Banking Software for the Digital Age
Thoughts on presenting software and the sales process.
The economic situation in the world is rapidly changing, affecting all aspects of commercial banking. In this Webinar, a panel of experts will focus on some of the most important challenges facing banks, and how to leverage best practices to convert them to market opportunities.
I am privileged to announce my participation in a panel discussion on Digital Banking Transformation in Transaction Banking. Please join us on May 11th, 2021 for this live event. Click here or the banner below to register.
I am privileged to be a panelist on an exciting upcoming Webinar on Wednesday, 22 April 2020 at 12 pm EDT. The topic grew out of a survey done of North American companies of all sizes about their needs for bank statements/reporting. We uncovered quite a number of recommended best practices. Be sure to visit this link to register today!
It is possible to sell a product to customers when you don’t understand their culture or their way of life. But it sure can be a lot more difficult. Curiously, the incident which made me acutely aware of this involved SEC football. I was on the floor of the convention center in Las Vegas in our booth, when one of the sales reps came over with four gentlemen in tow. The sales rep was from Spain, but lived in England at that moment. He was working the show primarily to make contact with international banks, but he had managed to make a connection with a U.S. regional bank that was strong in the Southeast. He had brought four of the bankers over for me to demo our product suite.
When I first started doing demonstrations for bank software sales, I made the most common mistake there is. I spent my time in front of potential customers telling them all about the wonderful features my software could provide them. I had helped design many of the features, and I was quite proud of my software application. So proud, in fact, that I made it hard on myself to sell it. Customers don’t buy features. They never have, and they never will. Customers buy benefits.