Selling a Bank’s Services to “Low Reactors”

Posted by financer | June 28, 2010 .

Who are “low reactors”? Many of them are those who handle finance and other services on behalf of someone else. Often times, bank managers find difficulty in getting enough information and feedback because they only give neutral information during interview that leads to failure in closing the deal.

How should a manager handle a “low reactor” prospect? The following will help in getting better result when selling bank services to a “low reactor”: Firstly, identify “low reactor” correctly. The manager should not confuse a low level reaction with the presence of objection. Secondly, avoid repetition. The manager, when trying to persuade a “low reactor”, should be careful to observe his own behavior. Repetition to a “low reactor” will waste time and weaken the start-up interview. And thirdly, ask questions. The manager should ask lots of questions to get instant reaction.

When selling to a “low reactor”, there are traps that a bank manager must avoid and these are:

Do not lose voice control. The manager should continue his interview in the normal way despite lack of reaction from the prospect.

Do not lose sequence. The manager should not leave out key areas and mix up the sequence of intended points. A prepared guideline will be a big help.

Do not exaggerate. There are managers who are overstating and exaggerating to “low reactor” just to find out later that such action would lead them later to further confusion or controversy.

Do not feed objections to the prospect. The manager must not assume that the “low reactor” has a hidden objection. There is a danger in feeding objections to the prospect in an attempt to uncover hidden objections.

In summary, a manager must exercise careful planning by way of prior research work on the prospective “low reactor” client’s psychological and mental state to achieve desired results from the interview.