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Successful Selling, One Day “Fast Track"
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“Successful Sales” is a three day ICMA Skills Training Course specifically devised for anyone in capital market sales whether they be bond sales people or originators.
This specially devised sample one-day programme is drawn from the full “Successful Sales” Agenda. It will be presented free of charge for Latin American members as an introduction to the internationally acknowledged training programmes developed by ICMA.
The one-day Agenda will concentrate on developing and honing telephone sales skills specifically in the international debt markets.
The Agenda examines what selling is or is not – and infact it is really a buying process. We develop the importance of clear objective setting for sales calls to create successful outcomes. Who is the client, where is he in the buying process and what constitutes success?
We will role-play a capital markets sales call which will be recorded and then play it back for evaluation by participants
Post this experience we will examine a key questioning sales model for improving our sales success. There will then be a second role-play where participants will test out the newly acquired skills on each other.
With these second role-plays candidates should feel a sense of discernible progess from their original sales calls. We conclude with some key messages for participants to take away with them.
Because of the interactive nature of the programme, numbers will be strictly limited to ensure that participants gain personal value from their involvement.
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The Competitive Challenge- what can you deliver?
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Session 3: Selling or buying?
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Differentiating Gaps and Needs
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Sales as a “counselling process”
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Session 4: Who is the client?
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Prospects, clients, advocates
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Relationship vs. Transaction
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Setting objectives and planning outcomes
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Researching and planning the client telephone call
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Session 5: The telephone call
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The limitations of the telephone
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Pre call planning – setting objectives
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Advance vs. continuation
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Case study preparation – GAP analysis and team discussion
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The structure of the call – an established model structure
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Session 6: Case Study One – the client phone call
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Participants will undertake telephone role-plays based on detailed ‘real life’ capital market investor / sales case studies. These will be recorded and critically appraised by the group.
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Session 7: New business development
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Gaining the appointment
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Planning the face to face meeting
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Session 8: Sales Skills Development
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Session 9: Case Study 2 – Pair role-play
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Participants will undertake face-to-face sales role-plays based on detailed capital market scenarios now evaluating each other on the newly acquired techniques.
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Evaluation of role-plays
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