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Selling Skills for Corporate Finance

This course covers every aspect of selling so that corporate finance executives can sell with confidence in the framework of a structure that enable them to be professional. It
takes participants through a process that they can use in every selling situation and is based around consultative selling, which involves finding out what the customer wants before trying to sell anything. It is a very interactive course with lots of exercises to reinforce the learning.

Course Content

 The Seven Step Sales Process
 Setting objectives
 Appreciating customer requirements
 Presenting tailored solutions
 Handling objections
 Negotiating Win / Win deals
 Closing confidently
 Post call activity
 Identifying the importance of each stage of the selling process

 Setting Customer Objectives

 Appreciating Customer Requirements
 Techniques required to understand customers needs
 Open, leading and closed questions
 The Funnel questioning technique

 Features, Applications and Benefits (FAB)
 Identifying the FAB elements of products
 Using FAB to match the needs gathered from customers

 Enhancing the Sales Presentation
 Presenting at the right stage
 Using the customer’s own words

 Handling Objections
 Identifying frequently encountered objections
 The pre-emption of objections
 Developing appropriate responses

 Handling Price Objections

 Win/Win Negotiations
 Identification of your bottom line.
 Fact-finding to establish points for negotiation
 Trading concessions

 Closing the Sale.
 Psychology of closing
 Recognition of the seven stage selling in the closing process

 Post Call Activity
 Keeping the customer happy after the sale
 Activity to identify the best practices in maintaining long term relationships

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