Consultative Sales

Consultative Solutions Selling identifies 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.

The integrated program covers the 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

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.