Tel: 0844 394 8877
This two-day programme provides an opportunity for professionals working in the finance sector to learn how to win new business. Most senior executives in the finance sector (whether they are working in bonds, M&A, loans or insurance) don’t like the feeling of being ‘sold to’; they want to feel that their needs are being addressed and their problems solved though a collaborative or consultative process. This programme looks in depth at an elegant consultative sales process plus Neuro Linguistic Programming (NLP) based influencing techniques as a way of identifying the factors that affect customer buying decisions and how to influence these factors favourably.
By attending this highly interactive two-day course you will:
All banking and insurance employees (e.g. those involved in Asset Management, Corporate Banking, Private Banking, Structured Finance, Reinsurance etc.) who want to win new business based on solving customer problems and building long term client relationships.
A review of the core principles or ‘golden rules’ of consultative selling and how those rules affect the beliefs, values and ‘mindset’ of the expert sales person.
The ability to influence and persuade is the key competency of expert sales people and of consultative selling. Here we cover twenty influencing tools grouped into five ‘sets’ or topics. Mastery of this skills toolbox, which is based on NLP (Neuro Linguistic Programming) concepts, allows the sales professional to conduct face-to-face meetings with elegance and precision.
Building a sense of trust and partnership with prospective clients. Gaining a psychological ‘connection’ with other people.
Day 1 (cont)
Paying close attention to the prospect's non-verbal behaviour and tuning in to the underlying message that is being transmitted.
This set of tools is concerned with asking high quality questions that map out precisely the customer or prospect’s needs and requirements. This ability to engage fully and openly with the customer so that their issues are fully explored and understood is the heart of the’ consultative selling process.’
Day 1 (cont)
Building a history of agreement into the conversation so that the other person gets into the habit of agreeing with you. These techniques help to generate a positive tone to the whole of the sales conversation, from the first hello to the final handshake.
Using assertive tools combined with NLP techniques to explore and overcome obstacles that may be put up by a customer when discussing a particular topic or issue.
Day 1 (cont)
Confidence when meeting customers has four sources. Firstly it stems from having expert beliefs, secondly from knowing your product, thirdly positive experience (i.e. having done it successfully in the past) and fourthly from conditioning yourself to feel good about being in a sales meeting. Using a technique known as ‘resource anchoring’ we can develop this conditioning aspect of building confidence.
An initial overview of the Rapport sales call method, which is a highly efficient process for engaging in a consultative selling process. The method covers identifying needs, building the motivation to act and getting a commitment to take action.
Looking in-depth at the first two stages in the Rapport sales call method. This involves, setting clear goals, establishing an initial connection and finding out some background information.
Working with logical levels diagrams to identify customer needs and then to build the prospects motivation to act to resolve those needs.
Day 2 (cont)
Identifying the sequence that the prospect uses to choose between possible providers.
The last two stages of the Rapport sequence cover presenting a solution to the prospects needs and asking for a commitment to move forward.
The use of role-plays to practise moving through all seven stages of the Rapport sales call method™ in one session.
All our programmes are run on an in-house basis and we conduct interviews and facilitate focus groups to gather information with which bespoke exercises and case studies that precisely reflect the culture and work environment of the participants.
Feedback is based upon peer review using a Boulden assessment checklist. Completing the assessment checklists is not only valuable to the people involved in a given case study, it also helps those completing them to gain an in-depth understanding of the building blocks that make up an excellent sales meeting.
There is an option of following the workshop with a three month long Action Learning project to link the lessons from the training back into the workplace. If this option is selected there is a closure workshop at the end of the project phase where delegates present how they have applied the techniques learned on the course into their daily work routines.
All of our workshops can be delivered as Remote Training via e-learning modules plus Zoom based virtual workshops. Please see our Virtual Training page for more information.
To talk to us about our range of courses contact
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877