Written for bankers and other financial service providers, this book shows why selling is essential in today's competitive environment. Banks often view a "sales culture" with deep-rooted suspicion. But the authors show that when banks think of selling as helping, they can overcome their fears. Based on their findings in hundreds of interviews, the McCuistions conclude that to survive and thrive, today's bankers must implement a sales culture so effective that customers are literally amazed at the level of service they ...
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Written for bankers and other financial service providers, this book shows why selling is essential in today's competitive environment. Banks often view a "sales culture" with deep-rooted suspicion. But the authors show that when banks think of selling as helping, they can overcome their fears. Based on their findings in hundreds of interviews, the McCuistions conclude that to survive and thrive, today's bankers must implement a sales culture so effective that customers are literally amazed at the level of service they receive. More than 75 selling solutions that have succeeded in real banks are revealed.
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