- Duration: 16 Hours
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
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