Intended to develop the essential selling skills needed to effectively market the broad range of credit and noncredit services banks now offer. Assist bankers in their roles as financial consultants to their customers. Updated and revised, it offers bankers a framework they can use to assess their sales effectiveness, improve their post-sales-call evaluation, and recover during a call.
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Intended to develop the essential selling skills needed to effectively market the broad range of credit and noncredit services banks now offer. Assist bankers in their roles as financial consultants to their customers. Updated and revised, it offers bankers a framework they can use to assess their sales effectiveness, improve their post-sales-call evaluation, and recover during a call.
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Most Helpful Customer Reviews
2 of 3 people found the following review helpful:
5.0 out of 5 stars
Bankers in the Selling Role,
This review is from: Bankers in the Selling Role: A Consultative Guide to Cross-Selling Financial Services (Hardcover)
Banking in the 1980's is a more fiercely competitive business than at any other time in history. Today's banking professional is expected to initiate sales and increase market share even as the number of competing banks and banking services spiral upward. In order to succeed in this intensely competitive enviroment, today's bankers must add the skills of a salesperson to their portfolio of financial expertise.
This compact "how to" guide - the first ever designed specifically for the banking profession - will help account and calling officers, product specialists, platform personnel, and management trainees develop the essential selling skills needed to effectively market the broad range of credit and noncredit services banks now offer. Drawing on her wide experience as a consultant to some of the leading banks in America, Linda Richardson shows you how to master a flexible, responsive approach to selling financial services - one that combines product knowledge with consultative selling skills. Using this approach, you'll be able to confidentlly plan your sales calls, recognise and respond to your customer's needs, and a sell financial relationship that will benefit your client and your organization. --- from book's dustjacket
0 of 2 people found the following review helpful:
2.0 out of 5 stars
Nothing new,
By
This review is from: Bankers in the Selling Role: A Consultative Guide to Cross-Selling Financial Services (Paperback)
This book is a great disapointment. I heard a lot of Mrs Richardson work, I am on her news letter list and was a little too ansious to receive this book.
There is nothing new on her aproach, it is a not so well writen manual to apply sales techniques in the banking market. Somethig that any graduate can do after reading Dr Futrell's books or Spin Selling. There is too much to explore in this teme. This sould bee a more compreensive work to be whorty.
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Inside This Book
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First Sentence:
Consultative banking recognizes the importance of the role of sales in banking. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
consultative banking, incremental closings, incremental close, sales interview, consultative sales approach, joint calling, constructive listening, using probing questions, total offer, line bankers, service catalogue, sales dialogue, price objections, consultative manner, full appointment, ten elements, bridge question, consultative selling, balance reporting, qualifying criteria, linking features, specification summary, cash manager, many bankers, competitive information Key Phrases - Capitalized Phrases (CAPs): (learn more)
Motivation Lever, Objection Response Model, Direct Deposit, Import Letter of Credit, Account Reconcilement, Letters of Credit, Commercial Paper New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Consultative banking recognizes the importance of the role of sales in banking. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
consultative banking, incremental closings, incremental close, sales interview, consultative sales approach, joint calling, constructive listening, using probing questions, total offer, line bankers, service catalogue, sales dialogue, price objections, consultative manner, full appointment, ten elements, bridge question, consultative selling, balance reporting, qualifying criteria, linking features, specification summary, cash manager, many bankers, competitive information Key Phrases - Capitalized Phrases (CAPs): (learn more)
Motivation Lever, Objection Response Model, Direct Deposit, Import Letter of Credit, Account Reconcilement, Letters of Credit, Commercial Paper New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
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