High Performance Selling

This program builds on the core selling process to develop advanced sales skill needed to enhance selling performance. The techniques of active listening, needs identification and best questioning that form the basis of a high performance consultative selling process are applied to various banking products and solutions as part of the program. Our NOPQRS methodology combines needs identification and product knowledge with key questions and responses to create value in a solution. The course provides the opportunity to apply the NOPQRS process to practical banking sales situations and enhance the skill sets of the individuals.

The training program will build on the specific skills and methodology needed to actively sell banking products.  We highlight how different customer or market segments have specific buying characteristics and solution needs.  We illustrate this with specific examples and cases drawn from across target market segments from large local corporates to multinational organisations.

Selling is an essential discipline for global and local organisations that wish to present a consistent and quality service to their customer base.  The complexity of selling in today's banking environment requires a banker to develop consultative selling skills to meet sales objectives. Increasingly, the role is developing into one of value-partner consultant rather than a traditional relationship banker.

We recognize that relationship banker’s attendance at the training program represents a significant commitment in time and resources.  You will wish to maximise the return on this investment by ensuring all attendees acquire the necessary skills and are energised by the opportunities of successfully selling consultatively in the future.

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Last modified: 05/12/2006