Bankers in the Selling Role: A Consultative Guide to Cross-Selling Financial Services

by Linda Richardson

Intended to develop the essential selling skills needed to effectively market the broad range of credit and noncredit services banks now offer. Assist bankers in their roles as financial consultants to their customers. Updated and revised, it offers bankers a framework they can use to assess their sales effectiveness, improve their post-sales-call evaluation, and recover during a call.

192 pages, Paperback

First published January 1, 1981

Reviews

[Tom · Rating 3 out of 5]

For its time, 1984, it was likely a new perspective on the role of a banker. Even though an older book, many of the core principles are consistent with what I trained as a sales trainer for consumer bankers. I'm sure it could be updated for 2024 in terms of systems, products, etc., but the core principles are still applicable.