From the course: Selling into Industries: Financial Services
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Show you're prepared
From the course: Selling into Industries: Financial Services
Show you're prepared
- Just like you'd prepare for an interview, you should be preparing for your sales calls. This includes getting a good night sleep, dressing professionally and doing some homework. A successful sales process starts before you ever even speak to your buyer. But if you have lots of prospects, sometimes knowing what to research can be a daunting task. So we've picked out three critical things you need to know. First off, any changes in the buyer's marketplace. Here's an example, large financial institutions had previously written off all the millennials because they weren't buying houses. And the low possibility of a mortgage meant that a millennial probably wasn't a profitable customer. But now, as this generation is growing in size, financial institutions have learned to adapt by offering more retirement options or student loans services. As a seller, this is important for you to know. Another thing you want to find out is who does your buyer and their institution compete with? Now…
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