Bankers In The Selling Role

A how-to guide--subtitled A Consultative Guide to Cross-Selling--designed to develop the essential selling skills needed to effectively market the broad range of credit and noncredit services banks now offer. Updated and revised, it offers bankers a framework they can use to assess their sales effectiveness, improve their post-sales-call evaluation, and recover during a call.

This volume shows bank executives how to turn program into a powerful marketing force. It includes valuable suggestions from bank salespeople, middle managers, and top-ranking executives.

Negotiation and Solution Selling for Banker's is a concise, practical approach to building a thriving sales practice, regardless of your industry. With more than 30 years of negotiation and selling, this book will help you improve your prospecting skill, time management, use of technology, presenting your proposal and closing, all while building a trusted-advisor's role with your clients.

The role of international banks within the developed economies has come under increasingly hostile public scrutiny, yet little attention has been paid to the structure and purpose of the banks themselves. Most existing studies concentrate on the part played by international banks as intermediaries in the domestic and international economy, failing to consider the foremost concern of the banks themselves – their success as business enterprises. This book examines the practical problems faced by the Universal Multinational banks (UMNBs) in the fields of strategic planning and business development. It explains the common constraints encountered by the UMNBs, showing that, whether they like it or not, current market pressures are governing their policies in all the developed economies. Through studying the management structures and business policies of these banks this book provides a much clearer picture of their activities in the world economy. Initially, it concentrates on the UMNBs of the USA since they have provided a strategic model for other global banking concerns. The UMNBs of Japan, Britain, France, Germany, Canada and Switzerland are then discussed to establish their similarities and differences: case studies are included at the end of each chapter to illustrate and reinforce the points made in the preceding text. Although written in 1984 the author successfully predicted many of the subsequent developments in the field of information technology and competition in world markets, which led to the emergence of global financial enterprises.

This title was first published in 2000. This collection of works explores the sources of conflict and change which affect professional occupations, the responses of these occupations to such forces and the possible or likely outcomes of these actions and reactions for the character of British management.

Banking's greatest opportunities are often overlooked and underdeveloped. In fact, a veritable gold mine is already in your bank - the customer! Have you made the most of your customers' potential? You have a full line of quality financial products and services to offer, but chances are even your best customers do business with the competition. This isn't necessarily because of pricing or product or trustworthiness. It's often due to a simple lack of effort. We all know that it is easier and more cost-effective to retain and cultivate an existing customer than it is to attract new ones. Yet, many customers are never exposed to the full range of products and services available to them. In most cases, all you have to do is ask! Relationship Banking is the key to realizing the potential of your bank's existing resources: your staff, your customers and your product line. By cross-selling products to your customers, you gain an advantage in market share, retention rates, fee income and, ultimately, profitability. Author Dwight Ritter offers workable solutions which can be put to immediate use. Inside Relationship Banking, you will find the components of a successful program, including: . Financial products and services: By identifying how your product line relates to customer needs, its appeal can skyrocket. This comprehensive analysis includes everything from savings accounts to mutual funds. Lead Product Selling: By identifying those products which customers automatically expect and linking them to related products, you create natural opportunities for effective and productive cross-selling. Lead Product Selling helps bankers meet the needs and raise the awareness of their customers.Improving communications: Good communications are essential to build, nurture and expand any customer relationship. By asking the right questions, opportunities quickly become apparent. By learning how to listen, needs can be fulfilled and relationships can be cemented. Measuring performance and productivity: Without proper tracking, no program can be at its most effective. Relationship Banking includes a tested plan for tracking the results of cross-selling efforts.

Endorsed by the Chartered Banker Institute as core reading for the Personal & Private Banking and Commercial Lending modules, Relationship Management in Banking supports and develops the need to be able to manage key customer relationships. The text considers the nature of commercial relationships and help the reader synthesise complex factors in order to develop a robust relationship management methodology. It will draw from bona fide case studies and examples that can demonstrate key relationship management concepts as well as bring learning to life and share examples of customers, good and bad, from a range of different sectors. Through case studies and providing online updates to regulations, Relationship Management in Banking considers how to critically analyze approaches to relationship management used for a variety of banking customer types and examine the impact of legislation, regulation, governance and technology on banking relationship management and customer acquisition and retention. Online supporting resources include a glossary and updates to regulation.