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How to make a sale when no one wants to be sold.
In today’s marketplace, companies across the country have to face a new reality: no one wants to be sold. Recent shifts in the economy have resulted in increased consumer uncertainty and skepticism – especially as it relates to feelings and perceptions about financial institutions. Still, like any business, financial institutions must find ways to sell their products and services and not stray from their core competencies.
This presentation emphasizes two important but often-overlooked first-steps in making the sale: know your customers and know your market. These two steps allow you to identify attractive (and unattractive) and profitable target market segments; understand their financial needs, values and preferences; and take steps to ensure that your product offerings, marketing, and sales process are aligned with those needs.