ENVD / 03.01.2022

How to sell banking. Bank sales. how to increase sales? How to Make Bank Branches Sell Products More Effectively - Growth Consulting - Small and Medium Business Consulting. (development, strategy, marketing, sales)

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Registration (sale) of a credit card

For example, let's take a financial product such as a credit bank card. Techniques for selling this product, handling objections in this area will be relevant not only to specialists in banks. Credit cards are issued today by third-party companies to attract customers.

I already use a card from another bank

Today many people use credit cards. And if your potential client does not set as his goal to collect a collection of credit cards, then the objection “I use a card of another bank” will most likely arise. It makes sense to prepare for this objection in advance by choosing a script.

There are two ways to overcome this resistance. The first is to try to jot down arguments at random. For example, “the card will be activated at the moment of first use and may be in your wallet up to that moment” or “we have a large program for accumulating points” and so on.

The second option - we use a simple and natural algorithm: listen - accept the objection - ask clarifying questions - find out the truth of the objection - argumentation - check the acceptance of arguments.

1. Listen to the client

This can be a daunting task - having to be silent for just a few moments can feel protracted. And sometimes you want to rush to "persuade" the client.

2. Accept objection

— You have touched on an important topic. Nowadays, the banking services market is saturated with a large number of offers and it is important to choose the most optimal option for yourself.

3. Ask clarifying questions

— Tell me, are you happy with the card that you use?

A question like this is a really powerful thing. It is difficult to find a product that will satisfy the client 100%. And often he will have a need for something more profitable.

— Do I understand you correctly, that you are interested in knowing the advantages of our card in part (we are talking about the problems that the client voiced).

— If I show you the advantages of our card, will you be ready to issue it?

5. Argumentation

Only now are we ready to use arguments to overcome the objection. We have enough information and we can talk about the benefits in a much more targeted manner.

—

It is important - we announce the proposal to proceed to the design. Do not expect the client to take initiative in this.

I don’t need a credit card / I don’t need a credit card

Today people are used to using bank cards instead of paper money. This is convenient, because many stores have terminals for paying with plastic cards, and if necessary, you can always find an ATM and withdraw cash. But with credit cards, everything is different - fewer people use them. Many credit cards are even afraid.

In our situation, the client has experience using a debit card and does not want to apply for a credit card. We use our algorithm.

1. Listening to the client

Everything is as in the example above.

2. Accept objection

— Many people think the same way, and this is a really important question.

3. Asking clarifying questions

— Tell me, have you ever used credit cards? And want to understand what is the difference between a credit card and the one you use?

The client will definitely issue a credit card, if only there is a need for it. For example, a situation when there is not enough money before the salary. A client using a credit card can avoid the need to borrow from friends. The question of this can create a need.

— Tell me, have you ever had a situation when money was urgently needed, and there was some time left before the paycheck? What did you do in these situations? Is it always convenient to borrow money? Are you curious about how to avoid similar situations in the future?

Questions are the most effective sales tool. The questions that we have given above lead the client to the idea of a specific need. If we tried to do this in the form of statements, we would receive new objections. And so the client himself came to a certain idea.

4. Finding out the truth of the objection

— If I tell you in detail about the features of our card and about all the necessary nuances that you need to know, will you be ready to discuss the issue of its design?

5. Argumentation

The client is ready to listen to our arguments and we know his needs. We just need to make a beautiful presentation.

6. Check if arguments are accepted

— Did I manage to dispel your doubts? Making out?

The client is negative

The client as a whole has a negative attitude towards the bank as a whole. He has a bad experience with your bank or any other and the client does not even want to listen to any offers about banking services.

1. Listen to the client

We give the client to speak, to fully voice their thoughts.

2. Accept objection

— You have touched on an important topic.

3. Asking clarifying questions

— Tell us what exactly happened?

It is not at all necessary to follow the algorithm for working with objections in a linear fashion. So, for example, after clarifying questions, we received a more detailed response from the client, then you can go back a step and accept this response.

