This document outlines skills for bankers to improve their sales abilities. It discusses two main skills: recognizing sales opportunities such as requests for information or problems, and following the banker's selling process of gathering information by asking questions, making recommendations using benefits, and gaining commitment from the customer. The document also provides tips for skills like building rapport, acknowledging the customer, using nonverbal cues, and addressing challenges like customer misunderstandings or doubts.

1. SELLING SKILLS
FOR BANKERS

2. Two Main Skills
 Recognizing Sales
opportunities
 The Banker’s Selling
Process
1. Gathering Information
2. Making Recommendations
3. Gaining commitment

3. Recognizing Sales Opportunity
A request for information
A routine transaction
A request for service
A problem or complaint

4. Bankers Selling Process
Gathering Information
 Get Permission to ask question
b. Explain why
c. State how this will help the customer
 Ask question to uncover customers
need
e. Open Question
f. Closed Question

5. Bankers Selling Process
Making Recommendation
 Confirm the need
 Make Recommendation using benefits

6. Bankers Selling Process
Gaining Commitment
 Check for Agreement
 Get the customer to take action
 Thank the customer

7. CROSS SELLING

8. Make a transition statement
Follow the Bankers selling process
1.Gathering Information
2.Making recommendation
3.Gaining Commitment

9. BUILDING RAPPORT

10. ACKNOWLEDGING
Make a statement that shows you
understand what was said.

11. Giving Nonverbal sign of
attention
 Smile
 Make eye contact
 Nod your head
 Sit in an attentive position
 Change facial expression
 Take notes

12. SELLING CHALLENGE

13. When customer
misunderstand what you say
 Rephrase customer statement in the
form of a question
 Present benefits to clear up the
misunderstanding

14. When customer doubt
something about your product
Offer Proof

15. When customer do not see a
need for your product
 Ask question to uncover other needs
 Present benefits to satisfy those needs

16. THANK YOU