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Training Course Summary:

This courser covers the range of soft skills necessary for corporate financiers to possess in order to make first class deal winners.
The first part of the seminar takes executives through a process that they can use in different selling situations and is based around consultative selling.
The negotiation section will teach participants techniques that are a vital part of gaining and maintaining business relationships and is designed to help participants in the development of effective negotiation skills so that they will achieve successful outcomes. The presentation module takes participants through the process of planning and execution, with the rationale being to teach the skill of being able to plan and structure any presentation so the presenter knows that the content meets the objectives.
The time management module will help identify time wasters and plan how to reduce them and how to delegate effectively.

Training Course Overview/Content:

Selling Skills
The seven step sales process.
Setting customer objectives.
Appreciating customer requirements.
Features, applications and benefits (FAB)
Enhancing the sales presentation.
Handling objections
Handling price objections.
Win/win negotiations.
Closing the sale.
Post call activity

Negotiation Skills
Negotiation and its benefits
Qualities of an effective negotiator: the ten quality traits
Preparing for negotiation
Negotiation in action
Closing the deal

Presentation Skills
Outcome identification
Structuring presentations
The 10/80/10 rule
Building rapport
The use of NLP
Language patterns to enhance a presentation

Time Management
Identification of Current Time Problems
Essential Stages in Good Time Management
Establishing Good Time Management Practices
Time Wasters
Developing Strategies for Effective Time Management
Delegation