yourself as a knowledgeable guide rather than just a service provider?

Select one answer
41

When challenged or questioned by a client, how effectively do you respond in a way that is reassuring to increase credibility and trust?

Select one answer
42

Do you clearly explain your role and how you support the client’s success from the start of the relationship?

Select one answer
43

How frequently do you use relevant client success stories to reinforce your recommendations?

Select one answer

3. Building Value Propositions

44

How often do you tailor your presentations or proposals to speak directly to client’s specific needs and goals?

Select one answer
45

How well do you tailor your value proposition to meet the specific needs of individual clients?

Select one answer
46

How confident are you in explaining the unique benefits of your products compared to competitors?

Select one answer
47

How frequently do clients ask for clarification on the benefits of your products or services during your sales presentations?

Select one answer
48

Do you believe your current sales messaging resonates with your target clients?

Select one answer

4. Overcoming Objections

49

When a client expresses concerns related to leaving their existing bank, how effectively can you reduce their concerns?

Select one answer
50

Do you proactively address common objections during the sales process?

Select one answer
51

How prepared are you to handle objections related to the value of your services?

Select one answer
52

When a client hesitates, do you follow a consistent process to address their concerns?

Select one answer
53

What is the most common objection you face in the sales process?

Select one answer

5. Closing Deals

54

How comfortable are you in asking for the business and closing the sale when you sense the customer is ready?

Select one answer
55

Do you have a clear strategy for identifying the right time to close a deal?

Select one answer
56

How often do you feel confident that the deal will close before the final meeting?

Select one answer
57

Do you have a clear plan for follow-up if a client is hesitant to commit?

Select one answer
58

What percentage of your deals close on the initial proposal or pitch?

Select one answer

6. Upselling & Cross-Selling

59

What is the frequency that you offer additional services or products that align with your client's needs?

Select one answer
60

What percentage of your sales include cross-selling or upselling?

Select one answer
61

How frequently do you identify upsell or cross-sell opportunities during client meetings?

Select one answer
62

Do you intentionally track the products/services that clients use in order to offer relevant upgrades or additional services?

Select one answer
63

Which product or service most frequently leads to an upsell or cross-selling opportunity?

Select one answer
64

What are the top 3 products or services you most frequently upsell or cross-sell?

Please provide 3 answers #1_____, #2_____, #3_____

7. Generating Referrals

65

How frequently do you ask satisfied clients for referrals?

Select one answer
66

Do you have a structured follow-up process for referrals?

Select one answer
67

How often do clients agree to provide referrals after you ask?

Select one answer
68

Do you have a system in place to track referrals from existing clients?

Select one answer
69

What percentage of your new clients come from referrals?

Select one answer

8. Referral Partner Development

70

How often do you connect with your referral partners?

Select one answer
71

How often are you working to develop new referral partners?

Select one answer
72

How successful have your existing referral partners been for you?

Select one answer
73

Do you feel confident in reaching out to new referral partners?

Select one answer
74

Where are your most successful referral partnerships coming from?

Select one or more answers
logo
Banker's Assumptions & Narratives Kit

Now that you have answered the previous questions take a few more minutes and reconsider your answers. Would you like to change any of your self-evaluations based on the insights gained from what has come to light?

Honest Re-Evaluation

75

Now how would you rate your team's current proficiency in the prospecting phase of the sales process?

Select one answer
76

Now how would you rate your team's current proficiency in the establishing credibility phase of the sales process?

Select one answer
77

Now how would you rate your team's current proficiency in building the value proposition phase of the sales process?

Select one answer
78

Now how would you rate your team's current proficiency in the overcoming objections phase of the sales process?

Select one answer
79

Now how would you rate your team's current proficiency in upselling or cross-selling to meet clients' particular needs/goals?

Select one answer
80

Now how would you rate your team's current proficiency in the deal closing phase of the sales process?

Select one answer
81

Now how would you rate your team's current proficiency in acquiring new referrals during or after the sales has been made?

Select one answer
82

Now how would you rate your team's current proficiency in the development of referral partnership opportunities?

Select one answer
83

Do you see the need to seek additional insight and support in addressing the insights that came from this exercise

Select one answer

Congratulations on completing the B.A.N.K. tool! By reflecting on your insights, you’ve surely gained valuable clarity regarding your procedural and philosophical approaches to sales and customer engagement. These findings offer a clear pathway for improvement and growth in your interactions with both clients and colleagues.


What’s Next?

We will review your results and, within 5 business days, reach out to schedule a meeting to present a customized report of the findings.

If your takeaway from this exercise is a reassurance that your systems are successful, then WELL DONE! However, if your results have sparked questions or uncovered areas you'd like to explore further, we invite you to connect with us at OneAccord.

Whether you're seeking guidance on how to implement these changes or simply want to discuss how to adapt your strategies to drive greater success, we’re here to support you every step of the way.