2. 2. Accept objection

— I understand you perfectly, in a similar situation I would draw exactly the same conclusions.

4. Finding out the truth of the objection

— We are constantly striving to improve the quality of our services. If I tell you about the new features, will you be ready to see our other proposals?

5. Argumentation

We listened to the client, joined him in accepting his objections. And the client himself has given preliminary consent for an additional presentation. We can communicate important points based on the identified problems. In this case, our arguments will be well received.

6. Check if arguments are accepted

— Did I manage to change your point of view regarding our services? Are you ready to see our other offers?

We clarify the acceptance of our arguments, move on to the presentation and sale of other products.

Lack of trust and loyalty. Customer motivation

Often half a step is not enough to successfully sell financial services. And there is a need to create some kind of impulse to help push the client to make a decision. Several motivating tricks.

Is free

It is a very powerful word to add value to our proposal. The word "free" is all about benefit, good benefit.

But nothing can be simply "free". Otherwise, it can only raise unnecessary questions. There should always be a reason to be free, for example, as part of a campaign for a limited period.

The reason for being free may be the most unusual. For example, you can simply specify something that is always free by definition. Credit card processing is free. But you can simply indicate this to the client and this will be an additional argument.

Non-binding offers

It is sometimes difficult for the client to make a decision. And in this situation, an offer that does not oblige the client will be a strong argument. For example, you might suggest that a client simply try to apply for a loan. Even with prior approval, the client can refuse. Or maybe not refuse.

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TOPIC 3 SALES METHODS
BANKING PRODUCTS AND
SERVICES

Sales rules and principles:

1.
If you own information, you own the world!
2.
Sell the solution to the Client's problems!
3.
Take responsibility for yourself!
4.
Find a remedy, not an excuse!
5.
Just go for it! Always, under any conditions!

Rules for the effective sale of banking products:

one). Selling banking products is the skill of a personal manager. There are a number of tricks
sales techniques, which alone cannot move forward without appropriate skills,
therefore, the manager must constantly improve his skills.
2). Selling starts with knowledge. The manager needs knowledge about the bank's clients and their needs
business. To do this, you need to communicate with people, visit enterprises, make acquaintances.
The manager must know about the banking product or service, that is, the manager must find
advantages of its banking product over similar products of competing banks.
The manager must have information about competing banks, the manager must know the strengths and
weaknesses in the activities of your bank.
3). The manager must be able to "listen" to the client. The manager should not speak more than 45% of the time, and
should listen more. It is necessary to ask questions and determine the needs of the client. If the client
fail to talk, then as a result the manager does not know what the client needs and, accordingly, how
solve his problem.
4). The client buys not banking products, but benefits, therefore, when presenting banking
products, it is necessary to talk about the benefits, that is, about those properties of the product that are
significant for the customer's choice.
5). The manager must be able to mentally put himself in the client's shoes. For example: for a director
a trading company, it is logical to assume that it will be important to ensure the safety of money,
6). Price should not be the target of negotiations. So, if the conversation begins with determining the price, then how
as a rule, if a deal is concluded, then it is concluded at the lowest price, so it is better to first
interest the client, give him the opportunity to discover the benefits and understand the value of banking
product.
7). The manager needs not to sell banking products to clients, but to offer a way to solve it
problems, it should be noted here:
- clients do not like when services are imposed on them;
something that works for one client may not work for another.

3. Methods of selling banking products and services

I
Method based on
satisfaction
existing needs and
customer requests
II
Forming method
needs and requests
client

I. The method based on the satisfaction of existing needs and requests of the client is used in two cases:

Firstly
Secondly
when the client and the manager have already set
trusting partnership and manager
has information about the client's activities, about
problems that worry him;
when the client belongs to a certain group
enterprises with the same profile and
needs.
Using this method assumes
careful study of the activities of the enterprise,
his financial and credit history, plans
development and production, etc. Knowing the client's business,
state of affairs at the enterprise, personal
the manager clearly states the change
needs and offers a solution.

