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Strategic Planning and Sales Development Program
This strategy and planning session can be designed for any financial services firm that is being challenged by market issues and strong competition. Best results have come as a result of integrating management and sales leaders into a combined session.
Session Outline:
I. Identifying business challenges and opportunities for company products and services
II. Understanding what a successful sales strategy needs to include (institutional and retail)
III. Building a foundation for a client value proposition - Strengths/weaknesses and the “Unique Company Advantage”
IV. Defining the company’s consultative sales process
A. Positioning - getting the prospect’s/client’s attention
B. Qualifying - finding a business opportunity for company products and services
C. Profiling - decision making process, “decision makers/influencers”, decision criteria
D. Presenting solutions - CCC guidelines
E. Follow-up - establish criteria for “Value Added” for a long-term relationship
V. Client communication strategies - the importance of having a common company message
VI. Developing and Action Plan
A. Market and prospect/client analysis
B. Target prospect/client business development plan
Pre-work is required for this session and includes the following:
A. Completed business plans
B. Presentation on current business trends in each market the participants are responsible for
C. Copy of most recent sales presentations
D. Open mind
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