Page 27 - Banking Finance August 2019

ARTICLE

Y If they agree to that solution, act quickly before they Read this above all............................................
change their mind. If they don't like your solution, ask "use of ears" - it's the most important.
them what they think as a fair outcome? Y Ask - don't tell
Y Follow-up. Y Sell results - "People don't buy drills, they buy holes"

Y And remember: You can never win an argument with a Y Don't moan about the customers - We need to remind
customer!
ourselves and our colleagues just who our customers
are.
Sales Tips for a Banker
Y Keep the customer satisfied
Y Be positive about the competition
Y Sell yourselves First Six Golden Rules
Improve your face value: "Smile" Y Take rejection on the chin
Dress: Neat, clean, dignified and appropriate Y Take control of your time

Grooming: Haircut, shaving... Y Use AIDAS approach (Attention, Interest, Desire,
Hand shake: Firm and friendly... avoid "bone Action, Satisfaction)
crushing", "dead fish", "cocktail" - types of hand
Y Be humble and be honest
shakes.
Y Act like a professional
Body language: Impressive and subtle neuro-
Y Get to know about your advertising/promotional
linguistic programming.
activities
Sincerity: In looks, talk and actions.
Y Don't fear objections; use the FEAR technique to
Name: Is the sweetest possible sound for a common overcome them.
man. Make sure! it is correctly spelt and properly
Find the real reason. Ask for clarification
pronounced.
Empathize. Make it clear that you appreciate the
Small chat to build rapport. buyers point of view

Praise: Wait for a point to praise/appreciate. Answer. Either remove the objection by showing it
Good manners: "Thank you!" will not cost us any doesn't really apply in this case or accept the
thing. We don't lose anything by saying "sorry" for validity of the objection and then outweigh it with
a genuine lapse. a strong argument.
Appointments: Keep up and be prompt. Reconcile. Settle, show compatibility.

Everybody wants to be "important!" the other man
is not an exception.

"Little favors" go a long way in getting big things.
Cheerfulness and sense of humor.
“Loyalty" - to your organization and superiors.
"Empathy" - the concept of being in the other
man's shoes.
"Sorry for the interruption!" - don't interrupt when
the other person is talking.
"Preparation" for the call.
Positive attitude.

BANKING FINANCE | AUGUST | 2019 | 27