Client Relationship Management for Bankers
This Negotiating & Networking programme will provide the skills for delegates to be able to recognise opportunities to develop their network of contact points and new business prospects. It will provide the skills set to approach new contacts and promote or sell their goods or services using a Consultative Sales Model.
Millions of business disasters could have been avoided by knowing the basics of networking, negotiating, business etiquette, body language and communication skills. What’s more, it is normally just a single person in an organisation that creates the bad impression.
The two questions are: “What are the key drivers of business relationships?” and “How can we change our behavior to achieve those relationship drivers?”
High Trust Selling
From the ‘meet & greet’ phase to the post-interaction phase, this programme will expose potent tips in building trust with prospective Customers. Using the simple yet powerful CUSP® Selling Technique, you will learn to guide your prospects through a high-trust and low-tension experience … a win-win technique or mindset of ‘selling’ that puts the customer before your ‘sale’. The most important aspect of the above CUSP selling model is: you cannot move-to-close until you have built the Customer’s Trust, removed tension by showing genuine interest in solving their Uncovered Problems, then formulate appropriate Solutions, enabling the final Proposal & close. If you do the first three steps well, customers will be dying for you to propose to them. Research has shown that 80% of customers want to be closed at the right time, however only 50% of sales people attempt the close around the perfect timing.
Marketing and Sales
Marketing management is the practical application of marketing techniques. It is the analysis, planning, implementation and control of programmes designed to create, build and maintain mutually beneficial exchanges with target markets.
This practical Marketing programme is designed to logically and systematically lead delegates through ‘cherry-picked’ marketing models, using your company as the case study during marketing sessions.
The topics stretch from an introduction to marketing and customer relationship management to the application of the marketing mix. Why? By delivering superior value through marketing activities, you will be able to create a competitive advantage. To gain more from this module a set of articles has been included as pre-reading.
This programme follows the logical and practical steps of a marketing plan, making the theory much easier to implement after the training.
This programme is also designed to keep selling as simple as possible. We cover the simple 4-stages of the CUSP Sales Technique.
The sales person guides the client through a high-trust and low-tension experience – a win-win technique or mindset of selling that puts the customer before the sale. First by building the Customer’s trust, then Uncovering their problems, followed by offering them the best Solution/s. Closing the deal becomes a mere formality – and thus the final Proposition and Close becomes the most enjoyable part of the selling experience for both parties.
Marketing and Sales for Finance Professionals
This programme is designed to logically and systematically lead financial professionals or entrepreneurs through ‘cherry-picked’ marketing models. Take the high ground and lead your colleagues and superiors through a joint-strategic-workshop when you’re back in the workplace. Or simply learn how to market and sell.
Don’t forget what Philip Kotler said, “Marketing is supposed to drive business strategy, and create products that don’t need selling”, which is why marketing must form the heart of your business strategy.
Walk away with a clear understanding of how to manage strategy, market and sell your services.
To effectively compete for customer-spend, master Marketing Strategy!
This practical Marketing programme is designed to logically and systematically lead delegates through ‘cherry-picked’ marketing models, using your own company as the case study during marketing sessions.
The topics stretch from an introduction to marketing and customer relationship management, to the application of the marketing mix. By delivering superior value through marketing activities, you will be able to create a competitive advantage.
Neuroscience of Selling
Place yourself a decade ahead of the pack and learn about the brain science behind persuasion. At a neuroscientific level, few salespeople have ever considered what their customer’s are going through during the sales and negotiation process.
By understanding the deeper neuroscience of selling and negotiations, close more deals. Close more deals handling objections the high-trust way!