Sales and Communication Skills
This is a One - Day course giving an insight into the key selling and deal closing techniques skills which are appropriate in financial institutions. Clients will be new entrants into sales and marketing, as well as experienced sales and marketing staff who are unfamiliar with the financial markets.
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 and their advisors can process this information
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.
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”
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 course of events
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.