SELLING CREDIT IN BANKS
Objective:
This is a tailor-made workshop designed for bank employees to help increase diverse credit portfolio of banks through structured sales process and motivation towards sells. This 1 and ½ day workshop prepares employees for their new and changed role as a sales person. It strives to increase the willingness of employees to become a go getter and highlights on why it is important for all of us with business target to leave the comfort of our room and move closer to the customer. It also discusses variety of art of selling and specific sales skills for increased conversion ratio.
Background:
21 years ago, it was era of efficiency. Business would try to increase its bottom line by being lean and mean. Process re-engineering were done often to cut down the cost and increase the quality. 10 years ago, and till yesterday, especially in banking industry of Nepal, it was an era of merger and acquisition. To grow bigger you would either acquire other banks or merge with other FI's. But now a new era has begun. The ERA OF GROWTH.
How many of us feel that competition is good for business? Many of us would say yes and many of us would say no. Yes, competition is good but not for the business, it is good for the customers. If you have ever worked in sales you would relate to the answer above. The more competition, the more difficult it becomes for a sales person to sell its product and services. And guess what if you are selling banking products, especially credit than you are working in a high completion arena. On top of that similarity of product and services and war of interest rate has really made sales very challenging.
Profitability today comes through and only comes through growth. In a straighter forward way, you can say that growth is achieved only by eating others market share. Hence, sales than becomes an important tool to achieve or eat the market share.
Workshop Coverage:
- Why Sales and what is in it for me?
- Rock star sales person; Discovering mentality, attitude and behavior to become a Rockstar sales person.
- Understanding the math; developing a structured sales plan for increasing credit sales.
- Handling Buyer Resistance; negotiation skills.
- Building interpersonal Skills
- Developing skills to close the sale to all types of clients
- Activity to role play for case studies with video review in presence of a structured sales process practitioner demonstrating the structured sales process and participants to set Action Plans based on learning during the workshop
- Presentation of the sales planning to reach credit sales target for the coming quarter in front of the panelist.
Target Audience:
Branch Managers Relationship Managers/officers, Relationship Supervisors, other stake holders.