II. The method of forming the needs and requests of the client is the most complex and requires special skill and knowledge. First with

through cleverly formulated
purposeful questions and active listening to answers by the manager, the true interests are revealed and
the needs of the client's business.
This is achieved through the use of technology of open and clarifying questions, methods of presenting positive
signal or techniques of reflex listening. Then, with the help of a summary technique, the problem is formulated and
a variant of its solution is proposed.
Revealing
needs
by asking
questions + method
active
hearings
Reception
summarizing
Problems
Solution option
Problems

Methodology (diagram) of sales of the OPTs Features-Benefits-Values

Methodology (diagram) of sales of the OPT
Features-Benefits
The essence of this technique is that it is not sold
as much a banking product as
way to solve customer problems

In this case, the bank manager acts as a kind adviser, assistant and consultant to the enterprise.
The OPC scheme is designed with a clear understanding of the benefits and values that
are incorporated in banking products and services and are of undoubted interest for the bank's client.
A distinctive feature of the compilation of classifications is that each characteristic
banking product, services match the benefits and value of the product.
The most successful application of this technique is in personal sales, when the client initially
I am not ready to use the bank's service and it is necessary to work with him so that he can
make your own decision.
In order to be guided by this principle, it is important:
♦ understand what potential benefit lies in a banking product or service;
correctly determine the interests of the client in order to interest the client at the presentation
this;
♦ use exactly those persuasive arguments that will help the client understand what is the benefit
he will receive using the service.

An example of lending a credit line using the OPC scheme

Example
credited
and I
credit
the lines
With
using
by
OPC schemes

10. Task 1. Description of the banking product according to the scheme of the OPC

Peculiarities
banking product
Advantages
banking product
for clients
Banking values
product for
clients

11. Classification of collection services

Features of the banking product
Benefits of a banking product
for client
Banking product values for
client
1. The money is deposited in the bank
For delivery and delivery of cash
through their transmission
cashiers are not needed in the bank,
collectors who deliver and
vehicles, security
hand them over to the bank cashier
Saving cash register time
employees of enterprises and persons
accompanying them, on delivery and
handing over money to the bank. Security
continuous work of the cashier
enterprises due to the fact that its
functions for depositing money to the bank
are carried out by collectors.
Cost savings for the enterprise
maintenance of vehicles and security
to deliver money to the bank
2. Cash collection is carried out
Security is ensured
special service of the bank, which has
delivery of money from the enterprise to the bank
necessary equipment
Safety of funds
Partner collects proceeds
3. Cash collection enables delivery
regardless of the bank's operating mode with
revenue at a convenient time, flexible
Convenience
clients, including in the evening and at
graphics
weekend
4. Recalculation of cash proceeds
carried out 24 hours
Revenue received after
operating time,
recalculated by night shift
cashiers
Timely crediting of cash
funds to the current account and
the ability to make payments from 9
hours
5. An individual approach to
setting a price depending on
revenue and route
Payment for the service is carried out for the period
30 days
Saving money

12. Ways of selling banking products and services

Package offer
services
Cross-selling
Co-branding
programs

13. Package offer of services

A package offer means
organization of a large set of sales to a client
services in the form of a package or a chain of cross
sales

14.

At the same time, as a rule, the bank offers several
options for combining services included in the package
offer, and the client has a choice
specific package.
The salient features of the package offer
are preferential pricing for one or
several products included in the package as well
the possibility of obtaining significant additional
services.

15.

Among Russian banks using bundling
services for the promotion of retail products,
the programs of AlfaBank, Bank of Moscow and Citibank are best known.
According to the bankers themselves, the main advantages for
when buying a package of services are both price
factors (benefits when purchasing banking
products, various discounts for the payment of one or
several services from the "package"), and the possibility
independently determine the composition of the "package" by choosing from
options offered by the bank.
As a rule, banks' proposals include
a gift to the client - a credit card.

16. Advantages of the package offer for the Bank

the ability to attract new customers by expanding
product line through the combination of various tools;
- increasing customer loyalty through the provision of
related products at discounted prices;
Pros of a package offer for
Client
purchase of the most demanded products and services for
preferential prices;
-the ability to obtain related products and services as
banking and non-banking at preferential prices.

