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.

Banking products and services are continually evolving and becoming more innovative. Understanding buyer motivation is essential for banks in order to stay ahead of the curve. This document analyzes buyer

Analyzing Buyer Motivation in Banking Products and Services

Analyzing Buyer Motivation in Innovative Banking Products and Services

Personal Selling

This article covers various topics related to prospecting for new clients in finance and mortgage broking, including buyer motivation, selling process, conflict resolution, disruptors to traditional consumer banking services, consultative selling, prospecting methods, low interest personal loans, cross selling and more. It also includes references to relevant books and journals.

University of Ottawa

Professional Development

Prospecting for New Clients in Finance and Mortgage Broking - Desklib

This document provides an explanation of the difference between up-selling and cross-selling in financial services, using examples. It also discusses the advantages of active listening, the benefits of relationship marketing for banks, ethical issues in selling financial service products, strategies to overcome objections, tools and strategies to become a successful customer relationship marketing manager, the importance of CRM technology for banks, and the reasons behind the adoption of the 'Know your customer' strategy.

Difference Between Up-selling and Cross-selling in Financial Services

This document is Assessment 1 for FNSFMB402 Identify client needs for broking services. It provides knowledge and understanding of the concept of 'honeymoon rates' offered by lenders periodically and the information required by a mortgage broker to verify the credit status of a home loan applicant.

Finance

FNSFMB402 Assessment 1 Knowledge

This document is Assessment 2 for the FNS40815 Certificate IV in Finance and Mortgage Broking course. It involves developing a cold calling script for a financial product and practicing cold calling with 10 contacts. The document provides instructions and templates for completing the assessment.

FNS40815_ FNSSAM403 Assessment 2REAA

This assessment covers knowledge about credit products, credit application processes, financial services provider's credit assessment policy, National Credit Code, and types of security required to obtain a small business loan. It includes activities such as completing a table to demonstrate understanding of credit products, identifying ways to assist clients with different levels of understanding, explaining key features of a financial services provider's credit assessment policy, and describing the main types of security required to obtain a small business loan.

FNSCRD301 Process applications for credit, Assessment 1 - Knowledge

The MAR001-1 exam paper consists of two sections, multiple choice questions and a mini case analysis of the marketplace. The mini case discusses Veg.co, a food application that helps tourists and locals in Paris find vegetarian and vegan restaurants. The paper covers topics such as segmentation, customer persona, pricing strategy, and marketing communication proposals.

Analyzing Buyer Motivation in Innovative Banking Products and Services

End of preview

Prospecting for New Clients in Finance and Mortgage Broking - Desklib

Difference Between Up-selling and Cross-selling in Financial Services

FNSFMB402 Assessment 1 Knowledge

FNS40815_ FNSSAM403 Assessment 2REAA

FNSCRD301 Process applications for credit, Assessment 1 - Knowledge

Principles of Marketing MAR001-1 Exam Paper

Analyzing Buyer Motivation in Innovative Banking Products and Services

End of preview

Prospecting for New Clients in Finance and Mortgage Broking - Deskliblg...

Difference Between Up-selling and Cross-selling in Financial Serviceslg...

FNSFMB402 Assessment 1 Knowledgelg...

FNS40815_ FNSSAM403 Assessment 2REAAlg...

FNSCRD301 Process applications for credit, Assessment 1 - Knowledgelg...

Principles of Marketing MAR001-1 Exam Paperlg...

Prospecting for New Clients in Finance and Mortgage Broking - Desklib

Difference Between Up-selling and Cross-selling in Financial Services

FNSFMB402 Assessment 1 Knowledge

FNS40815_ FNSSAM403 Assessment 2REAA

FNSCRD301 Process applications for credit, Assessment 1 - Knowledge

Principles of Marketing MAR001-1 Exam Paper