Selling financial products – Emotion or logic

Some key points from the discussion 

Identify the buying motive
Don’t sell, help the customer buy

Telling -> Selling -> Sharing
Features -> Benefits
Information -> Insight

FABing: Features, Advantage, Benefits

Origin of the word sales is Sellan – “to give”
The sales person mindset is “To give”
Sell to the person or sell through the person

Sales expert: Mr.Gopal Gera
Sales Maximizer / Success Coach, Trans4m Training & Consulting Solutions
Regional manager ICICI Pru