CA Ankush Jain’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

👇 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

3 Steps to Implement During Sales Conversation with a Client. 1. Deeply explain the value of the services you intend to provide for the client. 2. Destroy any obstacle you feel can hinder the client from releasing their hard earned money. 3. Set high standards so the client will understand how much you value your time, skill and agreement. If you can implement these steps, there is no way your client will not ask for your bank details. Reference: Coach Emenike Emmanuel.

🚨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.⬇

You are a sales manager or relationship manager and meeting the customer for the first time- Besides from developing good relation and making good impressions from your communication and presentation skills, You need to know your borrower. Therefore there are some questions which you need to ask and discuss with the borrower upfront so that the further engagements can be more fruitful. In this video, I have discussed some questions which you should ideally ask from the borrower before representing the case further to sanctioning authorities in the bank. This can save a lot of time of you and your other bank colleagues and thereby you can focus on fruitful deals only. #salesmanager #relationshipmanager #ankushjain #caankushjain https://lnkd.in/gwPuK_Kn

"𝗔𝗟𝗪𝗔𝗬𝗦 𝗕𝗘 𝗖𝗟𝗢𝗦𝗜𝗡𝗚" 𝗜𝗦 𝗪𝗥𝗢𝗡𝗚 As sales people, we have all heard the famous line uttered by Alec Baldwin in the wonderful movie Glengarry Glen Ross... "A always, B be, C closing. Always be closing...ALWAYS BE CLOSING!" And although entertaining, and perhaps true back in the 70's and 80's, this approach is not only a terrible philosophy, it will kill your sales. Why? Because it takes the focus away from the customer and puts it squarely on you, the selfish, commission-breathed salesperson. You see, if you are focused solely on SELLING the prospect, you won't sell very much at all, because not only will the prospect feel it and sense it, you will also fulfill the expectation they had going into the sales conversation - that all salespeople suck and are in it for themselves. So instead of ABC - always be closing, I use the same acronym, but with a different C. ABC, for me, stands for 𝗔𝗟𝗪𝗔𝗬𝗦 𝗕𝗘 𝘾𝙃𝙀𝘾𝙆𝙄𝙉𝙂 Instead of always focusing on "closing" the customer, getting them to say yes with silly objection-handling techniques and high-pressure tactics, your focus should be on "checking" in with the prospect throughout the sales call. Not closing. 𝘾𝙃𝙀𝘾𝙆𝙄𝙉𝙂. Asking open-ended, thoughtful questions throughout your conversation will make the customer not only feel heard, but will also feel like you are understanding what they want, or need, without coming across as salesy. It will give them the feeling that you are "checking" in on them, on how they're doing during this sales interaction, rather than the feeling that you are simply selling (or closing) them. Simple questions like these, sprinkled throughout, are game-changers: "𝐒𝐨 𝐥𝐞𝐭 𝐦𝐞 𝐩𝐚𝐮𝐬𝐞 𝐡𝐞𝐫𝐞 𝐟𝐨𝐫 𝐚 𝐬𝐞𝐜𝐨𝐧𝐝, 𝐡𝐨𝐰 𝐝𝐨𝐞𝐬 𝐞𝐯𝐞𝐫𝐲𝐭𝐡𝐢𝐧𝐠 𝐬𝐨𝐮𝐧𝐝 𝐬𝐨 𝐟𝐚𝐫?" "𝐁𝐞𝐟𝐨𝐫𝐞 𝐈 𝐜𝐨𝐧𝐭𝐢𝐧𝐮𝐞, 𝐰𝐡𝐚𝐭 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬 𝐝𝐨 𝐲𝐨𝐮 𝐡𝐚𝐯𝐞 𝐚𝐭 𝐭𝐡𝐢𝐬 𝐩𝐨𝐢𝐧𝐭?" (NOT - Do you have any questions?) "𝐁𝐚𝐬𝐞𝐝 𝐨𝐧 𝐰𝐡𝐚𝐭 𝐈 𝐣𝐮𝐬𝐭 𝐬𝐡𝐨𝐰𝐞𝐝 𝐲𝐨𝐮, 𝐰𝐡𝐢𝐜𝐡 𝐨𝐧𝐞 𝐝𝐢𝐝 𝐲𝐨𝐮 𝐥𝐢𝐤𝐞𝐝 𝐭𝐡𝐞 𝐦𝐨𝐬𝐭?" "𝐆𝐫𝐞𝐚𝐭! 𝐖𝐡𝐚𝐭 𝐝𝐢𝐝 𝐲𝐨𝐮 𝐥𝐢𝐤𝐞 𝐚𝐛𝐨𝐮𝐭 𝐭𝐡𝐚𝐭?" (NOT, Did you like that?) You get the point...hopefully. So stop CLOSING and start CHECKING instead. Your prospects, and your bank account, will thank you. #allanlanger #the7secrets #sales #selling #inhomesales

One of the ways of trying to achieve improved teamwork between the sales and credit management departments would be to introduce something which I call “the sales rep’s 🤝 checklist”. How does this work? A good way of doing this would be to provide your sales team with a standard list of questions which your business—and especially your credit management department—would find useful to assist them with their vetting process and decision-making. These questions can be made available on any mobile device for easy access once the rep’s “scouting exercise” has been completed. This could involve taking a photograph of the premises of the potential customer and even of the actual representative who will be completing and signing the application to do business.😁 It would be interesting to see how your business will view a potential customer not agreeing to being photographed and denying a photograph being taken of the business. To my mind, such a refusal will surely cast some doubt over their integrity and honesty. 🤝

📖 Interesting read from respected sales trainer Jim Doyle : 👨🏫 A completely different approach than most short-term oriented sales books that prioritize profit over customer service. 💡 His inspiring manual argues that your customers should always win, because when they win, you do, too. 🌟 🤝 Servant salespeople, Doyle argues, gain major contracts, big commissions and long-term, repeat customers. ⛳ Check this for more details:

One of the ways of trying to achieve improved teamwork between the sales and credit management departments would be to introduce something which I call “the sales rep’s 🤝 checklist”. How does this work? A good way of doing this would be to provide your sales team with a standard list of questions which your business—and especially your credit management department—would find useful to assist them with their vetting process and decision-making. These questions can be made available on any mobile device for easy access once the rep’s “scouting exercise” has been completed. This could involve taking a photograph of the premises of the potential customer and even of the actual representative who will be completing and signing the application to do business.😁 It would be interesting to see how your business will view a potential customer not agreeing to being photographed and denying a photograph being taken of the business. To my mind, such a refusal will surely cast some doubt over their integrity and honesty. 🤝

One of the ways of trying to achieve improved teamwork between the sales and credit management departments would be to introduce something which I call “the sales rep’s 🤝 checklist”. How does this work? A good way of doing this would be to provide your sales team with a standard list of questions which your business—and especially your credit management department—would find useful to assist them with their vetting process and decision-making. These questions can be made available on any mobile device for easy access once the rep’s “scouting exercise” has been completed. This could involve taking a photograph of the premises of the potential customer and even of the actual representative who will be completing and signing the application to do business.😁 It would be interesting to see how your business will view a potential customer not agreeing to being photographed and denying a photograph being taken of the business. To my mind, such a refusal will surely cast some doubt over their integrity and honesty. 🤝