Sales and Presentation Skills Training

Course level:

Intermediate/advanced for practitioners in the financial industry

Requirements:

No previous knowledge is required

Participants are required to have prepared 2 short presentations of about 5 minutes each. They will be asked to present these during the course and will not have time to prepare for it.

Active participation is expected from all delegates

Continuous attendance is mandatory for the learning of all participating delegates

Course Objectives:

In this course, we look at:

Ø The ingredients of fantastic relationship?

Ø How we build a magical relationship (also with people we don’t immediately like)

Ø How to get communication flowing

Ø Finding the ‘right channel’ to send and receive information

Ø Fine tuning our ‘channels’

Ø Establishing the real client needs

Ø Ensuring we capture all the client needs

Ø Expressing suggestions to the client in the way that the client can accept them

Ø Finding the psychological sales pattern of the client

Ø How to get unstuck in conversation

Ø Identifying ways to resolve conflicts with clients

Ø How to present information to client in a convincing way

Target Audience:

Ø Professionals with a minimum of 2 years experience

Ø Sales people

Ø Front office professionals offering products/services to institutional investors or high net worth individuals (debt origination, M&A …)

Ø Relationship managers

Ø Private Bankers

Ø Managers and Directors selling internally

Ø Purchasers

Ø Middle office managers bridging the gap

Ø Support staff needing to negotiate internally

Business areas and departments that benefit from this training:

Ø Bonds

Ø Equity

Ø Fixed Income

Ø Foreign Exchange

Ø Senior management

Ø Insurance

Ø Pension fund managers

Ø Corporate finance

Ø Bank lending division

Ø Insurance

Ø Reinsurance

Training Style:

This is a participative course, with demonstrations, short lectures, observation exercises, role plays and presentations to create hands-on experience.

Course Outline:

Day One:

Introduction:

Ø Setting the frame

Ø Session outline

Ø Introductions

Ø Expectations

Background of Communication:

Ø The model according to Bateson

Ø The contribution of NLP

The 5-step sales process:

1. Establish rapport

2. Ask open questions with a SPIN

3. Identify a client need

4. Link the client need to your product/service/solution

5. Close the deal

Role Play:

Ø Establishing the current state

Ø Fact finding with w-questions

Ø Observing rapport

Fine-tuning our perception:

Ø Visual: What do you really see?

Ø Auditory: What do you hear the other person say?

Ø Kinaesthetic: What sense do you make?

Perceptual system:

Ø Perception through our senses and how we represent information internally

Ø Language clues: What do can you extract from the language used?

Ø Eye accessing clues: What can you tell from secret eye movements?

Ø Specific non-verbal clues: What else can you pick up from just being there?

Role Play:

Ø Matching the clients' verbal and non-verbal language

Lunch

Rapport – an introduction:

Ø Establishing a relationship through mirroring and matching

Ø Small talk versus rapport talk

Ø Pacing and leading

Ø Limits

7 Step Process to master rapport:

1. Quiet the mind

2. Observe & adapt

3. Connect energetically

4. Step into their reality and adapt

5. Gather information

6. Influence their state

7. Maintain and adjust

Exercise:

Ø Establishing rapport

Questions and neurological level:

Ø Open questions (again) and what to consider

Ø Adding a SPIN to your questions

· Situation questions

· Problem questions

· Implicaton questions

· Need questions

Ø Combine them with V, A, K

Ø Create a question script so that you can only win

Role play:

Ø Using the SPIN

Ø Asking for more

Some sneaky stuff:

Ø Smurfing

Strategies:

Ø Finding the clients buying strategy

Ø Demonstration and exercise

Day Two:

Managing your mental state:

Ø Get yourself into a resourceful state

Ø Anchoring

Presentations (I):

Ø Video recordings

Ø Debriefs

The structure of your presentation:

Ø Start

Ø Do

Ø Close

Ø And your plan

Before you start:

Ø Know your audience

Ø Be prepared

Ø Get into up-state and keep it

Preparation:

Ø The who, when, where, why, what, how

Ø The check

Ø Future pace

How to start:

Ø Introductions

Ø Mark the space

Ø The structure and sequence

Ø Mind Maps

How to ‘do’:

Ø Select your media

Ø Develop the dynamics

Ø Dealing with difficult situations

Ø Being flexible

How to close:

Ø Be brief

Ø Summarise

Ø Make your point

Ø Stop

Language skills:

Ø Deletions

Ø Generalisations

Ø Distortions

Ø Exericises

Presentations (II):

Ø Video recordings

Ø Debriefs

Close day 2