Sales training
You would like to develop the dialogue and communication skills of your teams? You would like to use recognized personality typologies to develop your employees in a targeted and situation-specific manner? Also, you would like to strengthen the resilience and agility of your employees and support them in the development of their personality in general?
We are delighted to offer programmes tailored to your current situation. This can be in a team or in a bilateral coaching set-up. We use different personality typologies (DISC, Hogan, EQI e.g.), depending on your experience and preferences.
Our faculty members are established communication experts who have played a client advisory role in their professional experience, and have the relevant methodological and didactic knowledge.
Also see:
Client Management Skills
Personal Skills (4)
- Introduction to various styles of personality and communication
- Obtain extensive feedback on own personality and communication styles and behaviour preferences from superiors, colleagues, and clients
- Introduction to Johari’s Window – plan, practice with colleagues and / or line manager
- Develop follow up and action plan
- Perspectives on trust (What is the Trusted Advisor? Earning trust, how to give advice – sincerity or technique)
- The process of trust building (the trust equation, the development of trust, engagement, the art of listening, framing the issue, envisioning an alternate reality, commitment)
- Putting trust to work (different client types, re-earning trust from the current deal, the case of cross-selling, the quick-impact to gain trust)
- Practice and follow up
- Introduction to personality typology and benefits of their use by relationship manager
- Identification of personality profiles, their differences and the associated behaviour and communication preferences
- Recognize own personality profile and own preferred behavioral and communication style
- Peculiarities of communication between people of various profiles
- Ways of adapting own communication style in relations to clients (various profiles)
- Categorization of own clients according to personality typlogy and definition of the next steps in dialogue with clients
- Aspiring to be resilient and agile in various perspectives
- Leveraging on self-awareness, self-regard, and self-actualization
- Increasing emotional expression, independence, and assertivness
- Building up interpersonal relationships, empathy, and social responsibility
- Master in stress management (flexibility, stress tolerance and optimisim)
- Move ahead in reality testing, problem solving and impulse control
Post-Sales Skills (4)
- Analyze client book and prospect pipeline
- Propose adequate solutions
- Negotiating the deal
- Create a win-win and consequence selling
- Handling objections – working through pain points
- From rapport to relationship, gaining commitment
- Practical sessions to apply learnings
- Create client strategies to deepen and broaden relationships with clients
- Implement tailored communication plans that secure client relationships and help to spot additional opportunities
- Create and implement an individual system for renewing clients’ situations regularly to create opportunities
- Recognize when clients are at risk of leaving bank and take appropriate counteraction
- Convert customer complaints into opportunities to increase client satisfaction
- Leverage satisfied clients to gain referrals
- Analysis of current client base and prospect pipeline
- Exploration of networking opportunities and referrals via current client base, creating your strategic network map
- Methods of networking and introductions to prospects
- Analysis of current client base, product penetration, and sensitivity to price
- Explore opportunities with existing clients and check potential product bundles, sharing best practices
- Develop action plan how to cross-sell with current clients
Pre-Sales Skills (3)
- What are your USP (Unique Selling Propositions)?
- What are the USP of your institutions?
- Reflect on these specific areas and present to colleagues
- Practice and develop a convincing introductory sales pitch, video tape
- Receive feedback from colleagues, action plan how to move ahead
- Communicate with high impact at client meetings (inital and follow up meetings)
- Effectively acquire new clients through cold leads, warm leads, and hot leads
- Understand how to positively position offering to clients
- Understand how to argue with benefits in conversations with clients and present client a variety of opportunities
- Be prepared to face objections and understand how to respond
- Role play and obtain helpful inputs to develop your own practice
- Understanding current client base (profiling of clients) in terms of current / future profitability and other indicators
- Understanding current and anticipate future client needs (incl. interviewing techniques and active listening)
- Map the client base of the future with clear forecasts of revenues and product penetration
Sales Techniques (5)
- How to interact with clients and how to obtain information that is important for the setting up of the relationship to the client
- Benefits of using open / clarifying / probing questions – understanding and practicing
- The various ways of communicating and listing (roles of communicator and listener)
- Active listening vs. other ways of listening
- The benefits and barriers of active listening
- Practice questioning techniques and active listening
- High impact communication (target group, channels, tone and frequency; belief, energy and invovlement)
- How other see you, how you see others
- Creating your personal brand
- Persuasion tools and techniques
- Action plan and next steps
- Understanding of revenue streams for various client groups
- Understanding current and future revenues
- Analyzing current client book and prospect pipeline
- Develop strategy for prioritization and acquisition strategies for various client groups
- Develop action plan with concrete follow up activities
- Look at various phases of the preparation
- Review information on client that you already gathered so far
- Do additional research from various sources
- Know and practice personal introduction (incl. bank and investment approach)
- Plan the structure of the meeting and the agenda
- Identify areas you want to explore OPEN questions and conduct structured interview questionnaire
- Separate people from problem
- Focus on interests of the parties and not on their positions
- Invent options for mutual gain (in order to achieve win-win)
- Define objective criteria that allow you to assess “good and / or acceptable solution”
- BATNA and JUJITSU
- Practice with actual examples from your professional practice
Learn more on our online learning platform in the following video.