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You can get behind the wheel of a car you want to buy for a test drive. You can’t do that with a loan that your bank is offering. Nor can you return the accounting advice which proved unsatisfactory. Products fulfill needs while services start relationships that evolve continuously. Tangiblizing value isn’t easy in a service
Secrets of selling professional services
A Harvard Business Review article by Warren J. Wittreich on How to Buy/Sell Professional Services set out three deceptively simple yet powerful rules:
The next time the Customers think of ‘rain’ or ‘problem’, they should see you as the ‘umbrella’ service solution provider. And applying these 3 rules could be the secret to getting there.
Sounds impressive? Newly minted in the idea factory? But here comes the surprise. These nuggets of wisdom are no less than 2 decades old and were carried by the March 1996 issue of HBR. You can read the HBR article How to Buy/Sell Professional Services here
What does it take to become a star salesperson in the challenging world of banking, financial services and insurance (BFSI)? Mercuri’s Sales Excellence Survey 2017 raised this question with BFSI clients across the world, who are among the world’s top 50 as well as boutique firms, independents and niche players. They range from global accounting firms and global banks, through insurers and asset managers to wealth managers and employee benefits consultants.
It was found that the increasing digitization of banking and financial services, has necessitated shifts in internal and external strategies of BFSI companies in all areas including sales. For instance, Europe has witnessed a preferential movement towards ‘direct and self-service banking’.
As Customer and employee touchpoints go increasingly digital, it has become important to adopt social media as a preferred tool for Customer communication and also use a blended approach to learning sales competencies.
Since product or service differentiation in this industry means packaging different processes in varying configurations, to suit specific needs of Customers, it becomes imperative to develop process specific training modules and instruments.
Set against this context, the Survey found that the sales of high performers in this domain have benefited from:
The knowledge intensity of BFSI sector makes continuous training and upskilling investments on all Customer facing staff the key differentiator for success. A later section of this issue, looks at how successful BFSI players leverage social channels to turbo charge their sales.
You can access the Mercuri International Sales Survey 2017 here
The ascent from barter to money, as a medium to exchange goods and services, is regarded as the societal equivalent of the discovery of fire. Modern societies are inconceivable without money. All nations, big or small, rich or poor, use some form of currency to run their economies. But after centuries of use, money is still among the least understood things
Money gave rise to banks and spawned financial products. Savings, loans, stocks, bonds, insurance and their countless variants have created giant businesses engaged in buying and selling money-based products or facilitating such trades
Extreme Money by Satyajit Das, a globally respected expert in finance, takes a close, hard and sometimes irreverent and cynical look at this mysterious animal. The book went on to become a best seller because it was “part history, part book financial quotations, part cautionary tale, part textbook” as reviewer Andrew Hill of Financial Times described it. It helped the book make it to the longlist for the 2011 FT and Goldman Sachs Business Book of the Year award.
Written in short sections and laced with memorable quotes and one-liners, the book is an engaging read for anyone involved in financial services. And for the rest of us, it provides an excellent overview of the invisible wheels that move the money machine.
The ‘text book’ parts are illustrated with charts and flow diagrams to demystify arcane finance concepts. It is fun to read and arms you with quotes that can add a sparkle to your conversations.. in a sales context, and otherwise.
Social selling in banks? Is that even thinkable? A blog by Jeffry Pilcher, CEO/President & Publisher of The Financial Brand suggests 5 ways in which financial products can be sold over social media without lowering their ‘aura’ in Customer minds:
10 things successful hotel Sales and Marketing Directors do every day
Selling on social does not have to feel all slimy. Just make sure you coordinate your strategy and execute with buy-in throughout your organization – from management to front line employees” sums up Pilcher in 5 Tips for Selling Banking products in social channels
Sales is about closures. Numbers? That’s for the bean counters. Does this sound familiar? The fear of numbers is quite common. Salespeople are no exception. But having a firm grasp of numbers could be your biggest advantage in sales.One of the best ways of learning such arcane stuff as financial statements is board-based business simulation.
No way like the play way. That applies to all, from toddlers to top executives
Celemi Apples & Oranges is a board-based simulation which does just that. It brings Business Acumen to life through a simple, profound model of a company – A&O Inc.
The game goes like this – you and other participants in the game are the new management team of A & O Inc. The established company is facing some tough challenges. The company is losing market share and there are increasing demands from suppliers and Customers. A & O Inc. needs a new, disciplined financial strategy. You have to make that change happen in teams
As the game goes into multiple rounds and excitement builds around the tables, you find yourself learning how to monitor cash flow, make resource utilization improvements, and measure results on the balance sheet and income statement. When the game mats are away and adrenalin flows normally again, you will discover you now know how to:
You will have developed an intrinsic sense of Financial Management that will enrich your future thought process on the job
Insights
Here are some Mercuri India’s classic Knowledge Blocks, that address opportunities and challenges which Sales Professionals deal with at work.
Read moreMercuri Mail
Our Sales Journal - Mercuri Mail - is a thoughtful compilation of meaningful articles drawn from our archives, and sales timeless management literature.
Read moreIn Essence
In Essence documents are annotations of insightful publications in academic journals of repute, fostering sales excellence.
Read moreBuild Your Library
How about building your own sales library? Here are some must reads that will make your collection meaningful!
Beyond Sales
Here is some poetry that helps you unwind all the stress , and recharge to overcome more challenges. Time to relax!