Consultative Selling for Tough TimesIn these tough times, keeping every customer is crucial! And converting prospects to customers is critical. The key to accomplishing these goals is to identify, understand and speak to the needs of clients. Unfortunately, many finance professionals fail to service their customers effectively, not because the financial professionals don't know their array of products and services, but because they need to be more skillful in identifying the issues facing their clients in this difficult time. After identifying and understanding the needs of their clients, financial professionals can then craft a solution for their clients. Finally, the financial professional must effectively position the solutions to show clients why the proposed solutions are what they are looking for. And, as a result, close the deal—keeping a client or converting a prospect to a client. This highly interactive two day course takes participants through the selling process from beginning to end, identifying the key issues at each stage. Through exercises, examples, group discussion and interactivities, participants strengthen their understanding, hone their skills and practice consultative selling, all of which enable them to make significant improvements in approaching and servicing their clients. |
Day 1Welcome- Introductions
- Agenda
- Materials
- Expectations of the seminar: challenges faced in selling financial services/products (discussion)
Consultative Selling Building Blocks- The meeting of the minds
- Features, advantages and benefits of a variety of financial offerings (exercise)
- Consultative versus product selling
- The consultative selling process in the financial markets (discussion)
- Semantic traps (exercise)
Pre-Call Preparation to Understanding Your Prospect/Client- Doing proper research on your client/prospect as a person (exercise)
- Who are you to your client/prospect? (financial expert, relationship manager, etc.)
- What do you offer your client/prospect - personally and professionally - as a financial professional?
- What are your client's/prospect's likely concerns or worries about the financial situation?
- Doing research on the client's/prospect's company
- What issue does the company face? (exercise)
- What is your goal for the meeting?
- What do you want to achieve from the first call and meeting?
Exploring Client Needs- Building rapport
- Creating a dialogue
- Questioning - what to ask and when to ask it
- Using your senses - listening, watching, and other clues
- Defining buying requirements
- Restatement to confirm needs
- Defining buying requirements
- Clarifying benefits
- Asking for presentation requirements
- (Skill practice of the above)
- Noting data requirements
- Capturing the conversation
| Day 2Creating the Solution- Piecing all the requirements together
- Creating/designing the solution
- Making sure the financial solution meets the buying requirements (exercise)
- Preparing the proposal/presentation to meet the presentation requirements (exercise)
Advising the Client/Prospect to Buy It- Reviewing the previous meeting
- Timing the offering of the financial solution
- Positioning the solution
- Using the client's/prospect's requirements to present the solution
- Emphasizing the benefits to the client/prospect
- (Skill practice of the above)
Closing the Deal and Building a Long-Term Relationship- Welcoming hesitations and concerns about the financial solution
- Identifying the hesitations and concerns and resolving them to reduce the client's/prospect's resistance
- Getting to a 'yes' - meeting of the minds
- (Skill practice of the above)
- Signing the deal is the beginning, not the end
- Where to next?
- Referrals and other opportunities
Summary and Conclusion- Filling out evaluations
- What are you taking with you?
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| Clients who register for this course will receive a complimentary 4-month subscription to FT.com. The Financial Times is the world's most respected financial newspaper, providing a broad assessment on finance, business and the industrial sector. The move to the electronic version follows an ongoing review of our environmental responsibilities as a global business and as part of the Pearson group. FT.com also has features that are not available in hard copy, such as: Special Reports, Alphaville, editor blogs, education sections and much more! Subscriptions will start within 6-8 weeks of the start of class and are limited to one subscription per client. (Please note: as of May 1, 2011, the electronic subscription replaces the hard-copy 3-month Financial Times subscription.) |
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