Sales and Prospecting for Banks
Jun 22 - 24 Jun, 2016
The best salespeople are those who keep their sales story simple. They listen very carefully to what their customers say they want, and then sell them on what their product or service will do for them. Not what it is, how it does it or what it is made of, but what it will do for that customer to satisfy their identified needs.
This course will enable participants to develop a proactive, dynamic and structured approach to sales and enhance sales performance.
- Prospecting for Leads as Professional
- Selling Smarter and Selling More
- Overcoming Objections To Nail Sales
- Individual Exercises
- Group Discussion and Presentations
- Hands-on Participatory Learning
- You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
- Pre-Assignment Review
- To start the day, participants will review their pre-assignment quiz.
- Targeting Your Market
- Next, participants will learn eight ways to target their market. Then, they will fill out a worksheet for their target market.
- The Prospect Dashboard
- This session will show participants what a prospect dashboard is and how to use it. Participants will also have an opportunity to create a draft prospect board.
- Why is Prospecting Important?
- Next, participants will look at some myths behind prospecting and what characteristics will ultimately determine their success.
- During this session, participants will learn all about networking, a key component of prospecting.
- Regaining Lost Accounts
- This session will explore an easy way to increase business: regaining inactive or lost clients.
- Warming Up Cold Calls
- During this session, participants will learn how to make the most of another essential prospecting tool: cold calls.
- The 80/20 Rule
- Next, participants will learn how Pareto’s 80/20 rule applies to sales and prospecting.
- It’s Not Just a Numbers Game
- This session will look at the 3 R’s of successful prospecting.
- Going Above and Beyond
- To wrap up, we will give participants 21 ideas for a successful career in sales and ten questions they can ask themselves about each prospect.
- Selling Skills
- To begin, participants will explore consultative selling and the efforts-result matrix. Participants will also discuss how to build trust and credibility with their clients.
- The Sales Cycle
- During this session, participants will look at the steps of the basic sales cycle: initiate, build, manage, and optimize.
- The Path to Efficiency
- During this session, participants will share their time management tips, and we will offer some ways of maximizing your time.
- Customer Service
- This session will look at the four needs of customers and how we can use them to sell smarter.
- Selling More
- Next, participants will explore the three types of selling. Participants will also discuss the importance of perceived value.
- Finding New Clients
- During this session, participants will discuss how to find new clients and how to network.
- Building Credibility
- This session will discuss ways that participants can build their credibility, including first impressions, appearance, demonstrations, and testimonials.
- Your Competition
- Why talk about the competition? Because sooner or later every person in sales has to be aware of the fact that others are offering similar products and services. This session will talk about what research to do and how to make the most of it.
- Critical Communication Skills
- During this session, participants will learn how to ask good questions and listen effectively – two skills that are key to handling objections.
- Observation Skills
- A keen ability to observe your surroundings to better understand a situation is another useful skill to have, and participants will have the opportunity to work on it during this session.
- Customer Complaints
- This session will look at how customer complaints and how they can actually make anyone a better salesperson.
- Overcoming Objections
- Once participants have some basic skills and concepts mastered, they will explore what an objection is. They will also work in small groups to identify their most frequently encountered objections and they will brainstorm ways to respond to them.
- Handling Objections
- During this session, participants will some basic ways to respond to objections, including the Identify – Validate – Resolve strategy. Participants will also learn about nine specific objection handling strategies, including the Boomerang, FFF, and Show Your Hand.
- How Can Teamwork Help Me?
- Many sales people treat their team as competition. This session will explore how teamwork can make you a better salesperson.
- Buying Signals
- During this session, participants will learn how to know when the buyer is ready to close.
- Closing the Sale
Venue: CorpTrain Center, Avenor Junction, Kokomlemle- Accra, Ghana