1 Sales Leadership

The Sales Leadership Programme is a systematic and results-oriented team leader and manager programme designed to meet the changing market needs and the needs of customers, internally and externally. The Sales Leadership will enable new, developing and experienced team leaders and managers to move to the highest level of management skills and the highest level of success within Financial Services.

SL-01 - Bank awareness & support
SL-02 - MIS – interpretation and use
SL-03 - Motivating people
SL-04 - Team building
SL-05 - Training & Coaching
SL-06 - Feedback
SL-07 - Workweek
SL-08 - Activity management
SL-09 - Communication skills
SL-10 - Networking/Relationship Development

2 Foundation Selling Skills for Financial Advisers

The aim of this course is to improve the knowledge, understanding and application of Foundation Selling Skills for Financial Advisers, and to introduce the concept of Conversational Selling, the Needs Based Sales process and presenting recommendations. Advisers will then be able to apply these new ideas and skills.

FSFA-01 - Introduction to the Sales Process
FSFA-02 - Confirming Need & Establishing Information
FSFA-03 - Presenting Recommendations
FSFA-04 - Closing the Sale
FSFA-05 - Progressing the Sale and Customer Referrals

3 Customer Focused Sales Skills

The aim of this course is to improve the knowledge, understanding and application of Customer-Focused Selling Skills, and to introduce the concept of Conversational Selling. Customer facing staff will then be able to apply these new ideas and skills.

CFSS-01 - Introduction to Customer Focused Sales Skills
CFSS-02 - Essential Skills For Effective Customer Focused Selling
CFSS-03 - Listening – A Key Skill
CFSS-04 - Objection Handling And Closing The Sale
CFSS-05 - The Sales Process

4 Advanced Selling Skills for Financial Advisers

The aim of this Course is to improve the knowledge, understanding and application of Advanced Selling Skills. Advisers will then be able to apply these new ideas and skills – efficiently, effectively and successfully.

ASFA-01 - Introduction and the 13 qualities of an Advanced Salesperson
ASFA-02 - The Key Success Factors of an Advanced Salesperson
ASFA-03 - Building a strong partnership with your Customer
ASFA-04 - Targeted support & coaching of Bank Staff to maximize Lead Generation
ASFA-05 - Focus, Focus, Focus on the customer
ASFA-06 - Identifying customer’s buying style
ASFA-07 - The ingredients of a perfect introduction
ASFA-08 - Needs Based Financial Planning

5 Opportunity Spotting & Lead Generation

The Opportunity Spotting & Lead Generation course will enable experienced and developing Bank staff and authorised sales staff to move to the highest level of lead generation and customer care, and the highest level of sales success within Financial Services.

OSLG-01 - What is Opportunity Spotting & Lead Generation
OSLG-02 - Importance and benefits
OSLG-03 - Customer needs and wants
OSLG-04 - Identifying specific opportunities
OSLG-05 - Identifying and processing a good lead
OSLG-06 - Working with the Financial Planner
OSLG-07 - Communication with your customer
OSLG-08 - Customer contact
OSLG-09 - Customer “after care”
OSLG-10 - Telephone techniques
OSLG-11 - Mail Shot techniques
OSLG-12 - Cross selling techniques
OSLG-13 - Seminar techniques

6 General Management

The General Management Course will enable new and developing team leaders and managers to move to the highest level of management skills and the highest level of success within Financial Services.

GENM-01 - Project Management
GENM-02 - Budget setting and management
GENM-03 - Strategic thinking
GENM-04 - Man management
GENM-05 - People assessment
GENM-06 - Meeting management
GENM-07 - Time Planning
GENM-08 - Business planning
GENM-09 - Communication (written and verbal)

7 Bancassurance Awareness

Bancassurance Awareness course will enable all staff to understand Bancassurance and why it is so important to the business, the staff and most importantly the customers. On completion of this course staff will be motivated to improve their customer service by communicating all the products available, the only thing left is to make sure all staff are trained professionally on how to do this.

