Empower Your Banking Sales with airSlate SignNow's Solution for Increasing Retail Sales

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the objective of this process is to maximize appropriate and ethical cross- selling at brand new customer account openings for the sake of customers all of you and stakeholders as well for customers it will guarantee that they have essential Financial products and services necessary to appropriately manage and prosper in their financial lives from the very beginning of their relationship for you it will help you master the skill set that not only applies at new account openings but will also help you to master cross- selling with existing customers and help you to meet and exceed your goals and for the bank and its stakeholders it will assure that customer relationships are solidified from the initial account opening and that cross sells are maximized at that time as well as thereafter with increases also in cross- selling throughout the entire customer base but first I just want to take a moment to absolutely clarify that what you will be learning is indeed appropriate and ethical cross- selling we are not talking about product pushing we are not talking about hitting a cross sell number just to produce a number instead this process will focus on truly helping customers with their financial needs and in the act of doing so cross- selling at Nao expectations will be met and exceeded now at this point you might be thinking hey Marty what you're saying makes sense but it's not new to us we've heard it before perhaps lesso about brand new account openings but certainly about cross- selling in general we've got some concerns okay I'm going to address them some of you might be thinking that you already know how to do this that you've heard it before that you've had the training of course you've heard something like this before however something like this is not this as you will see this training process is indeed unique and revolutionary furthermore the issue isn't if you've heard it or even been trained in it the issue is are you doing it at every opportunity and are you doing it vastly better than the competition so maybe you're now thinking why not just focus on cross selling to existing customers versus brand new customers good point the reason for starting with cross selling at naos is that it is significantly easier to cross- sell brand new customers than current customers because with brand new customers there's no historic baggage there have been no problematic complaints or dissatisfactions and therefore you're starting with a clean sled brand new customers are usually much more receptive to both your input and advice when provided in a professional and caring way Additionally the cross- selling skills that you master with brand new customers will indeed also transfer to your existing customer conversations some of you might be concerned that brand new customers will perceive you as pushy if you even mention additional products and services you may be concerned that it's not appropriate to be proactive unless customers ask you about additional products and services you might be thinking if customers wanted something else they would tell you especially as most of the time they just came in to open a single account anyway however you won't be viewed as pushy if your customer conversation is perceived as truly caring and helpful it is unfortunately not uncommon for Bankers to make erroneous assumptions about what customers think don't assume that if customers don't tell you they want something that they don't actually want it or need it in fact they might not even be aware of what they do need it is is your job as professionals to bring it to their attention the best way to think of this is what we call the Cohen Brown law and that is it is never the responsibility of customers or prospects to ask you to tell you or to understand anything about financial services it is your job to proactively educate them in fact some of you may think it's inappropriate to try to cross- sell multiple products and services at the initial account opening or during any single customer conversation for that matter and instead believe additional cross- selling should only be done over days weeks months or even years after a quotes relationship is already fully established frankly this is a banking Superstition this is a myth who says you have to wait days weeks months or years to help customers get what they really need where is the research to back this up there is none could you imagine a first visit with a doctor where the doctor only deals with a single symptom and doesn't even attempt to find out how else they can help you it's the same thing here the biggest problem may actually be your projections and your assumptions about customers thinking that if you were the customer you wouldn't want your banket to offer you additional products and services therefore it is essential that you don't make assumptions and project your value system onto customers instead proactively help customers with as many of their financial needs as possible at the first meeting as long as time permits of course furthermore there's a very high probability that this will actually impress customers and in fact positively differentiate you from your competitors who are not doing so