How I Sell Bank Products To Customer

One of the most significant barriers to be successful in selling bank products to customer is focusing more on yourself, as the salesperson, than to the customer in front of you.

Sales are mostly about human interaction and building relationships but too often, salespeople just follow their natural instinct and believe that sales are all about convincing the buyers on how great their product or service is.


The ability to sell a product or a service is a critical skill for a person's or an organization's success. Even if you are an employee and works on a salaried position, your ability to present and market yourself has the potential to multiply your income.

 

With the right marketing and selling techniques, you can position yourself at a place which you can demand a higher salary.

The best thing about any technique, not only selling technique, is that it can be trained. A person can learn and develop those techniques through a proper training program. In general, here are the summary of the sales techniques needed to sell products of a bank to prospect:

1. Prepare To Meet The Customer

Preparations or planning for sale is at the beginning of every sales process. You probably have heard this saying countless times before: "Failing to prepare is preparing to fail." There have been many approaches towards planning as we all know it, but the best planning is always the one that you find it easy to execute.

2. Opening A Sales Conversation

Impact-fully opening a sales conversation is a skill a banking sales staff needs to develop from Day 1. If you can pull this off, you'll get the customers' attention, which available in minimal supply these days, and progress to the next sales stages from there on.

3. Product Presentation

In general, there are 2 things you want to focus on:

• State the benefit(s) of the banking product or service
• Add more features with essential benefits.

All these need to be at your fingertips, and you can use Technique 1 - Preparing to meet customers - to practice or rehearsing features and benefits or vice versa before you face a real customer. This is another technique of selling for bank.

4. Proving What You've Said

This is the conviction step of the sales process.

 

A skilled retail bank sales representative knows what to use to convince prospects and how to use it. For example, to show that a product really works, you can use testimonies and stories from customers who have enjoyed the benefits of using the product.

 

But the evidence does not work all the time. With enough exposure and practice, you can pick up clues to what works best in a given situation.

5. Checking buy-in

This is a skill that allows you to go straight into sales closing.

 

To be able to reach this stage, they need to know how to read the 'buying signal,' as it is well known for. The signal comes in different form; verbal or non-verbal. How to identify it takes practice. Once you’re familiar with recognizing those signals, you can tailor your selling strategy to benefit from them.

6. Handling Objections/Addressing Concerns

It is not an overstatement to say that this is the skill banks and their sales representatives set their focus on. In my humble opinion, I agree that it is an overstatement.

 

But along the way, I was exposed to a different kind of Selling Models that do not give handling objections the attention it used to have. In particular, Newsell (updated to WOMBAT), founded by Dr. Michael Hewitt Gleeson is one of those models. Nonetheless, it still falls into a technique you need when selling banking products or services.

7. Closing The Sales

What it used to be when 'closing' is mentioned, is getting the prospect to sign the check.

 

That's not necessarily so in today's complex Buying Cycle because it can merely means moving a step forward in the cycle. For instance, once the prospects show their liking to your proposal, you then walk them through a simulation of sort to evaluate its feasibility.

 

That’s the step forward in the right direction.

 

So, asking people to commit is still another skill you need to have when selling for banks.

8. Selling Another Product

Most of the time, bank staff promotes more than one product.

 

To move from one product to another to another to another (and on and on) takes practice. This is not always necessary. It applies to people with multiple products. But it is a valuable technique to learn.

Often, we see sales positions advertised as unlimited income potential. It is essential that you realize becoming a commission-based salesperson does have unlimited income potential; however, that potential is determined by your ability to learn and apply the most effective selling banking products and services tips, and techniques.

 

Summary For How I Sell Bank Products To Customer

Using these 8 selling techniques, you can sell the bank products or services to prospects. The better you are with these techniques, the better your results (commission, incentives, etc.) will be:

1. Be prepare to meet the prospects

2. Grab their attention with engaging conversation

3. A compelling products or services sales presentation

4. Using proof to strengthen your words

5. Always check for buying signals

6. Address their concern or clear any doubts they have

7. Get their commitment or close the deals

8. Add on another service or product

Don’t try to master everything in one go. Treat this like a journey and start taking one step at a time. You got this. 

PS. If you want to get a 'feel' of implementing the ideas shared in this post, go here.