Training: «Effective Sales Techniques: Credit and Financial Products»

Target audience:

· Executives and managers of the bank, responsible for sales of credit and financial services to individuals, corporate clients and SMEs

Our training: how do you benefit from it?

· You will have a systemic picture of active sales as of a model of professional conduct;

· You will learn positioning yourselves professionally in the process of building relationships with clients;

· Will be trained to overcome own diffidence and remove internal negative emotions during and after the sale

· Will be provided with knowledge and to exercise methods for establishing a contact with a client and ways to maintain the contact at every stage of the sale process

· Will be trained to identify the needs of the client using questioning techniques and active listening;

· Will obtain an idea of ​​the structure of an effective presentation and presentation techniques

· Will be trained to overcome customers’ objections, to demonstrate ways of providing evidence and arguments in favour of the transaction

Content:

Day 1 (8 hours)

· Introduction: structure and objectives of the session

· Ideology of active sales and its key link – the manager interacting with the customer

· Primary searching and classifying the customers

· “Seven-steps” sales model

· Cold calls and overcoming the gatekeeper

Practical Part

· Role plays, group work

Day 2 (8 hours)

· Establishing a contact

· Verbal and non-verbal communication components in dealing with a customer

· The formula for seller’s success - assessment of customer’s needs

· Typologies of customers

Practical Part

· Role plays, group work

Day 3 (4 hours)

· Organization and delivering a presentation

· Working with customers’ objections

· Closing a deal

· Specifics of working with loyal customers

Practical Part

· Role plays, group work

Additional description:

· Duration of the training is 2-3 days (16-24 hours), subject to specific client’s needs.

The training is carried out in an interactive way and is supported by case studies, role plays and problem solving. Participants are provided with training materials.