Abdulmalik Sanni’s Post

👇 Are you a sales/Relationship manager in the bank and struggling to enhance your technical knowledge? Then these videos 👇 are for you. I am building a course specifically designed for the needs of the sales team so that they can perform their job in a better way. Presently I have made 9 videos and am planning on making 5-6 more for the sales team. Here is the complete playlist link 👇 https://lnkd.in/gab4KCbE Video 1: How to enhance your knowledge? https://lnkd.in/gWN__A_H Video 2: Understand the complete profile of a sales manager or relationship manager https://lnkd.in/gwS7BWCa Video 3: What questions you should ask from the borrower in the first meeting itself https://lnkd.in/gA5uQrBU Video 4: How to do a quick analysis of the balance sheet https://lnkd.in/g3REg49x Video 5: How to do quick analysis of profit and loss account https://lnkd.in/gwBEzgcg Video 6: How to resolve CIBIL queries of credit manager https://lnkd.in/g4aJXbrx Video 7: How to justify the declining sales trend https://lnkd.in/g5Rckqpp Video 8: How to justify a declining profit trend https://lnkd.in/gBSpA88s Video 9: Meaning of all the ratios https://lnkd.in/gY-HKEa5

"Treat customers like prospects, not suspects" - Dale Vermillion I was reading Kyle Draper & Brian Vieaux, CMB book "Rethink Everything You Know about being a next gen loan officer" and came upon this great quote from Dale. It could not be more true. I have listened to thousands of phone calls over the years and have seen this first hand. A customer calls in and the first thing the sales person does is immediately starts interrogating them. You should first thank the customer for calling, LISTEN to the customer and find their reason for inquiring, and then craft your sales pitch around it. Then show the customer the VALUE of your product offering with terms they can understand. Don't overcomplicate things, listening can go a long way in sales.

👇 Are you a sales/Relationship manager in the bank and struggling to enhance your technical knowledge? Then these videos 👇 are for you. I am building a course specifically designed for the needs of the sales team so that they can perform their job in a better way. Presently I have made 9 videos and am planning on making 5-6 more for the sales team. Here is the complete playlist link 👇 https://lnkd.in/gab4KCbE Video 1: How to enhance your knowledge? https://lnkd.in/gWN__A_H Video 2: Understand the complete profile of a sales manager or relationship manager https://lnkd.in/gwS7BWCa Video 3: What questions you should ask from the borrower in the first meeting itself https://lnkd.in/gA5uQrBU Video 4: How to do a quick analysis of the balance sheet https://lnkd.in/g3REg49x Video 5: How to do quick analysis of profit and loss account https://lnkd.in/gwBEzgcg Video 6: How to resolve CIBIL queries of credit manager https://lnkd.in/g4aJXbrx Video 7: How to justify the declining sales trend https://lnkd.in/g5Rckqpp Video 8: How to justify a declining profit trend https://lnkd.in/gBSpA88s Video 9: Meaning of all the ratios https://lnkd.in/gY-HKEa5

Unlike borrowing money, you can't go to the bank to just get more customers. So it’s best to treat them like the scarce resource that they are. Which means, getting better at sales. Every sales call matters. I’ve always disliked sales. I love talking to people, but don’t like to “sell” To make the most of each conversation, you need more than just hope —you need a strategy. When I learned about Sales Battle Cards I found a framework that allows me to be natural in conversations, but stay inside a framework. Battle cards provide a tactical map through the entire sales process: Qualifying leads. Overcoming objections. Highlighting the benefits (not features). Call to action (next step) When you use a battle card you’re leading the conversation, digging into pain points, and offering tailored solutions. It's about understanding your ideal customer and aligning your value proposition to what they truly need. If you’re interested in improving your sales process would you like a copy of mine?

If you're a banker listening to general sales advice on handling objections—stop. You're wasting your time. You don’t face objections. You face excuses. Most sales advice out there isn’t built for you. Good on you for being proactive though. It’s people like you that win. So keep going.

If you want to sell more loans then learn how to tell a story. Not just any story. Position your pitch as a logical, connected chain of events that leads directly to the client’s success. How do I know? Sales is a huge part of what I do. I sell every day - and I’m very good at it. There is no secret or natural abilities. I’ve taught myself how to tell a story that highlights a client’s pain points and proves that I offer the best solution on the market. Of course your offer must be backed by excellent execution… otherwise what’s the point? It’s just a skill, and that’s all there is to it. If you want to learn how to sell more loans and automate your workflow - let’s chat 👍

4E Sales Model: ENCOURAGE Most potential new customers already have a banker and/or may not feel they have a need for your solutions. So why would they want to meet with you? It is your job to encourage them to meet. Identify who you want to meet and consider what would motivate them to meet with you. Contacting prospects so you can learn more about them and tell them all about your wonderful solutions is YOUR motivation to meet .... NOT THEIR motivation. Position yourself as a valuable finance adviser who clearly understands their challenges (be specific) and who genuinely wants to offer advice to make their life better. Now THAT sounds like someone I would be encouraged to meet! #salesexcellence #salestraining #communitybanking #bankers #financeprofessionals #salesprocess #moremeetings #4Esalesmodel

The other day, I overheard one of my sales guys on the phone with a frustrated client. He was joking around, asking, "Would you take a free loan at 0 percent interest?" and laughing it off. I had to step in and tell him, "Stop messing around and recognize that the client is frustrated. Instead of arguing like everyone else, show him you’re here to help." I explained that arguing with clients gets you nowhere and wastes time. Instead, be the salesperson who stands out by being empathetic and engaging. He took my advice, changed his approach, and even sent an apology text to the client after the call. The client called back, appreciated the sincerity, and they ended up having a great one-hour conversation. I joined the call and helped close the deal. The client mentioned that out of ten salespeople, my guy was the only one who showed understanding and kindness. This experience is going to stick with him. Whenever he deals with a difficult client, he’ll remember to switch from messing around to genuinely helping. We shared this story in our team meeting and thanked the client for helping us learn this valuable lesson. Now, this will be a client for life.

The other day, I overheard one of my sales guys on the phone with a frustrated client. He was joking around, asking, "Would you take a free loan at 0 percent interest?" and laughing it off. I had to step in and tell him, "Stop messing around and recognize that the client is frustrated. Instead of arguing like everyone else, show him you’re here to help." I explained that arguing with clients gets you nowhere and wastes time. Instead, be the salesperson who stands out by being empathetic and engaging. He took my advice, changed his approach, and even sent an apology text to the client after the call. The client called back, appreciated the sincerity, and they ended up having a great one-hour conversation. I joined the call and helped close the deal. The client mentioned that out of ten salespeople, my guy was the only one who showed understanding and kindness. This experience is going to stick with him. Whenever he deals with a difficult client, he’ll remember to switch from messing around to genuinely helping. We shared this story in our team meeting and thanked the client for helping us learn this valuable lesson. Now, this will be a client for life.

🚨Picture this: your top sales rep is killing it and almost single-handedly supporting the growth of your business. Then they put in their notice.🚨   Why? They tell you they love the company, the culture, and the product, but there’s too much red tape to close deals.   Feeling like it takes too long to get approval from the credit department (if they approve the deal at all) and needing new financial information every time a current customer wants to increase their purchases.   To working so hard through the prospecting process to fighting with your head of credit management to simply get it done, your salespeople are simply tired of dealing with it and missing out on money.   What if you could provide a system where your credit manager could say yes more quickly, alleviate virtually all of the complaints your top salespeople have, and still keep your risk on terms low?   Comment below if this sounds familiar.⬇