Business Development & Marketing Skills For Financial Services Professionals

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1 Business Development & Marketing Skills For Financial Services Professionals Enhancing skills within the sales and business development aspects of the client relationship This in-house course can be presented in-house either on your premises or via live webinar for a group of 3 or more participants Trusted By: The Banking and Corporate Finance Training Specialist

2 What Makes This Course Different You will be trusting your training needs to a firm with a first class reputation and with more than 20 successful years in the business. Your course director is not an academic, he is a hands on specialist with over 40 years in the financial business in a career culminating in main board director status Your course director is a business development specialist and continues to train regularly ensuring he is completely up to date with current market conditions and trends The workshop is primarily case study driven using a range of real case studies which will be selected to match the profile of the delegates on the day. Course Overview Delegates feedback to date has always been excellent Course Objectives After attending this workshop delegates will be able to: Better understand the business needs of their client base Recognise that we should never be sales target driven Understand the best way of unlocking client value whilst at the same time delivering as close to customer delight as possible Recognise what good business development looks like Be better equipped to satisfy clients allowing business opportunities to flow naturally Understand how to deal with challenging clients/prospects Know when to give up and how to lose gracefully Course Content Introduction What do we mean by business development The regulatory framework Principles for Business for regulated firms overview Treating Customers Fairly-Overview Needs based selling must now be based on a proper client assessment Fiduciary relationships Policing mis-buying The trusted advisor status Farming versus hunting What are your short, medium and long term goals What is the competition doing? Different CRM mechanisms Understanding your client relationships What sort of relationship do you wish to have with your clients? What sort of relationship do they want with you? Matching the two objectives to have a clear strategy The Seven Step Business Developmnet Process Setting objectives Appreciating customer requirements Presenting tailored solutions Handling objections Negotiating Win / Win deals Closing confidently Post call activity

3 Appreciating Customer Requirements Setting clear objectives on the scope of business development you wish to embark on Techniques required understanding customer s needs Open, leading and closed questions The Funnel questioning technique Features, Applications and Benefits (FAB) Identifying the FAB elements of products Using FAB to match the needs gathered from customers Enhancing the Business Deveopment Presentations Presenting at the right stage Using the customer s own words Preparation & Knowing the audience Gathering the content Delivering a presentation Building Rapport Adopting the right attitude and building confidence Relaxing prior to the presentation Non verbal communication Using gestures to enhance the message Handling Objections Identifying frequently encountered objections The pre-emption of objections Developing appropriate responses Price objections Win/Win Negotiations Identification of your bottom line Trading concessions Closing the Sale Psychology of closing Recognition of the seven stages in the closing process Why is this the hardest part of the process for everybody Knowing When to Walk Away The power of No Losing gracefully Walking away from poor orunsuitable prospects Keeping in touch afterwards enquiries@redcliffetraining.co.uk +44 (0)

4 Post Call Activity Keeping the customer happy after the sale Activity to identify the best practices in maintaining long-term relationships Background of the Trainer Your course director has spent more than 40 years in the banking industry, much of it in Global Banking and Trade at all levels of client, not just as an academic or consultant but as a bank manager initially rising to main board director level. He is a former Institute of Banking Lecturer. He has lectured extensively to all the leading global banks including the world s largest institutions. He has delivered extensive programmes to banks in all parts of the world including the USA, Europe, MENA, Africa and Hong Kong. He is currently an accredited external Master Trainer for the world s biggest trade finance bank Course Summary This is a 1 or 2 day intensive interactive training programme focusing on the business development aspects of the client relationship. The guiding principal is the notion that to have a great relationship with a client, you want to achieve a position of trust. This has to be earned. To achieve a position of trust you must excel in every aspect of customer care and stewardship and you must always put the interests of the customer at the heart of the business. You must never offer them products they don t need and you must always be open and honest with them about your own limitations. During this course we consider how to create meaningful and long term client relationships. We then progress into the business development process to ensure that you conduct yourself both professionally and ethically so that you can develop and then deliver a first class customer service. This is the only effective way to achieve and then be able to live up to, a reputation for outstanding customer service and satisfaction. Above all it teaches delegates to be professional in their approach and demonstrates that by developing business in a manner that helps the client fulfil their specific needs, the approach relationship is more likely to succeed and the client relationship will be enhanced. Who Should Attend Anyone with an interest in business development seeking an update or a refresher. Knowledge Requirements None required.

5 Tailored Learning All of our training courses can be tailored to suit your company s exact training needs. We will work closely with you to help develop a training programme with content that is unique for your organisation. Please us on enquiries@redcliffetraining.co.uk for more information E-Learning This course can also be presented as a bespoke e-learning programme created by you to fit your exact requirements. enquiries@redcliffetraining.co.uk +44 (0)