This document discusses the concept of buyer motivation in the context of innovative banking products and services. It explores the psychological factors and decision-making process that influence consumer purchases. The document also covers the common steps in a selling process, the importance of addressing buyer resistance, recent disruptors to traditional consumer banking services, and the changes organizations need to make to adapt to consultative selling. Additionally, it examines prospecting methods and management strategies, as well as the strengths and weaknesses of low interest personal loans. Finally, it explains the concept of cross-selling in relation to financial products.
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