Managing Client Relationships, Sales & Business Development Masterclass
Sales and relationship management for customer-facing lenders — uncovering the client’s real need, keeping control of the sales cycle and turning contact into confirmed business.
Format
Classroom · Virtual
Upcoming sessions
Pick a session to applyADMISSIONS OPENThe programme
Lenders lose deals less often on price than on conversation: the need was never properly uncovered, the meeting drifted, control of the sales cycle quietly passed to the other side of the table. This masterclass is built for customer-facing lenders who want a sharper business development plan and a self-aware, flexible communication style that gets to what the client actually needs. The cohort works through the rules of likeability and persuasion, building trust through openness, running sales meetings clients want to be in, and the negotiation techniques that keep the lender in control from first contact through after-sales relationship management — including winning formal and informal tenders and beauty parades.
What you will do
Who attends
- Heads of department and business development teams
- Relationship, account and retail managers
- SME and digital banking teams
- Product management, client service and marketing professionals
- Credit writing, collection and recovery teams
Programme agenda
Built for the decisions no textbook prepares you for
I.The psychology of the sale
- The rules of likeability, used to your advantage
- Applying the rules of persuasion
- Building trust by opening up about yourself
II.Understanding client need
- A self-aware, flexible communication style
- Holding engaging conversations with clients
- Communication strategies that build the relationship
III.Winning the business
- Running great sales meetings
- Creating compelling responses to client need
- Negotiation and control through the sales cycle
- Winning formal and informal tenders and beauty parades
IV.Relationships that last
- After-sales relationship management
- Turning potential opportunities into confirmed business
- Building long-term, high-value client relationships
Frequently asked
What does the client relationships and sales masterclass teach?
It builds a sharper business development plan and a self-aware, flexible communication style for customer-facing lenders: the rules of likeability and persuasion, building trust through openness, running sales meetings clients want to be in, uncovering the client’s real need, and the negotiation techniques that keep the lender in control from first contact to after-sales relationship management.
Does the course cover tenders and beauty parades?
Yes. Converting opportunities into confirmed business is a core thread, and the programme works explicitly through winning formal and informal tenders and beauty parades — alongside creating compelling proposals matched to the client’s need and keeping control of the negotiation throughout the sales cycle.
Who should attend, and how is the training delivered?
It suits heads of department, business development teams, relationship, account and retail managers, SME and digital banking teams, product, client service and marketing professionals, and credit writing and recovery teams. Delivery is in English or French; an in-house edition tailored to your institution is available, with dates on a rolling calendar and fees on enquiry.
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Take the brochure with you.
One request — the full agenda, the faculty and the next cohort dates, sent personally by the admissions team.