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Email Newsletter - View Article Monday, August 19th, 2019
SunTrust and Comerica: Taking a New Approach to Sales

Analyst's Journal - February 7th, 2013

By Donna Arce

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Needs based selling sounds easier than it actually is. Ideally, the sales process should be all about the client, but often the good intentions of the bankers are derailed. Customer needs can take a back seat when they conflict with the performance goals of the banker, when compliance requirements overshadow the sales process and when bankers are unable to recommend the right solution because they are not well versed in all of the products within...

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