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Author: Linda Richardson
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 198
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Book Description
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.
Author: Linda Richardson
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 198
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Book Description
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.
Author: Dwight S. Ritter
Publisher: Irwin Professional Publishing
ISBN:
Category : Business & Economics
Languages : en
Pages : 270
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Book Description
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.
Author: Leonard L. Berry
Publisher: Irwin Professional Publishing
ISBN:
Category : Business & Economics
Languages : en
Pages : 188
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Book Description
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.
Author: James I. Owens
Publisher: Lulu.com
ISBN: 1387835793
Category : Business & Economics
Languages : en
Pages : 178
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Book Description
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.
Author: Charles H. Green
Publisher: McGraw Hill Professional
ISBN: 0071502165
Category : Business & Economics
Languages : en
Pages : 287
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Book Description
Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
Author: Steve Goulding
Publisher: Kogan Page Publishers
ISBN: 0749482842
Category : Business & Economics
Languages : en
Pages : 401
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Book Description
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.
Author: J. Peter Williamson
Publisher: John Wiley & Sons
ISBN: 9780471815624
Category : Business & Economics
Languages : en
Pages : 602
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Book Description
This edited volume offers thorough coverage of the business of investment banking, including much inside information based on the extensive professional experience of the contributors. Comprising 32 chapters, covering every facet of investment banking, from its historical origins in the U.S. to the current high-dollar activity in mergers and acquisitions. Contributors are noted businessmen and academics from the U.S., Canada, Europe, and Japan. Chapters fall into eight sections: investment banking today, raising capital, transactional activities, specialized financial instruments, tax-exempt financing, broker activities, commercial banks and investment banking, and investment banking outside the United States. Raising capital is traditionally what investment banking is all about, and the Handbook explains who does it and how it's done.
Author: Matthew Krantz
Publisher: John Wiley & Sons
ISBN: 1118615778
Category : Business & Economics
Languages : en
Pages : 384
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Book Description
Enrich your career with a review of investment banking basics One of the most lucrative fields in business, investment banking frequently perplexes even banking professionals working within its complex laws. Investment Banking For Dummies remedies common misconceptions with a straightforward assessment of banking fundamentals. Written by experts in stock market proceedings, this book runs parallel to an introductory course in investment banking. It clearly outlines strategies for risk management, key investment banking operations, the latest information on competition and government regulations, and relationships between leveraged buyout funds, hedge funds, and corporate and institutional clients. With this reference, you can ace investment banking courses and grasp the radical changes that have revamped the stock market since the financial crisis. Thoroughly addresses the dramatic financial changes that have occurred in recent years Outlines expectations to prepare you for the future Teaches the practical aspects of finance and investment banking, how to value a company, and how to construct a financial model No serious business student or banking professional should be without the basic knowledge of issuing bonds, stocks, and other financial products outlined in this excellent resource.
Author: Jeri J. Leach
Publisher:
ISBN:
Category :
Languages : en
Pages :
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Book Description
Developing a sales-oriented personal banker program at a retail bank which must use relationship banking to survive in an increasingly competitive environment is a complex task. Personal bankers with sales aptitude, which includes characteristics such as empathy and ego drive, must be recruited, trained in the fundamental skills of listening, asking the right questions, making recommendations based on client needs, and controlling the relationship through ongoing personal contact, and given precise role definitions. Personal bankers can be motivated to perform through incentives (both monetary and nonmonetary) based on evaluation of a personal banker's total customer relationships and through a sales manager who maintains ongoing training programs, sets goals, provides feedback, and serves as a role model.
Author: Martin Mayer
Publisher:
ISBN: 9780679400103
Category : Business & Economics
Languages : en
Pages : 576
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Book Description
