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Concord, MA (PRWEB) December 03, 2012
Dont drop your prices, says Nick Miller, president of the bank sales consulting firm, Clarity Advantage. Sell the value; help business banking customers see the value in the banks solutions. In the companys latest sales training video entitled Better Questions Beget Bigger Sales, Miller helps business bankers move from price-based selling to value-based selling.
If a customer says, Ill do business with you if you match your competitors price, its a signal for the business banker to broaden his or her understanding of the customers operating environment, challenges, preferences, and aspirations, says Miller. Then, by asking the right questions, the banker can explore each of those four areas with the idea to develop a solution that fits, at a price that reflects the value.
Better Questions Beget Bigger Sales is one resource Clarity Advantage offers to help business bankers develop more profitable relationships, faster, with business owners, their employees, and families. The company also offers seven prepared bank sales training programs, including Talking Business with Small Business®, a classroom session for branch managers and business bankers who sell to small and medium-sized businesses.