Selling Like the Professionals [3 days]

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(3 Days on Demand: Available as In-plant Programme only)

The Purpose of the Course

The intangible nature of the bank products is always a challenge to all working on it. Convincing prospects and holding customers on the benefits of a bank's propositions and commitment to high standards of service is vital for banks to build a competitive position and maintain it. This course addresses both of these key issues.

Direct Benefits to Bank Officers & Managers

• Participants will learn the structure of selling skills suitable for your services and identify the benefits that are of most importance to the customers and potential clients.
• They will learn to tailor what the bank offers accordingly.
• They will set realistic objectives for each marketing call and open, conduct and close the meetings in a positive manner.
• They will also learn to respond more sensitively and accurately to customers' They will learn how to support the bank's strong brand with their selling and relationship management efforts.
• Because they will meet their targets, their career advancement becomes proven.

Benefits for the Bank
 
By the time your participating staff end the course they will be well-practiced in the latest selling and service-focused techniques. Because they will be more comfortable with services selling philosophy, you can have their performance levels dramatically improved.
The dramatic rise in their individual contributions will make the bank to grow in balance sheet size, quality of assets and, in effect, profitability.
Bankers are now having to sell like true pros. That is what the bank market situation dictates. Bank staff on the field have to be proficient in:

• how to sell by objectives
• how to focus customer attention to the bank's products
• how to make their offers irresistible to the customers
• how to identify customer concerns
• how to recognise signals of positive interest
• how to know when their selling style reflects
• positive or negative credibility to the customer
• how to use negotiating tactics effectively
• how to manage their selling time the best

COURSE CONTENTS

Day One  Professional Sales Attitudes

• The four corporate orientations to marketing.
• Competencies attributable to success in selling.
• A clarification of marketing efforts and selling efforts.
• Attention to customer-equity.
• The need to have an objective for every marketing call.
• The sequence of the steps in the selling process.
• Differences in decision processes in corporate sales and consumer sales.

Day Two Prospecting

• Adapting the sales approach to different clients behaviour profiles.
• Civilised questioning and listening techniques.
• Anticipating and overcoming objections.
• Recognising when to close (the ABC).
• Selling on the phone.
• A guide to effective business proposals.
• Business presentation primer.
• Principles of successful negotiation.

Day Three  Personal Effectiveness for Marketing

• What a true sale stands for in financial service the POFA
• Managing self, managing a territory.
• Marketing discipline - categorizing customers and prospects.
• Creativity in selling thinking on your feet.
• Strengthening the bank's brand no false note to spoil the symph

Who May Attend

Middle and senior staff of banks who have responsibilities in selling and marketing functions -sourcing for new accounts and marketing banks products. Back office staff who have to support marketing staff to close business deals also need the proficiency, so as to appreciate the demands of this responsibility.

FEE: Negotiable. Call us»