O'Reilly logo

Bank 2.0 by Brett King

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Better sales conversations

There are three classes of offer types and scripts that need to be developed for the sales conversation regularly—acquisition, cross-sell and up-sell.  These need to be reinforced with training.

Acquisition is for targeting new customers and is the most difficult to be driven from an analytics perspective, but there is a way. For example, we may have customers who have taken a credit card with us but have no savings or current or checking account. By looking at their card history, purchases and payment history, we can get a picture of potential needs. Maybe at certain times of the year they make certain big purchases that might be better funded by a lower-interest-rate credit facility, for instance.

For cross-sell and ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required