Making a difference

Sales & Marketing for Financial Institutions

As competition in the financial service industry grows, the need for effective marketing and selling of financial services intensifies. A well-though out marketing plan and a structure for promoting services is required which matches client needs to the products and services in offer.

This course will ensure participants respond effectively to the needs of the market and build strong and enduring client relationships. It will enable them to apply modern selling and negotiation techniques which will help to ensure a strong position in the financial services market.

Who should attend
Sales and marketing professionals, brand and relationship managers, heads of business units, middle to senior managers and executives with a marketing role or responsibility in financial institutions in the public, private and NGO sectors.

How you will benefit
By the end of the course you will be able to:

• develop a lead generation strategy and implement it effectively
• review and optimise the efficiency of the sales function in your organisation
• negotiate more competently
• demonstrate a theoretically informed and practical understanding of marketing and selling

Course profile

• The relationship between marketing and sales
• Defining the financial services market
• Developing a marketing strategy linked to corporate strategy
• The marketing and sales cycle
• Customer relationship management
• Developing a value proposition
• Profiling your customer base to optimise effect
• Improving your hit rate at achieving appointments
• First impressions and creating rapport at sales meetings
• Identifying needs and wants and making the sale
• Retaining customers
• Conducting a sales meeting
• Recognising the signals and turning them into buy signals
• Closing techniques
• Negotiating with confidence
• Key skills and techniques for successful negotiation
• Retaining customers through effective customer relationship management
• Interpersonal skills for marketing and selling
• An introduction to NLP (Neuro Linguistic Programming) and its application to selling and marketing

I think the course was useful to my work. The content of the course was what I expected and the trainer was up to the task. His knowledge of the course content was amazing.

Mr Victor Nicholas Agbenu
Account Manager
Trust Bank Ltd, Ghana