Relationship Calling for Bankers

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About the author:
John J. Gehegan is president of Gehegan & Associates, a San Diego, California based sales training firm, established in 1983. He is a graduate of Iona College in New Rochelle, New York and possesses a BBA with a Marketing Major.

Gehegan & Associates provides telephone sales skills training programs to the financial services industry.

Mr. Gehegan has extensive experience in both sales and sales management. Prior to beginning his training business in 1983, he was Divisional Sales Manager for Elite Communications Systems - the largest North American distributor for Sony Information Products. While at Elite, he was responsible for hiring, training and managing their sales staff. Under his management, from 1980 to 1983, annual sales grew from $4 million to $20 million dollars.

Prior to joining Elite he worked with Lanier Business Products from 1976 to 1980. As an account manager he was consistently ranked in the top 3% nationally in sales volume before being promoted to sales manager in 1979.

Over the last 30 years, Mr. Gehegan has developed a solid reputation within the financial services industry for his results oriented training programs, geared for both retail and commercial calling officers. Over Twenty Thousand bankers across the country and internationally have attended the Business Deevlopment Workshop and the Relationship Calling(tm) Workshop to increase their confidence and effectiveness using the telephone to set appointments with prospective and existing customers.

Mr. Gehegan brings real world experience as a successful salesperson and a sales manager, into his training programs and relates his background to the challenges faced by bankers who take a proactive approach to business development.

Mr. Gehegan has recently released his book Relationship Calling(tm) which provides practical advise to any banker who has business development responsibility.

Mr. Gehegan has conducted his workshops for financial institutions and sales organizations throughout the United States, Canada, Puerto Rico, Australia, New Zealand, Singapore, Hong Kong, Philippines, Taiwan and the United Arab Emirates.

Clients have included major money center banks, regional banks and community banks.

Additional information on our workshops and client list can be found at

Relationship Calling for Bankers

Authored by John J. Gehegan

Relationship Calling for Bankers is a straightforward,simple and concise guide to help bankers use the telephone as a business development tool. It focuses on obtaining appointments with existing and prospective clients as the critical tenet of the sales process, and delivers direct, practical advise on how to achieve success and reach target audiences.

While many of the ideas Gehegan presents are applicable in all sales environments the book is geared toward the financial services industry and integrates specific practices and recommendations.

Gehegan has divided the book into three sections "Relationship Calling" which focuses on contacting existing clients; "Business Calling" which focuses on contacting prospective clients; and "Managing the Process" which focuses on helping managers maximize the performance of each banker's outbound calling activity.

Whether you are new to banking or a seasoned professional this book will make you better at the most important tenet of the sales process - PROSPECTING!

Publication Date:
0989227707 / 9780989227704
Page Count:
Binding Type:
US Trade Paper
Trim Size:
6" x 9"
Black and White
Related Categories:
Self-Help / General

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