The sales process has gotten a lot of attention in the banking industry
The fundamentals of the process are widely known and understood. Then
There are myriad reasons. But before getting to them, let's recall four
Knowledge. People are uncomfortable selling what they don't understand.
They need a reasonable amount of product knowledge even if they are just
Questioning and profiling. Effective, relationship-oriented sales must
Analysis. Once the salesperson has a comprehensive picture of the
That means the salesperson must have the skills and product knowledge to
Presentation. If it is not effectively presented, the proposition will
A good salesperson must be able to communicate to the customer clearly
Effectiveness in these areas requires a methodical sales program
But sales may still lag if salespeople set their sights too low, failing
Also, bankers expert in only a subset of what the bank offers will have
One solution is product packages. They bring attention to a broader
And the further we get from "one size fits all," the better off we will
It is the role of the sales manager to shape packages and find other
A package that includes five or six items or options encourages the
Understanding and using the four fundamental sales steps is a beginning.
Supporting these steps with packages can help overcome sales-force