Home > Training > Courses > Sales and Relationship Management  
   
 
SELLING COMMERCIAL BANKING SOLUTIONS
 
     
  Summary Description  
  The workshop is designed to increase participants’ proficiency in planning and executing sales by focusing on how the bank can provide value added solutions which best meet agreed-upon customer needs.  
     
  Methodology  
  Presentations, case studies, role plays, group work and classroom discussion  
     
  Target Audience  
  Commercial bank relationship managers, credit analysts, and product specialists who work as a team to identify and meet their clients’ needs  
     
  Main Topics  
 
Developing a sales strategy
- Client buying styles: transacting vs. building a relationship
- Prioritizing the client: wallet size, composition, and profitability
Analyzing the client’s profile and needs on an ongoing basis
- Call plans, client calls, and call report
- Leveraging internal/external information and expertise
- Determining what the client wants, what we think the client needs, and
  what we are sure the bank can offer/deliver
  Account plans to achieve the client’s and our objectives
- Where we are, where we wish to be, and how we get there
- Actions: what, who, when, and resource requirements
- Reviewing results internally and with the client
- Revising objectives and strategies
Applying and improving key sales behaviors
- Establishing rapport and trust
- Business etiquette, Listening, questioning
- Determining a client’s situation, problems, and implications
- Getting the client to acknowledge a need and recognize the value
  of a corresponding solution
- Proposing solutions, overcoming objections, and closing
 
       
 
  Duration  
  3 days  
     
   
ABOUT US
Who we Are
Our Team
Vision and Mission
Clients
Global Reach
Partners
SPECIALTY AREAS
Retail and Consumer Banking
Commercial Banking
Corporate and Investment Banking
Wealth Management
Treasury and Transaction Banking
Risk Management
Sales and Relationship Management
Financial Institution Management
Sustainable Finance
Leadership and Management
TRAINING
Overview
Courses
Delivery Formats
Training Methods
Traning Process
Training Values
Performance Approach
Post Training & Evaluation
Download PDF's
RISK CONSULTING
Overview
Consulting FAQs
Success Stories
 
CONTACT US
Work with us
International Offices
Contact Form
 
 
 
HOME
 
SOCIAL MEDIA
Facebook    Linkedin
Media Clorians Comunicação