Course details
In this course, participants will learn the retail selling cycle for all products and services, including how to present and show the bank products in a very attractive compelling way, and how to use the handling objection process to overcome the unexpected customer’s objection easily.
Course Objectives:
- Apply the personal selling process
- Apply the handling objection process
Course Outline:
Module 1: The Retail Selling Adventure
- Sales definition
- Skill learning model
- The personal selling process
- The customer buying process
- Opening
- Need/problem identification
- Opportunities for cross-selling bank products and services
- Presentation and demonstration (focusing on benefits)
Module 2: Effortless Closing and Handling Objections Techniques
- The four human thinking styles
- Exercise: applying the best-selling approach with different thinking styles
- Dealing with objections stage
- Negotiation stage
- Closing the sale stage
- Reasons behind failure of closing deals
- Follow-up
Assessment Strategy:
- Participants will be informally assessed on their interaction during sessions and their participation in exercises
Course Location
About Egyptian Banking Institute
A specialized and unique service provided by EBI's Research and Awareness Department. At the Egyptian Banking Institute, we produce publications every year about the EBI’s business performance, our charitable giving, our efforts to reduce the impact of our businesses on the environment, and other measures of our sustainability.
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