1. SELLING SKILLS
FOR BANKERS

2. Two Main Skills
 Recognizing Sales
opportunities
 The Banker’s Selling
Process
1. Gathering Information
2. Making Recommendations
3. Gaining commitment

3. Recognizing Sales Opportunity
A request for information
A routine transaction
A request for service
A problem or complaint

4. Bankers Selling Process
Gathering Information
 Get Permission to ask question
b. Explain why
c. State how this will help the customer
 Ask question to uncover customers
need
e. Open Question
f. Closed Question

5. Bankers Selling Process
Making Recommendation
 Confirm the need
 Make Recommendation using benefits

6. Bankers Selling Process
Gaining Commitment
 Check for Agreement
 Get the customer to take action
 Thank the customer

7. CROSS SELLING

8. Make a transition statement
Follow the Bankers selling process
1.Gathering Information
2.Making recommendation
3.Gaining Commitment

9. BUILDING RAPPORT

10. ACKNOWLEDGING
Make a statement that shows you
understand what was said.

11. Giving Nonverbal sign of
attention
 Smile
 Make eye contact
 Nod your head
 Sit in an attentive position
 Change facial expression
 Take notes

12. SELLING CHALLENGE

13. When customer
misunderstand what you say
 Rephrase customer statement in the
form of a question
 Present benefits to clear up the
misunderstanding

14. When customer doubt
something about your product
Offer Proof

15. When customer do not see a
need for your product
 Ask question to uncover other needs
 Present benefits to satisfy those needs

16. THANK YOU