Relationship Management and Selling

Training

Inhouse

Price on request

Description

  • Type

    Training

  • Methodology

    Inhouse

  • Duration

    Flexible

Topics covered in the core modules include the following examples. However, we can tailor any relevant course in the selling and management area for you. Relationship building and selling skills. Professional negotiation skills. Capital market selling skills - or selling any banking products! Selling to sophisticated clients. Presentation skills. How to obtain more client meetings. How to handle customer objections. How to close deals with banking and financial clients. How to write more effective sales letters. Suitable for: Those new to selling financial services, but they are especially valid for those who are more experienced.

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Course programme

Product literacy alone cannot guarantee success in the financial markets. DC Gardner Training has the expertise to help you develop the skills you need to win new clients, grow existing accounts and negotiate better deals. From investment banking, through treasury and capital markets, to private banking each of our programmes can be customised to suit your particular needs.

Time and time again, through its carefully-evolved Selling Skills training programmes, DC Gardner Training has helped banks and financial firms to grow their revenues and increase their profitability. Selling banking and financial products is not the same as selling other items and we look forward to sharing our research and experience with you. Once your relationship managers have attended our training, there will be no holding them back!

Topics covered in the core modules include the following examples. However, we can tailor any relevant course in the selling and management area for you.

• Relationship building and selling skills
• Professional negotiation skills
• Capital market selling skills - or selling any banking products!
• Selling to sophisticated clients
• Presentation skills
• How to obtain more client meetings
• How to handle customer objections
• How to close deals with banking and financial clients
• How to write more effective sales letters

Specialisation in Selling Skills Training

DC Gardner Training are world leaders in training on selling banking and financial services. Our tried and tested models are uniquely successful at ensuring that your salespeople sell more in the banking and financial sector.

We have delivered Selling Skills training for hundreds of banks and financial firms in nearly 100 countries. Research shows that our methods for teaching Selling Skills make a difference.

Our Trainers

Our trainers are market practitioners who have extensive experience selling into all the corporate and financial sectors. They have worked both on the buy-side and the sell-side.

Our Background

DC Gardner Training is part of the prestigious Euromoney Institutional Investor PLC group and this allows us to back up our Selling Skills training with the latest competitor and market analysis.

Our Specialisation

There is no such thing as a standard "Selling Skills course". Every bank, every department of a bank, has specific issues which need to be addressed. Our specialists can provide training in, for example:
• Selling Interest Rate and Foreign Exchange products on the telephone
• Selling Trade Finance Services in meetings
• Selling to High Net Worth Individuals
• Relationship Management for Corporate Bankers
• Winning the Hearts and Minds of Corporate Financial Buyers
• Selling Treasury Products
• Selling to Institutional Investors
• Increasing sales of accounting, insurance and professional services
• Managing a sales team

Our Results

The effectiveness of selling skills training can be measured in increased sales. DC Gardner Training would be pleased to work with you to design methods for measuring the effectiveness of your salespeople, in order to identify enhanced performance as a result of attending the training.

Who Should Attend?

Our tailored, in-house training courses are suitable for those new to selling financial services, but they are especially valid for those who are more experienced. There are many Selling Skills courses available on the market, but our specialisation in Selling Financial Services provides us with highly stimulating material of great benefit to seasoned bankers and financiers.

Overview of our Training in "Selling Financial Products"

Marketing Strategy
• Positioning of banking products
• Analysing the product range
• Launching new financial offerings
• Marketing channels

Cold-Calling for Financial Services
• Targeting clients
• Preparing to cold-call
• Writing pre-call letters
• Handling the initial call
• Overcoming call resistance

Managing Sales Teams
• Motivating salespeople
• Performance management
• Agreeing targets

Identifying Banking Client Needs
• Listening to your client
• Non-verbal communication
• Need Reinforcement
• Questions
• The Questioning Structure
• Uncovering sales opportunities

Relationship Management
• Getting the appointment
• Building the relationship
• The face to face meeting
• Gaining commitment
• When and how often to follow up
• Measuring the stability of the relationship

Closing the Deal
• Handling client resistance
• Objection-handling
• Appropriate closing techniques

Negotiating in the Financial Sector
• Negotiating basis points
• Negotiating fees and rates
• Key rules of negotiation

Presenting Financial Solutions
• Pitch-book presentations
• Effective presentation techniques
• Presenting at the highest level

Relationship Management and Selling

Price on request