Retail Banking SALES PROCESS
1. Swot Analysis
2. Analyse Figures
Past
Present
Future
3. Sales Forecasting
4. Prospecting
5. Meeting / Presentation
6. Negotiate – Seal The Deal
7. Build The Relationship
Underlying Message
The Underlying Message That Bank Bosses
Want To Get Across Is That Sales Is a Science
– With specific skills and processes that lead
to success.
Key Characteristics / Elements
 Psychology
 Perception
 Emotional
Intelligence
 Characteristics of the Successful Sales
People / Leaders
Retail Banking Sales Course
Overview
 Understanding
Your Company Vision
 Reasons Behind The Vision
 The Present Status
 How To Realise The Vision
Your Vision of Your Company
* the reality
Your Company’s Mission
Understanding Your Company’s Mission
- What is the mission?
- Why is it important?
- How can it be achieved?
- Is There Anyone Else With A Similar Mission?
What Is Your Company’s Focus?
How Is It tied to The Mission?
Your Mission Oriented Goals
- Company
- Personal
Is There A Link?
Swot Analysis
 Product
and Services
 Five Main Competitors
Analysing The Figures
Assessing and Analysing Past, Present and
future results
- Bank
- Market Needs
- Market Trends
- Your Bank’s Market Share
- Personal Results
Sales Forecasting
•
In the other set of slides
Note – Includes – Research, Monitoring
Systems, Cold Calling, Referrals, Networking
Prospecting
The more you know about your prospects, the more
likely you are to get a positive result
The depth of research – depend on
- value of the sale
- long term value of customer
- research relating to other companies within
the sector.
Remember – people buy for emotional reasons.
- Mostly avoid or rid themselves of pain
Research
You are looking for the following information;
- general problems that companies in the general sector
you are selling to will be experiencing and that you have been
able to solve for similar companies
- general problems that companies in the specific sector
you are selling to will be experiencing and that you have been
able to solve for similar companies in the past
- Specific problems that companies in the general sector
you are selling to will be experiencing and that you have been
able to solve for similar companies in the past

•
You are also looking for areas of new opportunities for your
prospects
Tools
-
-
The internet
Company websites
Company brochures
Your competitors brochures
Clients that are your friend – fact finding
Monitoring System
‘I don’t care what system you use, just so
long as you have a system’
Zig Ziglar
Note – You Must Have A Tracking /
Measuring System
CRM System
To Keep track of your prospect ;
- contact details
- details of their business
- key people around them
- current status
- next action point
- time and date of next action point
Note – must have this for both prospects and also current
clients
Easiest way to get new business – from current clients
Results Monitor System
Results Monitor systems are not as extensive or sophisticated as CRM.
But they can produce extraordinary results
- enables you to measure your call effectiveness
- assess improvements
- assess results
e.g.
It took two dials to get an answer from anyone to the calls made
It took four dials to get through to a decision maker’s PA or
secretary
It took three conversations with a PA or secretary to get put
through to a decision maker
It took five conversations with a decision maker to get an
appointment to see one of them
Communication Skills
 Level
One
 Level Two
Use ALL Communication skills material from
the other slides – including DISC
Building Rapport
TECHNIQUES OF ESTABLISHING RAPPORT
TONE
LANGUAGE
BODY LANGUAGE
It’s All About Mirroring
Presentation Skills
 Identify
Your Strengths and Weaknesses
 Learn to Maximise Your Strengths
 How To Use Your Strengths
 Building Confidence To Hold The Floor
 Listen With Both Eyes and Ears
 Know Your Audiance
Negotiation Skills
 The
most effective negotiations are those
that result in a win / win – for both parties
 Remember – aim of any company is
repeat business / transactions
 Focus on the long term
NEGOTIATION TECHNIQUES
 Different
negotiation Styles and strategies
 Importance cross cultures
 Effective negotiators
 Bargaining zones
 Relationships
 Reciprocity
 LIM
Building Client Relationships
“A sale is only a TRUE a sale when you gain
repeat business or a recommendation from
the client”
WHY is relationship-building important?
HOW does one build solid, long-lasting
relationships?
HowThe
doesBuilding
one build solid,
long lasting
Blocks
relationships?
• Know your
• Demonstrate
integrity in all
dealings with
clients. Earn
yourself a
reputation!
• Care about your
product; Care
about your
client. They will
notice!
HONESTY
KNOWLEDG
E
CARE
TRUST
client as
intimately as
possible.
Relationship
building relies
on knowledge
to be
successful.
• Gain a client's
trust and you
are a step closer
to gaining
repeat business.
Tracking
Tracking Your Results / value added of service
and client satisfaction






Service
Clients
Financial Returns for Your Clients
Financial Returns For Your Bank
Financial Returns For You
Market – Trends and Competitors