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Selling Skills for Service People

This on-site seminar is the single best course a person can take if they want to improve their ability to sell financial products and services.

Course Content:

  • A comprehensive sales strategy that mirrors the client’s buying process.
  • The difference between service and selling in the financial services industry.
  • Ineffective selling behaviours that hinder performance.
  • Working with the client’s mental ownership during the sales process.
  • Understanding client fears and how they adversely affect the sale.
  • The right attitude to have when kicking off the new account opening interview.
  • Five things new clients tell you just by showing up to your place of business.
  • Two critical interview skills to master.
  • Five different types of questions that uncover client needs.
  • How to quickly get investment referrals during a lending interview.
  • A quick interview technique to expand the products per client during a new account opening.
  • Interviewing to get more of the client’s investment dollar.
  • Eleven critical activities in preparation for your next appointment.
  • Converting the phone and in-person rate inquiry to sit-down appointments.
  • The number one job of a service focused sales person.
  • Product presentation skills that increase value for clients.
  • Why sales people do not typically ask for the sale and what to do about it.
  • How to ask for the sale without being pushy or aggressive.

Duration: 2 Days

Training course selling skills for service people