17. Cons of the package offer for the Bank

1. The bank begins to associate with the client only with this specific
service.
2. As soon as the need for the service disappears, the client leaves the bank.
3. The bank is forced to constantly be in conditions of price dumping,
focusing the attention of clients on one service (clients unwittingly
compare the offer of this bank with the offers of its
competitors).
4. The client chooses service providers and allocates his needs
between them and spends more time moving, identifying
etc.
At the same time, studies show that more than half of clients
indicate that they are interested in receiving all financial services in
one place. To realize this interest in a typical situation,
you just need to make a good offer to the client.

18. An example of a package offer

19. 20. COBRANDING

[eng. Co-branding] - co-placement on products
commodity
signs,
logos
and
promotion
brands
business
partners,
allowing
to realize
Benefits
partnerships:
provide
clients
additional benefits and comfort of their acquisition, and partners
according to K. in this regard - to get closer to the client, to increase the loyal
audience, sales volumes, reducing the cost of network development
sales.

21. Success factors of the COBRANDING project:

Success factors of the COBRANDING project:
careful analysis of strengths and weaknesses
each partner brand followed by
uniting and highlighting strengths;
significant overlap (overlap) of trains
primary and secondary target audiences of partner companies;

22.

For banks, co-branding has become an effective marketing tool for promotion
payment cards and attracting new customers. Bank programs implementation
trade, transport, entertainment, travel companies is one of the
directions of expanding the client base of cards - bank divisions.
The most famous in this area are bonus co-branding programs,
which were pioneered by Rosbank, which launched "Beeline"
the Bee-Bonus program, and Sberbank, which implemented jointly with Aeroflot and
international payment system Visa first co-branding program
Aeroflot-Bonus, and then the Visa-Aeroflot program.
Among the most famous bonus co-branding programs of banks and trading
service companies can be called the Raiffeisenbank program, payment
the Visa program and the Raspberry savings program. Under this program
Raiffeisenbank issues co-branded credit cards "Malina Raiffeisenbank", which are at the same time a means of payment of the system
Visa and a card of the member of the accumulative program "Malina". Interaction
organized according to the standard scheme, when for any purchase with a card both in Russia and
and abroad to its owner, points are credited to a special bonus account, on
which are purchased goods from the "Raspberry" catalog. According to the coordinator
project "Malina" by Anna Thomas, within three years it is planned to issue up to 350
thousand co-branded cards

23.

Another common type of co-branding programs are
discount programs implemented by banks, international
payment systems and merchants, services
service, cellular operators.
Discount programs include co-branding
programs that provide customers - cardholders with discounts
purchases in trade enterprises - partners of the program, cultural and entertainment centers (Program "Thank you from Sberbank" -
it is profitable to pay by card! Discounts in partner stores,
accrual of bonuses for purchases around the world).
Similar to bonus programs within discount projects
all participants receive additional benefits:
- banks develop their card business, acting as
issuers of plastic cards;
- clients purchase cards from leading payment systems and receive
benefits from participation in discount or savings programs;
- service enterprises - an influx of new customers and visitors.

24. CROSS SALES

25.

Up-sell - an increase, literally "raising", the amount of the sale. This
marketing ploy that motivates the buyer to increase
purchase amount.
Cross-sell- cross-selling.

26. Cross-selling

Opportunity to sell additional to the Client
banking product or service.
The key to cross-selling success:
Remember customer motivation
Summarize for yourself everything said by the Client during
working time with objections
As a result, to form the most valuable for the Client
sentence
Example:
https://www.youtube.com/watch?v=nTQX4zz9XwQ
0.0 - 5.10 (min)

27. Practice. Cross-selling

Customer:
A woman of pre-retirement age, loves grandchildren and
serials. He wants to build a second floor in the country, so
she came to the bank to apply for a consumer loan for
100,000 rubles.
The task of the bank specialist is to find out about the main problem /
customer needs, sell a solution to the problem, and
Cross-sell additional banking products
(deposit, credit card, SMS informing, internet banking,
insurance, debit card)
For reference:
The key to cross-selling success:
1. Remember the Client's motivation for purchasing the main
product
2. Summarize for yourself everything said by the Client
3. Formulate the most valuable proposal for the client,
which will make the main product purchased the most
valuable

28. Customer service by a personal manager

29.

