From the course: Selling into Industries: Financial Services
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Your client's customer
From the course: Selling into Industries: Financial Services
Your client's customer
- Help me help you. It's a saying that gets tossed around a lot in sales. In order for you to help a financial institution, you need to be able to help their customers. A bank, an advisor, or an insurance broker is only as successful as their customers. And even if your solution doesn't impact the customer directly, it's important to be able to accurately tie your offering back to customer impact. At this point, you should know whether your buyer helps individuals, small businesses, large corporations, or a combination of those markets. But do you know how your solution impacts their customer? Even if your solution sits in the back office and it isn't in front of the customer, it's still having an impact. If it wasn't, then, well, you'd have no sales. Marketing, employee morale, cyber security, office furniture, printers, they all impact the customers, and the employees. Let's look at an example. If you sell printers to the headquarters of a major bank, how does that impact their…
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