OUR PHILOSOPHY

Sales skills in financial services are quite specific and should take into account the financial markets environment, its players - clients, bankers - and products. We work with our clients to address changing trends such as:
a) the reengineering of the sales force
b) sales force ability to shift from plain vanilla sales to derivatives sales, from domestic to international, exotic markets
c) developing a strategic sales approach - thinking on both sides of the client’s balance sheet
d) selling a wider variety of solutions across-markets and products.

We focus on creating longer term, more profitable relationships between the banks and their clients based on trust and partnership and a consultative, rather than sales focused relationship.

Our programs therefore focus on:

Strong Dialogue with the client : a two-way street
Challenge: ability to extract information from the client, to identify client’s needs and deliver targeted solutions.
Training: fact finding skills, listening skills, objections handling skills.

Client Centric Approach
Challenge: ability to transform any idea into the client’s idea, to approach sales from the client’s perspective taking into account their objectives, agenda, priorities, sector: i.e. total return accounts, corporates, hedge funds, etc.
Training: knowing and managing effectively the client , pitching from their perspective.

Deal Control - Closing and Follow Up skills
Challenge: ability to control the sales and decision making process at each step of the deal – to establish mini-closings and incremental client commitment driving the deal to the close.
Training: handling closing objections, assertiveness skills, asking for the deal, setting a short term and long term closing strategy, following-up techniques.