Bankers have a lot of knowledge at their fingertips. So much so that many of us are very eager to use what we know to help our clients as quickly as possible. Too often though, bankers approach prospective clients with a mouthful of suggestions and a list of the bank’s services. It can take a moment before we realize we should be listening to our client and, by that point, we may be too late to help them. A great banker realizes that there is a better way to deal with clients than talking over them.
To Help Your Client, Effective Bankers Listen First
Bankers are eager to help. That means we may jump into a call or meeting with a script in front of us. That script may even be one we’ve come to rely on, a successful pre-written conversation that we think is almost guaranteed to offer a high sales conversation rate for the bank. But what if we approached our next sales call or client meeting with the plan to listen instead of talk?
In his TEDTalk, “Shut Up and Listen!”, Ernesto Sirolli talks about his youth spent doing aid work in poor communities around the world. At 27-years-old, Sirolli developed a system called Enterprise Facilitation, which asks service providers to approach the people they want to help with the intention of listening to them first. People are motivated by passion for their own personal growth, says Sirolli, and we can help them achieve that growth by sharing our knowledge with them.
It’s All About Sharing The Bank’S Knowledge With The Client.
As a banker, you know the bank already has all the knowhow to help clients solve their problems. Effectively selling a bank’s offering to a client is about finding out what they need – what has motivated them to ask for help – and use your knowledge of the bank’s services to help address that need.
This sounds so easy but listening is a simple task that many bankers take for granted, because they let their knowledge and their eagerness – both of which are powerful tools – overpower their willingness to engage their clients. In essence, an effective banker knows when to shut up because they recognize the value in listening to their clients. To find out more about how to identify and maximize the value of your clients, check out Cornerstone’s Business Banking Academy.