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Your Sales and Service Performance Enhancement Partner
Blog
Taking The Time Pays Dividends
| Posted on August 13, 2013 at 10:35 AM |
From the desk of Tom Jung There is an old saying, “People don't buy because they are made to understand. They buy because they feel understood.” This
is so true. Our customers want us to
understand their personal financial situation so that we can give them
the right answers to their questions and make them feel good about their
decision to open a relationship with our bank. In any sales situation, spend your time
focusing on uncovering the “needs” of the client. This is YOUR opportunity to learn about
the client and to become familiar with why they really came into the bank. Understanding the client’s needs is more that
figuring out which types of checks they need to order. It is finding out what is driving their
decision to start a new relationship with another bank. Are they dissatisfied with their current
bank, just moved into the area, have come into a sum of money and don’t know
what to do with it? All of these
situations create opportunities but only if we take the time to really
understand our client. |
Categories: Sales and Service
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