Financial Marketing and Cross Selling Blog
Creating a Service Oriented Sales Culture
In a recent GonzoBanker newsletter, Steve Williams makes the case that sales culture in banks is dead and a new chapter of sales culture is about to begin with the hope that banks have the chance to get it right this time.
In this well written piece, he states, “Across the country, many banks have 10+ years of effort on sales culture without significant improvement in results, but fail to question if they are even building the right mouse trap.” He challenges banks to develop a new type of sales culture built by creating value for customers. In other words, provide a service that customers find valuable that, at the same time, initiates dialogues and creates sales.
What kind of service will do this for banks? To find the answer, you only need to look at what customers are facing today. Customers are scared. For many, the bottom has fallen out of their retirement savings. They are fearful of losing their job. They feel they have no place to turn for answers. The world as they knew it has changed.
And the world too has changed for bankers. In many cases – trust – the backbone of the customer relationship – has eroded. For banks to acquire and retain customers today they need to focus more and more on the value customers see in their bank relationship. The new customer experience needs to go beyond an array of product offerings.
To build strong relationships, banks... Read More >>
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