BA-01 - What is Bancassurance
BA-02 - Why Bancassurance is important to Banks and Insurers
BA-03 - The impact upon the organization and getting it right first time
BA-04 - What Banks expect from their bancassurance partners
BA-05 - The challenges of Bancassurance Cultural implications
BA-06 - The Pitfalls

8 Product Knowledge & Processes

PDKP-01 - Customer profile
PDKP-02 - Product specifications
PDKP-03 - Building your own training

9 Train The Trainer – Design

This course is aimed at new, experienced and developing Trainers and Training Managers. The Train The Trainer Course - Design is systematically designed and structured to equip new, developing and experienced Financial Advisers with the knowledge, understanding and application skills to ensure their training more than meets the business needs, to enhance the Bank/Company’s bottom line and, most importantly, to ensure customers receive world class help in needs identification and solutions provision.

TTDN-01 - 10 star qualities of a high quality bancassurance trainer
TTDN-02 - Systematic Approach
TTDN-03 - Exploring the training cycle and process
TTDN-04 - Benefits and features
TTDN-05 - How people learn
TTDN-06 - Blockages to learning
TTDN-07 - Learning styles
TTDN-08 - Training styles, approaches and Recall
TTDN-09 - Training needs identification & analysis
TTDN-10 - Analysing gaps in performance and Transferring learning into the workplace
TTDN-11 - Building trusting relationships with learners and line managers
TTDN-12 - Background and Your goals
TTDN-13 - Your objectives to achieve your goal
TTDN-14 - Your audience – the learners
TTDN-15 - Range of delivery mechanism and training methods
TTDN-16 - Creative development of your ideas
TTDN-17 - Timing your session
TTDN-18 - Getting the balance right
TTDN-19 - Gathering all information
TTDN-20 - Sorting information into related groups
TTDN-21 - Prioritising and organising
TTDN-22 - The training session formula and Introduction to the training session
TTDN-23 - The main body of the training session
TTDN-24 - Summary of the training session
TTDN-25 - Visual aids and sales aids
TTDN-26 - Trainer notes, forms, charts and letters
TTDN-27 - Refining and practicing
TTDN-28 - Pre-delivery tasks and arrangements
TTDN-29 - Validation & evaluation

10 Train The Trainer – Delivery

This course is aimed at new, experienced and developing Trainers and Training Managers. The Train The Trainer Course - Delivery is systematically designed and structured to equip new, developing and experienced Financial Advisers with the knowledge, understanding and application skills to ensure their training is delivered effectively, to ensure all delegates take as much information away from the training as possible.

TTDY-01 - 10 star qualities of a high quality bancassurance trainer
TTDY-02 - Building partnerships with Learners through synergy
TTDY-03 - Being persuasive
TTDY-04 - Formatting your material for delivery
TTDY-05 - Overcoming nervousness when training

11 Call Centre Skills Course

The goal of each Module in the entire course is to help staff to become a Call Centre Professional.
The contents of this course will give them all the support and tools to become an effective and competent telephone communicator. Whether you will be dealing with administrative, customer aftercare or selling issues, staff will find everything they need in this course to get it right first time, every time.

CCSC-01 - Telephone skills
CCSC-02 - Communication skills
CCSC-03 - Conversational selling
CCSC-04 - Language / Speaking skills and Speed and quality of data input
CCSC-05 - Attitude / self motivation
CCSC-06 - Objection Handling

12 Running Meetings

Despite popular beliefs about meetings, they don’t have to be boring, pointless and too long. By going through this course staff will be able to change all that - Staff will learn how to run engaging and effective meetings.

RM-01 - Getting Started
RM-02 - How to prepare for a meeting
RM-03 - How groups reach decisions
RM-04 - How to conduct a meeting
RM-05 - When bad things happen to good meetings
RM-06 - How to handle end matters
RM-07 - How to follow up after a meeting

13 Needs Based Financial Planning

In this course we shall explore Needs Based Selling, identifying the importance of this selling process. Financial advisers will then be able to apply these new ideas and skills – efficiently, effectively and successfully.

NBS-01 - Introduction to needs based selling
NBS-02 - The perfect introduction and building rapport
NBS-03 - Fact finding
NBS-04 - Personalised statements for needs based selling