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Industry: Email Alert RSS FeedThe ABC's of The ABQ's: Review How Your CU Sells
Credit Union Journal, The, January, 2003 by Ken Bator
During a recent seminar, the speaker made a comment that was very profound and right on the money. He said that no matter how good a sales person you think you are or have been, you never really "sold" anything. The truth is the person bought but you didn't sell.In every sale that is closed the buyer came to the conclusion to buy. The salesperson (or member service rep or loan officer or SEG representative) only assisted in this process by acting as a consultative agent in reviewing all the options and helping the buyer make the decision based on sound facts. Either that or the salesperson used unethical tactics to coerce the individual to buy. It would be nice to say that the latter never happens but unfortunately it does.
Given that, the old acronym of ABC-Always Be...
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