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"The most successful people in any industry are seldom the smartest or best looking...they're the people who can sell" Len Foley
What is selling?
Selling is taking an idea, planting the idea in your customers minds and making them feel they thought of it..but do it ethically.
Differentiated Offerings Credit Card Cross Potential Other Bank customers Loyalty Potential -Debit Card Life Time Value Lifetime free credit card
Exploit Exploit
Maximizing
Competitive Advantage
Someone can copy your business strategy Someone can copy your marketing Approach Someone can copy your product Someone can copy your manufacturing capabilities Someone can copy your market access
No one can copy your knowledge and relations with your customers
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Core Processes
Core Processes
Acquire new customers
Acquisition costs
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Selection
Reconsideration
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Research Stage
Determine the decision maker Basic Information Earn the customers Trust Ask Questions which play to your strength
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Analysis Stage
Requirement stage
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Confirmation Stage
Test Understanding
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Specification Stage
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Solution stage
Close Stage
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Maintenance Stage:
After Sales Service Remember if you are not watching the customer somebody else may be watching
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Sales Secrets
2 Magic Words for Sales Success Stop.. Selling The reason why Everyone wants to buy Because they only care about what interests them. How to Turn Every person into a Life long customer. Active Listening Your customers are desperate to be heard & acknowledged!
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For
e.g: If we have Mr.X holding a Credit Card we can convince him to open a saving account with us
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Suggesting
Highlighting
For
e.g: If Mr B is a senior citizen you can cross sell a Fixed Deposit which is carrying good rate of interest which are flexible also
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Cross selling
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Thank you
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