Selling Skills for Bankers
Personal selling is an ancient art. However, it has seen many developments throughout history. Sales person are in the front line of any organization and the role of the salesperson today extends far beyond the traditional demonstration and presentation of a product (good, service, idea) to a prospective buyer. Instead, the complexity of today’s selling environment necessitates unconventional expertise to successfully make a sale happen. This course focus on ensuring the satisfaction of the buyer through processes to generate long-term business and customer loyalty.
You will learn to:
• Explain the importance of ensuring the satisfaction of the buyer by focusing on his process
• Discover what customers want instead of just selling what you have.
• Understand different retail banking buyer types and behaviors in order to present information in a way that appeals to the customer
• It will equip the sales people with skills, techniques and knowledge to make effective sales calls, convince customers and handle objections and rejections.
• It will provide tactics on how to provide value in the proposal and effectively close sales.
• The training will help sales people understand how change in attitude and behavior can contribute in winning customers.
• Enhances performances, builds team and leads to more revenue for the bank.
By focusing on
1. Understanding function of sales
2. Who are our customers
3. Sales person – attitude and skills
4. Qualities in a sales person
5. The Sales Process
• Prospecting & qualifying
• Planning sales call
• Approaching the prospect
• Helping prospect buy through Questioning
• Sales presentation & demonstration
• Translate features into benefits for the prospect
• Negotiating resistance & objections
• Confirming and closing the sale
• Closing techniques to increase sales
• Following up and providing after-sales service
• Measuring after-sales service
Methods
• Lecture, Discussion/interaction, Role Play & Case-Studies.
• Group/Individual Activities
• PowerPoint Presentation
Who Should Attend?
This program is directed to all sales personnel (Managers, Supervisors, executives, sales representatives) directly involved in the selling of a product.
Nabil is a Training and Development Leader with extensive experience working with all organizational levels creating, promoting, and delivering training solutions designed to support the organization’s business plan. Nabil is passionate about creating an interactive and enjoyable business environment that supports learning. Nabil’s professional experience includes 30 years of business & management experience in the pharmaceutical industry. Throughout his professional career in the pharmaceutical industry, Nabil worked in sales, Marketing, Medical, and training for both national and international pharmaceutical companies.
Most recently, Nabil was the Group training and development Director. There he set the strategic training direction for 950 employees. Training Department “from the ground up” leading functions such as budgeting, staffing, needs assessment, curriculum, design, and planning. Prior to this role, Nabil served at several organizations designing and delivering successful programs in management development, team building, diversity, communications, customer service, sales, change management, performance management as well as many other topics. His work has always focused on meeting the strategic needs of the organization.
Nabil's outstanding strengths include leadership, communication, facilitation, and influencing.
His successful initiatives include:
• Created and implemented a global communication and training plan for a major change process
• Led the Training Advisory Team to determine business needs and develop creative training solutions
• Created, conducted, and following-up on an employee climate survey
• Facilitated cross-functional project teams
• Led a team to create the organization’s vision and mission statements
• Developed internal and external service standards
• Led a team to create a career path planning process
• Created, implemented, and led an employee reward program
• Planned and conducted employee events
Nabil's approach is hands-on and objective and focuses on what participants need to know. His enthusiastic and interactive style maximizes participation and achieves results through positive involvement. Nabil's style together with his interpersonal skills enables participants to enjoy themselves whilst learning, thereby maximizing benefits for both employer and employee.
