What Techniques Are Involved in Cross-Selling?
To customers, your employees are your financial institution. Customer contact employees must have an attitude that selling is a legitimate banking function. Help them develop this attitude by training them that their needs-based sales efforts help customers find the products that meet their banking needs. Customers benefit needs-based from cross-selling efforts because they receive the financial services they need and want. Suggestions and recommendations from their banker expose them to products and services that otherwise they might not have known about. Successful cross-selling is the result of recognizing a customer need and meeting that need with a useful product or service. Cross-selling helps your financial institution realize its objectives: providing useful financial services, retaining customers, attracting new customers, and staying competitive with other financial institutions. The characteristics your customer-contact employees need to include friendliness, an ability to l
