Retail Banking at Strategic Sales Approach
Retail Banking at Strategic Sales Approach
Retail Banking
Khaled Afzal Rahim
Head of Retail Banking Division
NCC Bank Limited
Evolving
Consumers
36.30%
0-14
Total Population
in million
NCC Bank Limited
33.60%
59.40%
15-64
65+
2012
4.20%
148.
8
61.60%
4.80%
161.
0
Source: U.S. Census Bureau, International Data Base
Retail Banking
Trends
Banks continue to offer
@
NCC Bank Limited
Refine and maximize your competitive advantage and product & service
differentiation to increase market share and margins.
Increase sales win ratios and shorten sales cycles by refining and aligning
sales and marketing messaging to capitalize on your value proposition and
your competitor's weaknesses.
If you feel there is a realistic chance of getting the account, which strategy
will you use?
7.
If you can't get the whole project, what piece would competitively
advantage you for the next purchase?
8.
How sure are you that you can get this sale?
Self Regulation
Self control
Trustworthiness
Carefulness
Adaptability
Innovation
Motivation
Achievement drive
Commitment
Initiative
Optimism
NCC Bank Limited
Effective Selling
Techniques
Prospecting
a.
b.
c.
d.
e.
f.
Build relationships
Be persistent
Use a script
Be creative
Communicate your belief in your product
Expect rejection
i.
ii.
A need.
2.
A sufficient budget.
3.
2.
3.
4.
5.
Presentation
Questions
Discovering a prospect's needs can be challenging in the early stages of selling.
Because prospects don't know you they tend to be much more reserved in the
information they provide. Many are not comfortable telling you about their needs,
weaknesses and concerns until some rapport and comfort has been established.
If you really want to give prospects a reason to buy from you, you need to give
them a reason. One of the most effective ways to do this is to ask a few well
thought-out questions to uncover what is important to the prospect.
Closing
1.
Shows no fear
2.
3.
4.
5.
6.
Immune to rejection
7.
8.
9.
2.
3.
4.
5.
Confidence
1.
2.
Tell yourself that whatever cloud you're operating under will soon
pass
3.
4.
Tell yourself, "Every day, in every way, I'm getting better and
better!"
5.
Creative Selling
Techniques
Identifying the Customers Banking Need
Proposing a Customized Solution to Satisfy that Need
Provide Valued Added Customer Service
Assure Customer to Keep Confidentiality
Maintain Long Term Relationship
Importance of Customer
Service
What
Skills are Needed
Showing Friendliness
Showing Helpfulness
Effective use of Body Language
Having Good Product Knowledge
Develop Listening skills
Showing Courtesy
Develop Effective complaint Handling Skills
Wrapping up
with
Q&A