Personal manager - a bank employee, the main
the purpose of which is to establish and
development of long-term cooperation with
corporate clients on the terms of trust and
mutually beneficial, as well as ensuring partnership
relationships based on good knowledge, market business processes and customer development plans.

30. Personal managers must meet certain professional requirements:

one). Distinctive properties (specific personality traits):
a) Empathy - the ability of a manager to assess the situation from the client's point of view, to put himself on
its place.
b) Ambition - self-esteem, is inextricably linked with the successful completion of the assigned task
or performing a specific activity.
c) Strength of mind (resilience) - the ability of a manager to quickly recover from a failure.
d) Self-discipline, intelligence, creativity, flexibility, independence,
persistence, exactingness, reliability.
2). Abilities:
a) Ability to communicate;
b) Analytical skills - this is due to the fact that when working with a client, the emphasis is on
consulting work in the sale of banking services. For this, the manager must own
information about the client, his financial condition, problems and needs, as well as about banking
products, their benefits and benefits for the client;
c) Organizational ability;
d) The ability to manage your own time - this item is closely related to the previous one. Manager
should spend most of his time on clients who are more promising for
jar.
3). Erudition - the possession of special information, knowledge, that is, managers must
possess information not only about their customers, banking products, about the bank in general, but also about
competing banks. The manager must know the technology and methods of selling banking products,
successfully cope with the presentation of banking services and influence client decision-making.

31. The main duties of a personal manager:

1. Study banking products, their advantages, values, constantly
improve knowledge in the field of banking technologies.
2. Have analytical information about the client, his business, problems, about
key employees who make decisions or form opinions
a leader, understand the client's business, study his needs and requirements.
3. Ensure constant contact with the client by means of telephone
calls, correspondence, organization of presentations, negotiation.
4. Inform the client about traditional or new services of the bank, which
can be useful to his business.
5. Solve customer business problems, find options, service schemes,
beneficial for both the client and the bank.
6. In the process of presenting banking services, to interest the client
the profitability of the service and the ability to benefit or profit from it
acquisition.
7. Motivate the purchase of the service, inviting the client to do the right thing
selection of an advantageous form and conditions for its provision.
8. Own the techniques and methods of sales, be able to form the value of products
in terms of customer satisfaction.
9. Successfully complete negotiations with the client by agreeing on specific
actions and activities in relation to the offered service.
10. Know the history of the bank, its competitive distinctive characteristics.

32.

Tasks:
1. Conducting business analysis. Clarification of business needs, assigned clients in banking services.
In this case, the functions:
- creation and maintenance of an information base about clients
- study of the needs for banking services
- development of commercial proposals based on these needs
- monitoring, establishing feedback with the client.
2. Establishment and development of long-term partnerships based on mutual interests.
In this case, the functions:
- development of long-term plans for cooperation
- preparation of marketing plans for a group of clients - the volume of sales, services, the volume of income, and more.
- assistance in building relationships with other clients of the bank
-forming the demand for banking services
-building partnerships with each client
- constant informing of the client on issues related to his business and the bank, correspondence, business meetings, congratulations
clients with anniversaries and holidays,
participation in entertainment events
-development of individual service schemes
-providing clients with consulting services
-representation of clients' interests in business units and committees of the bank
-monitoring, customer surveys to find out satisfaction with banking services
3. Implementation of a long-term plan of cooperation with clients.
In this case, the functions:
-conducting events in accordance with a long-term plan for the development of partnerships with a client
-organization and promotion of bank services in rubles and foreign currency
-monitoring the movement of clients' funds, offering convenient schemes for placing funds
-accompanying the sale of banking products and services
-conducting preparatory work before meeting with the client
-after-sale care, that is, finding out the client's opinion on the quality of services and maintenance
-monitoring the effectiveness of the activities carried out according to the plan, determining the profitability of clients
4. Attracting priority potential customers.
In this case, the functions:
-carrying out systematic work to attract contractors for service
-carrying out work to attract funds
-attraction of potential customers available in the market
5. Scheduling the work of the manager and drawing up reports.
In this case, the functions:
-planning of work for a week based on long-term plans for the development of cooperation with the client
- a weekly report to the head of the department
-report on non-fulfillment of the main tasks
Implementation of the institution of personal managers in a bank can be difficult due to:
1.high mental load, great requirements regarding knowledge of bank products and services of competing banks
2.psychological difficulties (there are times when it is difficult to find an approach to the head or chief accountant of the enterprise and in this regard
you have to spend a lot of time and effort)

