Financial Selling Skills
Information
This is a Two - Day highly participative modular based course. Each module comprises a series of exercises, mini-case studies, personal behavioral check-lists and instruments and simulated role plays, all designed to enhance the customer interaction skills of the participants. The role-play briefs are constructed as mini-case studies
Each participant will be given two opportunities to practice their selling skills in video-taped role plays. This is a time-consuming event. Each role-play requires at least 40 minutes for the simulation and the group-led feedback. This means that each participant will need 1 hour and 20 minutes over the two days. These logistics mean that the programme is for a maximum of 6 people – the role plays alone will occupy the equivalent of one full day (spread over two days) and is interspersed with discussions, exercises and mini-lectures
Schedule
Day One
Session 1:
-
Professionalism and the principles of selling and marketing banking products
-
Oral communications skills – basic and advanced
Session 2:
-
Client focus – moving from product- to market-orientation
-
The basic skills of marketing in banking
-
The unique strengths of banks
-
Capitalising on existing client relations
Session 3:
-
Client relations and customer-influencing skills
-
Defining needs from the client’s perspective
Session 4:
-
Questioning and listening skills – gathering information
-
Selling situations – simulation role play
Day Two
Session 1:
-
Features, advantages and benefits
-
The client’s decision-making process
Session 2:
-
How bank customers define their buying and decision-making needs
-
Handling objections, reservations and general sales-resistance
Session 3:
-
Closing the sale – gaining the client’s agreement
-
Selling skills - closing the sale – role play
Session 4:
-
Quality and service – delivering beyond client expectations
-
The sales cycle
Course Close
Register interest
As every course we run is tailored to meet the specific needs of each client, we can only provide an estimate after fully understanding your specific requirements. Please complete the form below of call +44 (0) 208 894 4977 to discuss how Taylor Associates can help you.