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Institutional Sales Development
The following is an outline of a two-day workshop developed for institutional derivatives salespeople. The two-day workshop consist of the the following core topics:
- Definition of a successful institutional sales process
- The Company profile - what makes you different from other derivative groups
- Identifying and understanding the decision points in the sales process
- Behavioral component of sales - knowing how customers communicate and buy
- The Company Sales Process
- Initiate and identify business opportunity
- Investigate and clarify criteria for doing business
- Present process and solutions
- Overcome obstacles
- Close/gain commitment
- Follow-up
- Establish criteria for “Value Added” in an institutional relationship
- Profiling, questioning, and listening techniques
- Communication strategies to leverage business opportunities
- Preparing and delivering presentations based on customer decision-making criteria
- Handling objections, doubt, and resistance (price, performance, and competition)
- Advanced closing strategies to move customers to action
- Self evaluation and coaching techniques
- Role plays and case studies reflecting actual sales situations
- Video modeling of role plays
Note: Design and focus of the program is highly customized to the sale of derivative products and the Company’s business culture. Through the use of role-plays and case studies reflecting actual selling situations, the participants have the opportunity for practical application of techniques they could use in the field.
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