Consultative Solutions Selling

Consultative Solutions Selling identifies and practices the skills required to sell the broad range of banking solutions across key commercial and investment banking target market segments. The program teaches an approach for more effective product sales, and integrates with selling methodology and metrics. By completing the course, participants will be better positioned to able to sell a greater range of product solutions, have a wider comfort zone and greater credibility with clients.

Meeting your Needs

We provide core skills for banking sales professionals and customer facing officers to build their consultative selling abilities to become a trusted advisor to their clients. This provides an excellent grounding in identifying needs, what to sell, positioning the individual and the bank the process for tracking the sales pipeline and the importance of relationship-selling in the finance industry. The program is a structured three day program.

The integrated program covers the entire breadth of the sales cycle. Specifically, it focuses on how to:

	understand different customer buying behaviour
	actively listen, understand and respond to your customers needs
	know the right questions and product knowledge to succeed
	sell the breadth of banking services (FX, Financial Markets, Securities, Cash and Trade) offered by your bank
	correctly position the offering as product, solution or service
	positioning the bank and relationship banker
	sell products and solutions outside of your own comfort zone
	respond to the competitive landscape
	close the deal
	identify cross-sell opportunities

Benefits of the Program

The proposed Consultative Selling training program offers the following benefits to the bank:

	The course can be specifically tailored to include your current priority product set
	It is designed to work close with any existing sales methodology and metrics
	It will promote the selling of a wider range of products and services by banking professionals to their clients.
	The course presenter has specific consultative selling and banking experience
	The program combines solution selling with consultative selling skills, practical exercises and case studies to create an active learning environment

Target Audience

The course is targeted at banking customer-facing professionals who want to develop or extend their selling skills across the broader range of commercial banking products and solutions. It is anticipated that attendees will have completed other professional sales training in the past. The primary objective for attending the course is to learn and practice a tangible skill set for consultatively selling solutions across a wider range of products.

The proposed course offers the following benefits to attendees:

	understanding of different customer buying behaviours to position the right product, channel or solution
	know the right questions and product knowledge to succeed in selling a value added solution to the client
	a framework to broaden the range of consultative solutions you can sell comfortably
	to identify and initiate cross-sell opportunities
	an active learning experience to practice new skills

Consultative Solutions Selling

Meeting your Needs

Benefits of the Program

Target Audience

Copyright © 2006 TransactionBanking.com Last modified: 05/12/2006

Copyright © 2006 TransactionBanking.com
Last modified: 05/12/2006