Cross Selling

Contents

Requisites for Cross Selling .......................................................................................... 1

Ways of Cross Selling .................................................................................................. 1
Time to Cross Sell ....................................................................................................... 1
What to Cross Sell ....................................................................................................... 1

Marketing Trainee Guide - 4

Cross Selling
Selling financial products other than the one initially targeted.
It includes :
Selling and introducing new products to customers.
Educating them about the different products that are available with the Bank and its
associates and subsidiaries.
Requisites for Cross Selling
Identification of the customers existing and future

needs.

Adequate/appropriate time for cross selling.

Inclination of the customer to listen.
Cross selling can be done mainly in an informal atmosphere.
Ways of Cross Selling
By giving information about benefits of the products.
By giving brochures.
By taking customer to the appropriate sales person.
By bringing into contact the potential buyer and seller e.g.. Take the customer to the
CIF if he/she needs insurance.
Time to Cross Sell
At the time of first account relationship.
At the time of courtesy calls.
At the time of close of a sale depending upon the receptivity.
In public functions making reference to products.
In relationship based discussions.
What to Cross Sell
Products available in the Bank pertaining to same segment or different segments.
Sell a car loan to a home loan borrower.
Advise a HL borrower to open an RD a/c.
Opening of accounts for those who send remittances regularly.
Leveraging ATM & Internet Banking for eRail, payment of utility bills, insurance, PoS
payments etc,. Upgrading to Gold Card(VISA Mastercard).
Corporate salary accounts to SME, MCG, CAG customers.

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Marketing Trainee Guide - 4

Aids for Cross Selling

Customers profile.
Balance sheet and other financial records.
Leads obtained during informal discussions.
Standard/Style of living.
Transactions in the account.
Types of business conducted through the branch.
Information collected from other sources.

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