Archive for June 6th, 2008

Tellers and the Fear of Selling

Posted on June 6, 2008. Filed under: Uncategorized |

Getting bank and credit union tellers to sell has always been a challenge, even if they’ve had all the sales training money can buy. Yesterday during a coaching session at one of my client’s branches, a new teller admitted that the reason he didn’t make referrals for products is because he 1)  doesn’t like rejection, and 2) is afraid of looking foolish since he doesn’t know enough to answer questions. I couldn’t argue! No one likes rejection, or willingly opens themselves up to looking like a fool.

We spent the rest of the session talking about his “script”, and why he was being rejected so often. He had fallen into the selling-the-product-and-not-the-benefits trap that so many of us fall into. And, he assumed that everyone he spoke to knew what the products were, a big mistake, because most don’t.

The solution was (more…)