Believing that being proactive and professional are essential characteristics for a successful salesperson, China Construction Bank (Asia) manager Joe Lo Siu-cho says taking part in the DSA programme has enabled him to develop his product knowledge and relationship-building skills. “Joining the DSA programme was truly a memorable experience,” says Lo, who enjoys the social experiences being a salesperson brings.
Embracing the concept that to be a successful salesperson she needs to be versatile, Kit Lam Kit Ying, vice-president, China Construction Bank (Asia) says that “it is crucial to differentiate yourself and develop your own selling techniques.”
Moreover, as a result of preparing for the DSA programme, Lam says she is able to put herself into customer’s shoes, which has enhanced her ability to understand their unique needs and provide them the most appropriate services and solutions.
Meanwhile, in keeping with the 49th DSA programme theme of “Be Different and Be Outstanding”, for Alvis Lam Chong-yan, a personal banker at China Construction Bank (Asia), the defining characteristics of a distinguished salesperson include a combination of attitude and attributes. “I believe that being innovative and going the extra mile for clients to deliver effective results is necessary to be a truly distinguished salesperson,” says Lam, who adds that taking part in the DSA programme reinforced the importance of a customer needs-based approach to provide the best solutions and build up long-term relationships.
Describing the DSA programme as a “prime opportunity to broaden his horizons and knowledge”, China Construction Bank (Asia) relationship manager Terence Lau Yiu-yeung believes passion and wisdom are key characteristics in the sales profession. “Wisdom allows you to reflect on your own experiences to see if there is a more effective way to complete a task,” Lau notes.
Passion, meanwhile, includes the drive to provide clients with financial planning advice and solutions that exceed their needs and exceptions. It is this that has gained the recognition of the DSA judges.
This article appeared in the Classified Post print edition as Constructive attitudes.
