SME Banking Sales departments help SME companies grow their revenue and reduce financial stress through developing customer centric products and services through different stages of their growth. Services offered can include working capital funding packages, expansion and growth funding, forex packages, commercial property loans, trade facilities, asset-based financing etc. The Sales professional understands the client company’s pain points and challenges and what drives the Director’s mindset. This professional helps design financial solutions to help the SME company overcome challenges with regard to smooth operation in the areas of Client relations, Sales & Marketing, Production and Raw Material, New Property acquisition, Employee salaries and supplier commitments.
SME Sales professionals are a unique breed that has to be thick skinned to deal with cold calling objections and sales rejections. They need amazing self-discipline, self-motivation and resilience to keep moving forward through the smoke screen of objections to find appointments & sales day in and day out. They need to be professional listeners and eloquent speakers. They realize that they can only survive in this high pressure environment if they begin to look at the world through their customers’ perspective and act accordingly. They employ proven rapport building techniques to gain trust and prosper. They are masters at the ability to create pictures in the prospect’s mind through what they say and how they say it. To top it all off, they require razor sharp consultative selling skills to solve customer problems through offering the most beneficial solutions.
This program is designed for SME Banking Sales Executives commonly known as Relationship Managers and their immediate supervisors
Get past the 1st 20 seconds of a cold call with confidence and skill
Acquire new borrowing accounts through cold-calling and referrals
Customize financial and investment solutions to meet the needs
Establish and maintain long term and profitable banking relationships with both existing and prospective clients
Up-sell and Cross Sell other products
Improve questioning and listening skills
Identify customer’s real emotions, needs and match with appropriate benefits.
Sharpen their closing skills in order to clinch the sale.
Handle objections effectively and treat them as new opportunities
Build better relationships with difficult prospects using empathy
Seek buying signals and act accordingly
Experience a substantial increase in New Sales and long-term clients
The trainer shall provide a cold call appointment setting script for all participants customized according to the client bank’s actual product benefits and features. This script shall include:
Selling & cross-selling the client bank’s actual SME related products.
Impactful call opening dialogue that reduces the risk of early rejection in a cold call.
Probing questions to uncover the SME’s pain points and growth aspirations
Emotional benefit statements that generate positive responses
Closing questions and objection handling dialogue relevant to the actual objections encountered on a daily basis