Overview

Sales is part of every job today, internal and external. This course will orient you on sales and relationship management, a very important aspect of business - one that going forward, will help you in your career. This serves as an introduction to sales, relationship management and the importance of both in banking and services.

This course covers the following topics, in three sections. First, an introduction to the importance of sales and relationship management is given. Then, covering the Sales aspect:

  • 1. Sales? A definition and the Truth
    2. Where do you fit in?
    3. The Right Mindset / The Right Skills
    4. Your Unique Selling Position
    5. Analyzing Your Market Opportunity
    6. Competitive Analysis
    7. The Sales Process
    8. Great Meetings
    9. Closing (Options, Pricing)
    10. Success Principles
    11. Success Metrics
    12. Recap

Finally, covering the Relationship Management aspect:

  • 1. What’s Relationship Management?
    2. The New Truth
    3. Why is it important?
    4. Relevance to banking
    5. Internal and external importance
    6. Principals of building positive relationships
    7. Steps to the process
    8. Principals to managing negative relationships
    9. Steps to the process
    10. Relationship Best Practices

Learning Outcomes

What you'll Learn

  • You'll learn the key principles of sales and relationship management
  • You'll learn how to optimize your sales strategy
  • You'll learn how to perform excellent relationship management with clients
  • You'll learn how to manage negative relationships and overcome barriers
  • You'll learn why sales and relationship management are important to all industries
  • You'll learn how to have great sales meetings

Course curriculum

  • 1

    Introduction to Sales and Relationship Management

  • 2

    Sales Management

    • Introduction to the Sales Profession Matrix FREE PREVIEW
    • Introduction to the Sales Profession Matrix (Slides)
    • The Roles of Sales in Banking
    • The Roles of Sales in Banking (Slides)
    • The Sales Process
    • The Sales Process (Slides)
    • The Sales Process: Research
    • The Sales Process: Research (Slides)
    • Creating a Unique Selling Position
    • Creating a Unique Selling Position (Slides)
    • Open-Ended Questions
    • Open-Ended Questions (Slides)
    • Presentations
    • Presentations (Slides)
    • The Role of a Great Meeting
    • The Role of a Great Meeting (Slides)
    • Helping Your Prospect Become Your Client by Providing Real Buying Options
    • Helping Your Prospect Become Your Client by Providing Real Buying Options (Slides)
    • The Close
    • The Close (Slides)
    • A Review of the Importance of Sales in Banking
    • A Review of the Importance of Sales in Banking (Slides)
  • 3

    Relationship Management

    • Introduction to Relationship Management
    • Introduction to Relationship Management (Slides)
    • The Overview of Relationship Management in Banking
    • The Overview of Relationship Management in Banking (Slides)
    • The Risks/Rewards of Mastering Relationship Management
    • The Risks/Rewards of Mastering Relationship Management (Slides)
    • An Introduction to the Principles of Positive Relationship
    • An Introduction to the Principles of Positive Relationship (Slides)
    • Simple Steps in the Relationship Management Process
    • Simple Steps in the Relationship Management Process (Slides)
    • Problem Resolution Process
    • Problem Resolution Process (Slides)
    • The Principles of Managing Negative Relationships Part 1
    • The Principles of Managing Negative Relationships Part 1 (Slides)
    • The Principles of Managing Negative Relationships Part 2
    • The Principles of Managing Negative Relationships Part 2 (Slides)
    • The Resolutions Matrix
    • The Resolutions Matrix (Slides)
    • Best Practices in Relationship Management
    • Best Practices in Relationship Management (Slides)
    • Sales and Relationship Management Review
    • Sales and Relationship Management Review (Slides)