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Consultative Team Closing Techniques (CTC)
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| Once the trust and investment needs of current clients, prospects, and referral leads have been identified, the next step is to convert those needs into booked business. Consultative Team Closing Techniques teaches participants how to do this consultatively, utilizing the full resources of the bank’s team of specialists.
This one-day seminar is designed to accelerate the sales cycle while increasing closing ratios, retentions, and professionalism. Participants are taught how and when to use closing techniques independently or in a team-selling environment with other specialists. A few program highlights include:
- The Second Call Presentations Clinic – Developing custom-tailored presentations for each step of the call, as well as how the call is pre-positioned by the primary relationship manager
- The Second Call Presentations Clinic – Developing custom-tailored presentations for each step of the call, as well as how the call is pre-positioned by the primary relationship manager
- The Interview Appointment Presentations Clinic – Developing custom-tailored presentations for each step of the meeting and the specific roles and responsibilities of each specialist present
- Objections Clinics – Predicting and overcoming all possible objections to the second call and interview appointment
- Situational Role Playing – Skills practice sessions utilizing actual client/prospect cases in a team–selling format
- Review of Teleconsulting Lab – Key concepts for pre-positioning the close, such as the “Given Reality Test”: a unique methodology for determining a prospective or current client’s critical versus non-critical financial goals and related investment objectives
To contact us for more information, click here.
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