33. The use of information technology in the system of sales of banking products. Remote banking: systems

"Client-Bank" (Internet banking, on-line banking, direct banking, home
banking), Telephone-Banking systems (telephone banking, telebanking, SMS-banking), devices
self-service banking.
Analysis of foreign sources allows us to highlight the following areas
innovative development:
1. Development of a "multichannel banking system",
combining traditional technologies and new tools:
a) self-service
b) remote service
c) Internet use
d) call centers
e) highly qualified individual advice.
2. Virtual banking and financial technologies: banking management
account, cash payments, electronic signature, conclusion of contracts,
financial organizations (exchanges, banks).
3. Integrated use of new information and communication
technologies for electronic and mixed (traditional and new) marketing.
4 Collection, storage and analytical processing of internal information. New
internal control and audit capabilities.
5. Changes in the qualifications of employees: product - manager, consultant,
specialist in transactions and consultations.
6. New banking products (services) based on new technologies.
7. New self-service machines (mono and multifunctional,
informational).

34. Systems "Client-Bank" (PC-banking, home banking)

Systems accessed through a personal computer. Bank at
this provides the client with technical and methodological support during installation
systems, initial training of customer personnel, software updates
and accompanying the client in the process of further work. Client-Bank systems
provide full-fledged settlement and depository services and maintenance of ruble
and foreign currency accounts from a remote workplace. Client-Bank systems allow
create and send to the bank payment documents of any type, as well as receive from
bank account statements (information about account movements). For safety reasons in
“Client-Bank” systems use various encryption systems. Usage
systems "Client-Bank" for servicing legal entities is still one of the most
popular RBS technologies in the Russian Federation. Client-Bank systems
fundamentally divided into 2 types:
1.1 bank-Client (fat client)
The classical type of the bank-Client system. At the user's workstation
a separate client program is installed. The client program stores on the computer
all your data, as a rule, are payment documents and account statements. The client's program can connect to the bank via various communication channels.

35. Internet Client (thin client) (On-line banking, Internet banking, WEB-banking)

The user logs into the system via an Internet browser.
The Internet-Client system is placed on the bank's website.
All user data (payment documents and
account statements) are stored on the bank's website. Based
Internet Client can be provided
limited information services
functions.

36.

Art-banking - financial and consulting support
investment in art. A new service that has appeared on the financial markets
the world at the end of the 20th, beginning of the 21st century.
Most large Western credit institutions allocate within their
divisions focused on working with VIP-clients with portfolios from
500 thousand euros, art advisory departments. This service has been in Russia for several years.
offered by departments of the largest credit institutions, including
Gazprombank, UralSib, VTB, etc.
This service is designed for both corporate and private investors.
The range of services offered is diverse and covers the following areas:
· Consulting on the formation of investment quality collections;
· Analysis of collections or individual objects of art;
Advice on the selection of collections, management and long-term
maintaining their value;
· Examination of the authenticity of a work of art;
· Restoration and storage.

37.

