BVL Vol. 24: Cross-Selling Clues on a Tax Return

How to identify cross-selling opportunities using only an applicant’s personal tax return.

Script: John Reik, Jomar Productions L.L.P.
Presenter: Bill Collins

Both consumer and business lenders often request personal tax returns for credit purposes in order to assess the repayment capacity of prospective borrowers and guarantors. But too often, the use of these tax returns stops there.

Why not use these same tax returns in order to improve your cross-selling effectiveness? Why not use them to target — and meet — specific customer needs? In other words, why not use them twice — once to assess creditworthiness and once to dramatically improve your chances of making a sale?

In this program, participants follow a lender as he examines a loan applicant’s personal tax return. Then, through a series of questions and answers, participants discover that there are literally dozens of subtle cross-selling clues that are obtainable from that same tax return, and that the return represents a veritable gold mine of cross-selling opportunities.

Participants will finish the program with an enhanced ability to improve their cross-selling performance and to meet otherwise-hidden customer needs.

This program is educational, sales-oriented, fundamental, and timeless in its approach.

(Runs approximately 20 minutes.)

• More effective sales results
• Better problem solving
• Enhanced sales skills
• Increased customer satisfaction
• More efficient sales efforts