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Value-Added
Selling |
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In today’s competitive marketplace, banks that sell their
services and products based solely on price are finding it tougher
to retain customers. As more and more financial institutions
look for ways to reduce the costs of their services, it is becoming
more difficult for banks to compete on price alone. For banks
to remain competitive and profitable, they must learn how to
sell value as well as price. This 60 – 90 minute presentation
provides an overview of the benefits and steps of adding value.
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Outline:
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The Banker-Client
Relationship |
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Why "Trusted
Advisors" sell more |
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What it takes to
be a "Trusted Advisor" |
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Negotiation Skills for Bankers
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Negotiation is part of the everyday
experience of interacting with bank customers. Whether it’s
negotiating a simple bank service or a more complex “mega-deal”,
bankers need to be armed with negotiating techniques that will
help them achieve the results that are good for the bank as
well as the customer. This 60 – 90 minute presentation
leaves the participant eager for their next negotiation opportunity.
Outline:
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Assessing your
negotiation style |
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How time, information
and attitude affect deals |
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Basic negotiation
techniques |
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Cross-Selling Skills |
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Almost every sale involves finding something out about the customer
by asking questions. The better the banker understands the customer’s
need or problem, the better the banker can prescribe a solution.
This 60 – 90 minute presentation gives an overview of a
variety of questioning techniques the banker can use to cross-sell
bank services.
Outline:
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Four stages of
a sales interview |
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Profiling questions
that get results |
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How to avoid objections |
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