If cross-selling is a dirty word, re-think it

If your team breaks out in chills, moans and groans when the phrase “cross-selling” is mentioned, it’s time to re-think some things at your credit union.

First, do you have the right team? One thing I am always cognizant of is taking inventory of who is a natural, who needs coaching and who just cannot produce the results that are required. The last two are hard to tell apart without some time and effort.

Those leaders who believe anyone can be coached to cross-sell, be forewarned: You’re wrong.

Some people have experienced trauma in their past that makes being vulnerable to getting turned down an excruciating and almost impossible task. That’s not to say it can’t be overcome, but without the right expert to help that team member deal with the trauma, you’re fighting a losing battle. And if pushed, it could compound that team member’s trauma.


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