Commercial Business Checking accounts are for business clients who need to process a high volume of transactions each month. It allows the client to earn competitive credits which may offset monthly service and activity charges. This account has no minimum balance and only a $15 monthly service fee.
When you discuss Commercial Business Checking accounts, do the following:
Discuss Features and Benefits
In order to feel comfortable selling products or services or even referring individuals to CCB, it helps to know what the product or service is (feature) and how it helps individuals (benefits). Below are the features and benefits of the Commercial Business Checking account.
Features
- Competitive earnings credit may offset monthly service and activity charges
- No minimum balance
- $15 monthly service charge
- $0.15 per item, including checks paid, checks deposited, and ACH debits and credits
- $10,000 free coin and currency transacted per month; $1.50 per $1,000 in excess.
- Unlimited check writing
- Free access to Online Banking with bill payment
- Free access to Capital City Bank Direct automated information line, 24 hours a day, 7 days a week
- Free return of imaged checks with statement
Benefits- Earn income based on account usage
- Get great service with very low cost
- No need to worry about how much is in the account
- No worrying about how many checks you have written
- Low cost for large volume of transactions
- Save on fees
- Convenient access to funds
- Convenient account management
- Convenient access to account information
- Easy to track expenses
Identify Opportunities
Always be on the lookout for individuals who may benefit from a Commercial Business Checking account. Below are examples of prospective clients.
- A newly-opened business
- Small business clients with low transactions
- Individuals who are self-employed
- Business that is growing and expanding
Discover Client Needs
Before you recommend a product or service to a client, prospect, or friend, it only makes sense to recommend things they might actually need or like. This is why it's important to ask questions that help us gain insight about an individual's banking preferences.
Sales Associates
To identify the best checking account for each prospect based on his or her needs, you need to ask qualifying questions. See the checking account brochure or the Drill card. The qualifying questions are asked in a specific order. Please memorize all the questions and make asking them second nature.
Non-sales Associates (Take it to 10)If you do not feel comfortable with checking account product information, but are working towards your Take it to 10 goals, do not focus on a specific product. Instead, ask if the prospect is interested in the services provided at CCB. To do this you might say:
I work at Capital City Bank and we offer several products and services designed to meet your banking needs, including Commercial Business Checking accounts. Would you be interested in learning more about them with an associate of mine?
Recommend Products/Services
When you have identified a need or learned about a prospect's banking preferences, you are ready to make recommendations that align with his or her goals.
Sales Associates
Below are examples of what you might say when recommending a specific checking account after having used the qualifying questions.
Based on what you have told me, I think our Commercial Business Checking account is perfect for you. This account offers unlimited check writing and requires no minimum balance. Each month, you get $10,000 free coin and currency transactions. For all your checks deposited and paid, and ACH debits and credits, you are charged 12 cents per item. The monthly service fee is $15. Besides all these, you will also earn credit based on your account usage. The credit may offset your monthly service and activity charges.
Non-sales Associates (Take It to 10)
If you are simply trying to make a referral to CCB, then you are recommending the bank, and even a specific banker. Below is an example of how you make this recommendation.
Because you are new to the area, and are looking for a place to open a checking account, I recommend Capital City Bank. I work there and I know it's a great place to bank. CCB is a stable, community bank that can help you with your financial needs as they arise. For example, we have checking accounts, mortgages and other great products and services. I know a friendly banker who would be willing to help you. Her name is _______________.
Handle Objections
It is highly likely that once you make a product or service recommendation, you will receive objections. Before responding, keep the following points in mind:
- Make sure you understand the question or objection
- Be empathetic
- Address the question or objection even if you can't change the product or service
- Check with the prospect to make sure he or she accepts your response or explanation
To respond to objections, use Feel, Felt, Found to structure your responses. Below are examples of objections and suggested ways of responding.Sales Associates
Client Objection: "If I pay a $15 service fee each month, why do I need to pay for items as well?"
Feel: I understand why you are not very happy about paying for items on top of a monthly fee.
Felt: Some other clients feel the same way and they ask us the very same question.
Found: The service fee for Commercial Business Checking is $15 each month. The clients for this type of account will pay 12 cents per item they process. Most of the clients have found that with this account you can earn credits based on the account usage. The credit may offset your service charges. How does that sound?
Non-sales Associates
Client Objection: "I'm not sure I want to open a checking account yet."
Feel: I understand you may not be ready yet.
Felt: Most people like to check out a few places or get recommendations before doing something.
Found: Most people I talk to find that Capital City Bank has all the bells and whistles of the big banks with a small community feel. You can always speak to one of our bankers who can tell you more about our checking accounts. Would you like me to have them give you a call?
Ask for the Business
If you did not receive an objection or have already come to an acceptable resolution with the client or prospect, you are ready to ask for the business. Asking for the business is how we move the sale forward. Below are some examples of what you might say to ask for the business.
Sales Associates
- May I open that account for you now?
- Most clients in your situation use a Commercial Business Checking account and are very satisfied. Shall I go ahead now and set it up for you?
Non-sales Associates
In the case of an associate who is making a referral for Take it to 10, you are trying to get the prospect to agree to meet with a banker about a need. Below are some examples of what you might say to do that.
- May I get your contact information so I can have my friend, ___________, call you?
- Can I get your name and number so I can have a Personal Banker call you about opening your checking account?
- May I have a Personal Banker call you to help you find the best checking account for you?
Make a Referral
If you are a sales associate or non-sales associate who cannot open a Commercial Business Checking account, but have identified someone who is interested in this account, remember to refer him or her to an associate who can help.
Making referrals at Capital City Bank is as easy as A B C! Below is an example of the ABC method to making referrals.
Acknowledge or Ask questions about a need.What do you value in your businesses' relationship with your financial institution?Bridge with a transition statement highlighting how Capital City Bank can meet that need.I work at Capital City Bank and we have great business checking accounts including a Commercial Business Checking account that can meet your needs. You will receive lots of free services with our business checking accounts.Connect to a Capital City Banker that can help.Our Personal Bankers can help you find the best product/service for your needs. Would you like for me to have a banker contact you at a time that works for you?Process the Sale
Sales are processed in generally one of two ways:
- The associate who can sell the product follows established policies and procedures to close the sale.
- An associate connects the person to a qualified banker using a Synapsys referral for checking account opening.
Additional Information on Sale Processing
See the Synapsys referral instructions.
