This in classroom, two day course is probably the single best course a person can take that want to improve their ability to sell financial products and services.

What’s covered?

• * 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.