order taking [awr-der tey-king]: to take an order; to do whatever the client tells you to do.
Success leaves clues
It’s a simple concept really, if you want to be successful in any endeavor just look for people or organizations that are already successful and do what they do!
Reciprocity is a universal principle of influence. As a social construct, people feel obliged to give back to others the form of behaviour, gift, or service that they have received first. Friends invite you over to their house for dinner and you feel obligated to return the favour. Someone drops off a small gift to your office at Christmas and you feel the need to run out and get them something.
As technology becomes more and more prevalent in our society, financial institutions have gone through an interesting phenomenon. They used to see the client all of the time because they HAD to come into the branch to accomplish everything. Well now they don’t and the result is that many
I don't know of a financial institution that doesn't need more new business. Everyone is looking to increase their client base and expand upon the number of products per client with the goal being enhanced profitability.
Do you agree with the statement that “people love to buy, but hate to be sold”?
Whenever we ask participants for course objectives in our training sessions inevitably someone asks if we are going to cover how you respond to a rate driven client. It’s a very common challenge that many struggle with. What do you do with the client that starts their conversation with you by focusing on rate?
Is your sales process haunted by the ghost of Christmas past?
A recurring theme we have seen all year long is that more and more clients are spending less time in the branch and conducting more of their business online or over the phone. What all of this means of course is we are having less opportunity to discuss financial matters with them in any real and meaningful way.
It seems that some questions are difficult to ask. They must be because we see people taking forever to develop that habit of asking their clients more detailed problem questions.
What are we trying to do?
Selling is not complicated. There are logical steps that we go through when we buy things:
1. We decide were not happy with our current state. Whatever it is we have, or do not have currently, we decide we are not satisfied with it. That dissatisfaction creates a “need”.