Selling Skills for the Bank Environment Masterclass
A two-day selling discipline for bankers — an organised customer process from needs discovery to closed sale and serviced relationship.
Format
Classroom · Virtual
Upcoming sessions
Pick a session to applyADMISSIONS OPENThe programme
A banker who does not understand the customer cannot defend the relationship — and in a marketplace this competitive, every undefended relationship is revenue waiting to leave. This two-day programme builds an organised process for communicating with customers across the whole development cycle: reading what customers are really seeking from their bank, connecting those needs to specific products and services, presenting features and benefits that land, and handling concerns, objections and resistance through to a completed sale and ongoing service. It sets that craft against the emerging trends in retail banking that are reshaping front-line marketing and sales, including the communication challenges of the social media age. The cohort leaves with practical, bank-specific ways to lift sales performance.
What you will do
Who attends
- Relationship managers and wealth managers
- Sales and marketing staff
- Senior managers
- Alternative distribution managers
Programme agenda
Built for the decisions no textbook prepares you for
I.The customer development process
- The banker’s role as salesperson
- Understanding customer needs before recommending products
- What customers really seek from their bank
II.The sales conversation
- Communicating effectively with customers and prospects
- Identifying key customer concerns
- Presenting relevant features and benefits of bank products
III.Objections and the close
- Addressing concerns, objections and resistance
- Completing the sale
- Providing ongoing service to the relationship
IV.Selling in the modern retail bank
- Emerging retail banking trends and the front line
- Communication challenges in the social media age
- Growing revenue through innovative sales techniques
- Practical ways to lift sales performance in your bank
Frequently asked
What sales process does the banking selling skills course teach?
An organised process for communicating with customers across the whole development cycle: reading what customers are really seeking from their bank, connecting those needs to specific products and services, presenting features and benefits that land, and handling concerns, objections and resistance through to a completed sale and ongoing service of the relationship.
How long is the programme and who should attend?
It is a two-day programme designed for relationship managers and wealth managers, sales and marketing staff, senior managers and alternative distribution managers. It also sets the selling craft against emerging retail banking trends and the communication challenges of the social media age.
Can the course be delivered in-house for our sales teams?
Yes. BIZENIUS delivers the programme in English and French, and an in-house edition can be tailored to your bank’s products, customer segments and sales organisation. Sessions run on a rolling calendar with dates confirmed on request, and fees and quotations are provided 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.