2. Two Main Skills
Recognizing Sales
opportunities
The Banker’s Selling
Process
1. Gathering Information
2. Making Recommendations
3. Gaining commitment
4. Bankers Selling Process
Gathering Information
Get Permission to ask question
b. Explain why
c. State how this will help the customer
Ask question to uncover customers
need
e. Open Question
f. Closed Question
11. Giving Nonverbal sign of
attention
Smile
Make eye contact
Nod your head
Sit in an attentive position
Change facial expression
Take notes
13. When customer
misunderstand what you say
Rephrase customer statement in the
form of a question
Present benefits to clear up the
misunderstanding