Day One

Session 1:

The importance of the Balance Sheet, Profit and Loss Accounts and the Cash flow statement

• What the Balance Sheet will tell you about the client’s business

• Understanding the dynamics of Working Capital

• Capital structure of the business

• Valuation of the assets

• Reserves, how they arise and how they can be used

Session 2:

The Profit and Loss Account

• What it contains

• The use of accounting adjustments to profit

• How useful is profit as an indicator of growth

Session 3:

The Cash flow statement

• Why profit does not equal cash

• How to read a cash flow statement

Session 4:

Analytical techniques and skills

• Using ratios effectively - to understand the past and future performance of a business

• Case study on calculation/discussion of ratios

• Using analytical skills to gain extra business

Day Two

Session 1:

Preliminary and Test Closing techniques

• Testing the degree of early customer commitment, and the recognition/testing thereof

• Discussion of how customers give an early indication of interest and the examination of the language they use

• The ways bankers can process this information

Session 2:

Interest and Commitment Statements - Language

• Recognising that clients will express degrees of interest in a solution is a major selling skill.

• This session will demonstrate ways in which the banker can recognise the relative levers of interest shown by a client.

• How this can be developed as a way of bringing the client to the point of placing the business.

Session 3:

The Clear Buying Signal

• Understanding when the clients has reached the point when the buying intention is clear

• Demonstration of techniques which will allow the banker to bring the sales conversation to a point where it is desirable to “close”

Session 4:

Closing Techniques

• Arriving at the “Yes” statement

• Critical skills to ensure that the client does not feel pressured

• Using the preceding skills to allow the conversation to come naturally to a point where the client will recognise that agreeing to the bank supplying the solution to the problem is a sensible and desirable thing to do.

Course Close