Direct-banking is a bank without a branch network. He
offers the following types of RBS:
§ Telephone banking;
§ Online banking;
§ ATMs (in rare cases);
§ Bank mail;
§ Mobile banking.
Excluding expenses related to the organization of a branch
bank networks, virtual banks can offer more
high interest rates on deposits lower
service charges than their traditional competitors.

38.

"Telephone apparatus-bank" systems (Telephone banking, telebanking, SMS-banking)
Telephone banking is a type of remote banking
service in which the client receives banking services through
using the capabilities of telephones. Using a telephone banking system
the client can receive both information services from the bank and manage funds
on their accounts.
The telephone banking system can be implemented in two ways:
1.the client's communication by phone with the bank operator who receives calls to
a specially organized workplace (call center, call center, etc.)
2.interactive speech interaction (IVR) allowing the client to access
bank services by telephone without the participation of an operator.
The emergence and development of mobile communications has led to the emergence of another way
implementation of telephone banking, called SMS banking, in which
information services and the ability to manage their accounts client
carries out by sending SMS-messages from his mobile phone.
SOURCE http://studopedia.org/3-6519.html

39. PRACTICE 2.

ANALYSIS OF BANKING PRODUCTS AND
PACKAGE OFFERS

In general, the algorithm for active sales of banking products does not differ from the algorithm for active sales of anything. Except, of course, for the specifics of banking products and services.
The technique of selling banking products presupposes the ability to manage a conversation with a potential client, in particular in cases where the client does not have information about financial instruments for managing funds, has no experience of working with a bank, and also does not have specific experience.

Therefore, first of all, you need to study well enough yourself and understand the banking products that can be offered to your potential clients. Make for yourself an idea of the profitability of a particular product, draw up a table of competitive advantages (benefits for the client) and use it in situations where a reasoned response to the objections of potential customers is required. Identify potential problems that your product or service solves.

Banking products and services can solve the following tasks:
Income and growth
Savings and savings
Safety and reliability
Ease of use and management

A specialist in the sale of banking products must act according to a certain algorithm to organize the sale of banking products.

1. It is imperative to sketch out several scenarios for starting a conversation on the phone.
All in order, greetings, clarifying questions, etc.

2. Designate for yourself the circle of potential customers you can call. Individuals, companies, etc. Depending on the specifics of the banking products you offer.
Banks usually offer their clients a standard set of services, with a slight difference in terms - several options for deposits, lending, mutual funds under their own management, etc.

3. The next step is to search and collect the necessary information, the more information you can get about your potential client, the better you will be able to create an atmosphere of trust and interest in the personality of a potential client.
Usually the purpose of a call in active sales of banking products is to make an appointment.

In some cases, it is also possible to use the technique of several calls in cases where the interlocutor is interested in banking services, but cannot decide what will be most optimal for him. In this case, you can ask clarifying questions about the priority of tasks, find out the most important criteria in the choice of services and offer to contact a potential client a little later. In order to prepare an optimal offer that meets all the client's requirements, thereby making effective sales of banking products. Do not forget to duplicate the information on your e-mail. It will be easier for the interlocutor, in the next conversation, to navigate the offered services, seeing in front of him the necessary information on the topic of your proposal. Always be guided by a simple technique: what, first of all, in the place of a potential client, would interest you yourself? What complex of banking solutions contributed to the satisfaction of the above-listed needs?

The peculiarity of sales in the bank is that the sales manager of banking products must help the client understand the offered financial instruments, for example, explain such a mechanism as the accrual of interest on deposits, teach them how to choose the correct investment method and provide all kinds of consulting support.

One more tip. Collect objections (write down after the conversation) that you could not immediately answer on the phone. Then analyze the situation, find adequate answers to these objections, and add to your list of answers to objections.
Do not hesitate to ask your colleagues for help in solving such problems, in working out answers to the objections of potential customers.

Stay confident in yourself, in the product, in your bank despite rejections, difficulties in work.

The main technologies for the sale of banking products

How to sell banking. Bank sales. how to increase sales? How to Make Bank Branches Sell Products More Effectively - Growth Consulting - Small and Medium Business Consulting. (development, strategy, marketing, sales)