From 06 May 2018 to 09 May 2018    International Foundation Level for Compliance Officer Function    in Cairo / Egypt

Selling Financial Services & Managing Client Relationships

This course can cover the following items: overview of selling financial services, understanding the client, client segmentation, targeting and products, sales management and the sales cycle, CRM, practical techniques in prospecting, sales and follow up.

Please revert to the House of Training for further information.

Location & Duration

In HoT-ATTF partner countries: 3 days

Detailed programme Explode

Introduction

  • The Service Industry
  • Financial Services vs. Other Services
  • Financial Services in the Digital Age
  • Selling Financial Services
  • The Sales Cycle for Financial Services

Sales Cycle: Prospecting and Research

  • Understanding the Client
  • Market Segmentation
  • Identifying Sales Targets
  • Developing a Sales Strategy
  • Prospecting and Cold Calling
  • Describing the Service

Sales Cycle: Meeting the Prospect

  • Arranging a Meeting
  • Opening the Meeting
  • Non-Verbal Communication in Sales Meetings
  • Defining the Client's Needs
  • Managing Client Expectations

Sales Cycle: Selling

  • Presenting the Service
  • Negotiating a Win-Win Deal with the Client
  • Asking the Client for his Business
  • Closing the Deal 

Sales Cycle: Follow-Up

  • Consolidation
  • Implementing the Deal
  • Following Up with the Client
  • Asking for Referrals

Managing Client Relationships

  • What is Client Relationship Management (CRM)?
  • Creating, Maintaining and Operating a Client Database
  • Identifying Target Market Segments
  • Developing a Marketing Strategy
  • Client Profitability
  • Communication Strategy

Service Recovery

  • Handling Difficult Clients
  • Saying "No" to a Client
  • Recovering from a Difficult Situation with a Client
  • Retaining Clients

New Trends in Selling Financial Services

  • Selling Digital Services

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