This is a 2-day intensive interactive training programme focusing on the communication aspects of the client relationship. The guiding principal is the notion, that when you have a good relationship with a client, you can sell anything the client wants.
To do so, you must excel in the skill of creating great relationships with intent. Uncover and identify all the client needs. And meet these needs beyond the client’s expectation.
On this course, you will learn how to create magical relationships easily and effortlessly.
We then progress into the sales process to ensure that you will identify all the client dreams so that you can offer the most satisfactory solution. This leads to outstanding customer satisfaction.
Finally, we will show you how to smoothly present the information in a convincing way.
The course is experiential and includes many role-plays and presentations.
Intermediate/advanced for practitioners in the financial industry
No previous knowledge is required
Participants are required to have prepared 2 short presentations of about 5 minutes each. They will be asked to present these during the course and will not have time to prepare for it.
Active participation is expected from all delegates
Continuous attendance is mandatory for the learning of all participating delegates
In this course, we look at
This is a participative course, with demonstrations, short lectures, observation exercises, role plays and presentations to create hands-on experience.
1. Establish rapport
2. Ask open questions with a SPIN
3. Identify a client need
4. Link the client need to your product/service/solution
5. Close the deal
1. Quiet the mind
2. Observe & adapt
3. Connect energetically
4. Step into their reality and adapt
5. Gather information
6. Influence their state
7. Maintain and adjust