Consulatative selling is very important now a days,because customers today are smart and they have the knowledge

of the products and services offered by the ba nk.But they dont know the product that need to be choosed for their neccessity. They come to banks with a good expectation that they will get a right product ac cording to neccessity. for example i had a experience in bank that one of the customer visited the bra nch to do a FD of amount 6 lakhs and then i asked him if u dont mind i can ask a question what is the source of funds and neccessity of doing FD? Customer replied why do you want to know about it.Then i said entire amount you are keeping into FD which you woud have got through bonus or any other source an d you might be requring urgently or in sometime. Customer said he is having one more account in other bank and accumlated the amo unt for his home and he got a loan and the extra money he want to invest in FD a nd want to withdraw for his 3 years daughter education. According to your necessity and source i suggested to split funds into FD,Insura nce,SIP and after seeing the consultative service customer himself opened a dema t account,kids account and also home loan has been transfered to our bank. The above said consultative service may consume time but it gives a good returns to bank and Delighted customers.