Session 1:

Taking a walk on the client side - how attendees will benefit:

• Unlocking new business potential and winning tenders

• Selling on service rather than price - how to differentiate yourselves from your competitors

• Identifying and capturing profitable opportunities your competitors never see

• Understanding and successfully responding to the negotiating positions of your clients

• Extending the depth and range of your client relationships - becoming a trusted advisor

• Optimising client telephone contact and visits

• Effective information gathering - the key to providing a proactive, innovative service

• Repeating your success: profitable client retention

• Overcoming hurdles - challenging traditional mind-sets that may be holding you back

Session 2:

Making the Programme results orientated:

• Pre-programme briefing to ensure the course meets your strategic objectives - a ‘bespoke training solution’

• Use of interactive presentations, case study rehearsals and role playing of real scenarios

• Focus on listening skills and learning to read and react to signals

• Presentation and negotiation skills - making sure they help, not hinder, relationship development

• Individual follow-up, coaching and mentoring

• Where appropriate, on-going input and monitoring via consultancy

Session 3:

Clients that will benefit from a tailored course of this genre:

• Relationship managers

• Money market and Forex traders with corporate client responsibilities

• Capital markets and derivatives sales people

• Cash management specialists

• Credit, debt-structuring and leasing specialists with corporate client contact

• From senior level to those just starting out - fortifying all links in the client management process!

Course Close