Sales Techniques: Banking & Financial Services

Do you find it increasingly difficult to differentiate your offerings from those of the competition? Do your sales techniques tend to rely on describing your company and its offerings to attract customers? Are you less than satisfied with your cross-selling efforts?

Financial services products - be they advice or money - have become commoditised. Banks sales techniques all look the same to buyers. The principal challenge in the market today is differentiation. Great products, exceptional service and a strong brand are no longer enough to set you apart. In today’s highly competitive market, banks and their sellers need to differentiate themselves through how they sell, not what they sell. They must trade on expertise and knowledge; they need to learn to engage in diagnostic questioning that leads the customer through a process of self-discovery.

• Ambit Group
• ANZ Banking Corporation
• Bank of America
• Booz Allen Hamilton
• Cap Gemini
• Challenger
• Colonial First State 
• Commonwealth Bank
• Citibank
• Deutsche Bank
• Ernst & Young
• GE Commercial Finance
• HBOS Australia 
• JP Morgan Chase
• Macquarie Bank
• MasterCard 
• MetLife
• MLC
• PricewaterhouseCoopers
• Royal Bank of Scotland
• Standard Chartered
• Swiss Re Life & Health
• Toyota Financial Services
• Zurich Financial Services

Want to learn more on our Sales Techniques ? To learn more download our white papers:

Creating Real Value for Banking Clients
Why Cross-Selling Fails