THE SELLING PROCESS:
The sales process to is divided into many stages, an effective sales representative knows how to explain his/ her product to the customer.
The stages are as follows
1. Opening: In case the sales representative is visiting the client for the first time or the client is not an existing customer the representative needs to greet the client, introduce him/her self and the Bank, and then only introduce the product and strike a conversation
2. Developing A Sale: The sales person needs to extract as much specific details relating to client’s needs, problems, budget and buying criteria this would help the representative to decide which product he may offer to the client
3. Proposing A Solution: Once the sales representative has full knowledge regarding client’s needs, problems, budget and buying criteria he can go a ahead and propose various solutions to the client that meet his needs, products and services generally are not tailor made and therefore may not have the exact fitting as required therefore the products and services best suited to the client should d be proposed.
4. Eliminating Doubts: Since products and services do not fit exactly according to needs of customer, the client would have a few doubts and queries that he would want to clarify before he takes a decision. The sales representative should be in a position to answer all such queries. It is important the sales representative has the BPC knowledge*.
5. Closing: The sales should only be considered complete when the client has said yes and gives order and the money. The sales representative must try and cross sell other products or services only when the initial deal is complete.
There are 2 selling styles:
1. Push Style: In the push style the seller tries to sell what he fells the customer should buy, this is used when the client does not have much knowledge about the product or service he wants to possess.
2. Pull Style: In the pull style the sales representative identifies the customers needs, budget, etc and then sells a suitable product that matches the customers requirements. This style is used generally when the client has full knowledge of the features of the products he desires and is focused on some critical aspects of the product or service .
The sales process to is divided into many stages, an effective sales representative knows how to explain his/ her product to the customer.
The stages are as follows
1. Opening: In case the sales representative is visiting the client for the first time or the client is not an existing customer the representative needs to greet the client, introduce him/her self and the Bank, and then only introduce the product and strike a conversation
2. Developing A Sale: The sales person needs to extract as much specific details relating to client’s needs, problems, budget and buying criteria this would help the representative to decide which product he may offer to the client
3. Proposing A Solution: Once the sales representative has full knowledge regarding client’s needs, problems, budget and buying criteria he can go a ahead and propose various solutions to the client that meet his needs, products and services generally are not tailor made and therefore may not have the exact fitting as required therefore the products and services best suited to the client should d be proposed.
4. Eliminating Doubts: Since products and services do not fit exactly according to needs of customer, the client would have a few doubts and queries that he would want to clarify before he takes a decision. The sales representative should be in a position to answer all such queries. It is important the sales representative has the BPC knowledge*.
5. Closing: The sales should only be considered complete when the client has said yes and gives order and the money. The sales representative must try and cross sell other products or services only when the initial deal is complete.
There are 2 selling styles:
1. Push Style: In the push style the seller tries to sell what he fells the customer should buy, this is used when the client does not have much knowledge about the product or service he wants to possess.
2. Pull Style: In the pull style the sales representative identifies the customers needs, budget, etc and then sells a suitable product that matches the customers requirements. This style is used generally when the client has full knowledge of the features of the products he desires and is focused on some critical aspects of the product or service .