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Taking The Time Pays Dividends

From the desk of Tom Jung
 
There is an old saying, “People don't buy because they are made to understand.  They buy because they feel understood.”  This is so true.  Our customers want us to understand their personal financial situation so that we can give them the right answers to their questions and make them feel good about their decision to open a relationship with our bank.
 
In any sales situation, spend your time focusing on uncovering the “needs” of the client.  This is YOUR opportunity to learn about the client and to become familiar with why they really came into the bank.  Understanding the client’s needs is more that figuring out which types of checks they need to order.  It is finding out what is driving their decision to start a new relationship with another bank.  Are they dissatisfied with their current bank, just moved into the area, have come into a sum of money and don’t know what to do with it?  All of these situations create opportunities but only if we take the time to really understand our client.

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