Bankers in the Selling Role: A Consultative Guide to Cross-Selling Financial Services

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