Consultative Selling

Many finance professionals fail to service their customers' needs effectively, not because they don't know the array of products and services available to them, but because they are unable to identify the issues facing their clients and find the appropriate solution.

This highly interactive two day course takes participants through the selling process from beginning to end, identifying the key issues at each stage. Through role plays, examples and exercises, participants are able to practice their skills and receive immediate feedback, enabling them to make significant improvements in their approach.

No sessions currently available. Contact client services to get the next available date.
Any finance professional who has front line contact with customers.
No advance preparation required.
Good command of spoken English and a willingness to participate in role-plays and exercises.
Pre-Call Preparation and Understanding Your Client
  • Doing proper research on your client - both the individual and the company
  • Who are you to the client and what do you offer - personally and professionally?
  • What is your style?
  • What do you want to achieve from the first call and meeting?

Exploring Client Needs

  • Building rapport
  • Questioning - what to ask and when to ask it
  • Using your senses - listening, watching and other clues
  • Creating a dialogue

Identifying a Solution and Selling it

  • Piecing it all together
  • A solution versus a product
  • When to offer a solution and how to position it
  • Using the right language of benefits to the customer

Closing the Deal and Building a Long Term Relationship

  • Identifying objections and overcoming resistance
  • Getting to a Yes
  • Signing the deal is the beginning not the end
  • Where to next?

Clients who register for this course will receive a complimentary 6 month subscription to the Financial Times and FT.com. The Financial Times is the world's most respected financial newspaper providing a broad assessment on finance, business and the industrial sector. Subscriptions will start within 6-8 weeks of the application process, and are limited to one per client. For questions about your subscriptions call 800-628-8088 or email uscirculation@ft.com. US and Canada enrollees only.

Lunch included for all students taking day classes.