For Senior Management, Trust and Wealth Management Relationship Managers, Investment Representatives, Private Banking Representatives and Loan Officers.
Being able to “sell” and to continue to “sell after the sale” are critical for survival in today’s highly-competitive environment. Relationship management skills and processes are the key to maximizing sales success. We emphasize the sales process and skill development participants need to be successful. We know from experience that these are the missing pieces for people and organizations that have reached a plateau or faltered in their sales development efforts.
Our three-day Relationship Sales Workshop is designed to help Senior Management, Trust and Wealth Management Relationship Managers, Investment Representatives, Private Banking Representatives and Loan Officers learn and practice a process that, if followed, proves highly effective in increasing sales. Best of all, participants discover a higher level of job satisfaction that results from their increased ability to help their clients.
A significant portion of the three days is spent role playing the skills and process in small groups. Each participant acts as the sales person and as a prospect in a roleplay that is realistic for the participant’s real life sales role. The roleplays start with the prospecting call and end with the presentation and the sale. Our cases are rated as having high validity to participant’s actual client base and calling situations. Participants receive maximum individual attention from faculty members so that they may apply the sales techniques appropriately and incorporate them into their repertoire of skills.
All participants receive a pre-class study program to prepare for their participation in the workshop. The pre-class study program provides basic knowledge of what selling is and a basic skills review. This allows more sales instruction, motivation and practice time in the workshop. Participants also receive a workshop manual containing sales instruction aides, motivational pieces and client contact forms to incorporate into their ongoing sales efforts.
For groups of six or more, Relationship Sales is most cost effective when presented in your organization. For groups of less than six our semi-annual open registration sessions are ideal.