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SELLING SKILLS
FOR BANKERS
Two Main Skills
   Recognizing Sales
    opportunities
   The Banker’s Selling
    Process
1. Gathering Information
2. Making Recommendations
3. Gaining commitment
Recognizing Sales Opportunity
A   request for information
A   routine transaction
A   request for service
A   problem or complaint
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
Bankers Selling Process
Making Recommendation


   Confirm the need
   Make Recommendation using benefits
Bankers Selling Process
Gaining Commitment
   Check for Agreement
   Get the customer to take action
   Thank the customer
CROSS SELLING
Make a transition statement

 Follow the Bankers selling process
      1.Gathering Information
      2.Making recommendation
       3.Gaining Commitment
BUILDING RAPPORT
ACKNOWLEDGING

 Make a statement that shows you
   understand what was said.
Giving Nonverbal sign of
attention
   Smile
   Make eye contact
   Nod your head
   Sit in an attentive position
   Change facial expression
   Take notes
SELLING CHALLENGE
When customer
misunderstand what you say
   Rephrase customer statement in the
    form of a question
   Present benefits to clear up the
    misunderstanding
When customer doubt
something about your product

         Offer Proof
When customer do not see a
need for your product


   Ask question to uncover other needs
   Present benefits to satisfy those needs
THANK YOU

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Selling skills[1]