Description
Lisa Dorian – CFI Education – Converting Leads to Customers – Negotiation & Closing download, Lisa Dorian – CFI Education – Converting Leads to Customers – Negotiation & Closing review, Lisa Dorian – CFI Education – Converting Leads to Customers – Negotiation & Closing free
Lisa Dorian – CFI Education – Converting Leads to Customers – Negotiation & Closing
Converting Leads to Customers – Negotiation & Closing
Learn to skillfully turn your prospects into customers
Discover needs and develop solutions using a proven process
Turn your prospects into promoters and negotiate a win that everyone enjoys
Close with confidence
Overview
Converting Leads to Customers Overview
We will start the course by reviewing the sales funnel and the lead conversion process, before talking about the importance of differentiating yourself and your organization in order to build long-term relationships. We will work through specific strategies that successful banking professionals use, as well as ways to highlight the key qualities of your firm that will resonate with prospective clients.
Next, we will seek to really understand the client discovery process and how to leverage it to uncover customers’ needs using unique frameworks, like the SPIN method and the funneling technique.
Lastly, we will look at the negotiation process itself and discuss the most important skills shared by successful negotiators to help you convert leads into customers.
Converting Leads to Customers Objectives
Upon completing this course, you will be able to:
Define the lead conversion process.
Utilize a discovery process to uncover business needs.
Explore ways to set you and your organization apart from the competition.
Apply negotiation skills to handle objections and close the sale.
Who Should Take This Course?
This course is designed for current and aspiring commercial bankers and other client-facing finance professionals. Master the client and prospect discovery process to qualify leads and present the most optimal solutions more effectively.
What you’ll learn
Introduction
Introduction
Learning Objectives
Download Course Files
Understanding Lead Conversion
The Sales Funnel
Sales Process Review
Interactive Exercise 1
Setting Yourself Apart
Emotional Process & Adding Value
Setting Yourself Apart
Appealing to Potential Customers
Establishing Rapport
Noticing What People Say
Interactive Exercise 2
Appealing to Others’ Reasoning
Providing Compelling Evidence
Emphasizing Benefits
Structuring Your Position (SCQA Model)
Emotions
Interactive Exercise 3
Midway Check-in
The Discovery Process
Questioning Skills
Planning
SPIN & The Funneling Technique
Understanding Needs
Effective Listening
Interactive Exercise 4
Negotiating the Close
The Negotiation Process
Negotiation Skills
Negotiation Skills (cont.)
Stakeholders
Interactive Exercise 5
Position-based Negotiation
Interest-based Negotiation
Interest-based Negotiation Steps
Interest-based Negotiation Steps (cont.)
Identifying Alternatives
Key Points
Closing the Deal
Interactive Exercise 6
Conclusion
Conclusion
Qualified Assessment
Qualified Assessment
This Course is Part of the Following Programs
Commercial Banking & Credit Analyst (CBCA)®
Converting Leads to Customers – Negotiation & Closing is part of the Commercial Banking & Credit Analyst (CBCA)®, which includes 58 courses.
Skills Learned
Financial Analysis, Credit Structuring, Risk Management
Career Prep
Commercial Banking, Credit Analyst, Private Lending
