Selling financial services 2012 extract

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EXTRACT OF THE 2012 COURSE ON SELLING FINANCIAL SERVICES

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  • The following slides are an illustration of what was stated in relation to the EVALUATION OF ASSETS and the impact on the NET WORTH
  • Selling financial services 2012 extract

    1. 1. Selling financial services 2012 Helping you through the learning curve R.J.Claessens & Partners
    2. 2. The purpose of the seminar Provide you with a selling technique and product knowledge
    3. 3. <ul><li>Roger Jean Claessens is an International lecturer and an independent consultant for the financial services industry. </li></ul><ul><li>Professor at UBI (United Business Institutes), Brussels </li></ul><ul><li>Expert lecturer for FEBELFIN (Federation of banks & insurance in Belgium) </li></ul><ul><li>Expert lecturer for the EIB in Luxembourg </li></ul><ul><li>Expert lecturer for BGL BNPPARIBAS amongst others </li></ul><ul><li>Author of : </li></ul><ul><li>“ Corporate culture”, 2011, Serbian Bank Association (SBA) & AuthorHouse, UK </li></ul><ul><li>“ What is a bank?”, 2009, Promoculture & AuthorHouse, UK </li></ul><ul><li>“ A brief introduction to accounting”, 2008, Unibook, Belgium </li></ul><ul><li>“ Marketing in financial services” , 2007, SBA </li></ul><ul><li>“ Branch Management” , with P. Wiertz,2006, Promoculture & SBA </li></ul><ul><li>“ Ethics, corporate values and prevention of money laundering” , 2006, SBA </li></ul>From: www.rogerclaessens.eu
    4. 4. Content <ul><li>Day 1 </li></ul><ul><li>Branding requirements </li></ul><ul><li>A “brief introduction” to the balance sheet </li></ul><ul><li>The impact of interest rates on the bank </li></ul><ul><li>Basic selling skills </li></ul><ul><li>Day 2 </li></ul><ul><li>Case studies </li></ul><ul><li>Mastering delicate situations </li></ul><ul><li>Conclusions and review of what can be improved </li></ul><ul><li>Tips and tricks of the trade </li></ul>
    5. 5. Selling financial services Module 1 Branding requirements
    6. 6. WHICH is WHICH ?
    7. 7. CORPORATE CULTURE = VISIBLE LEVEL (BRANDING) & SHARED VALUES Substance
    8. 8. Selling financial services Module 2 A “brief introduction” to the Bank’s balance sheet
    9. 9. The concept of a balance sheet What I HAVE What I OWE
    10. 10. Product type Current account in overdraft Balance sheet type Current asset Profitability Large margin over cost of funds Risk profile Liquidity, solvency due to non repayment Treasury impact Uncertainty, average outstanding needs to be used as guideline Customer profile Known customer, middle to top segment Documentation Account opening, financial statement, follow-up doc, memo’s of call.
    11. 11. Selling financial services Module 3 The impact of interest rates & economic indicators on the bank
    12. 12. Products & Services GNP CONSUMERS Salaries, interest, rentals LABOUR ENTREPRENEURS Offer WHAT? HOW? FOR WHOM? Demand Demand Offer Government Central Bank
    13. 13. <ul><li>5 Key tools of the central bank </li></ul><ul><ul><li>The printing of money </li></ul></ul><ul><ul><li>The short term interest rates </li></ul></ul><ul><ul><li>The fractional reserve requirements </li></ul></ul><ul><ul><li>The open market policy </li></ul></ul><ul><ul><li>The financial structure of the banks </li></ul></ul>(c) The intervention of the central bank
    14. 14. Selling financial services Module 4 Selling skills
    15. 15. Communication <ul><li>The challenge is to be brief, structured, focused </li></ul>
    16. 16. <ul><li>Remember the basic structure of any message </li></ul>Effective selling
    17. 17. Selling financial services Module 5 Case studies
    18. 18. Cases <ul><li>The seminar belongs to YOU and its success rests largely with you. </li></ul><ul><li>Enter into the discussion. </li></ul><ul><li>Give freely of your experience. </li></ul><ul><li>Confine your discussion to the problem. </li></ul><ul><li>Say what you think. </li></ul><ul><li>Only one person should talk at a time. </li></ul><ul><li>Be patient with other members </li></ul><ul><li>Appreciate others point of view </li></ul>
    19. 19. Role playing (on a rotation basis) <ul><li>Seller </li></ul><ul><li>Client </li></ul><ul><li>2 Observers </li></ul><ul><li>What needs to be observed: </li></ul><ul><ul><li>Structure of the dialogue (SPIN) </li></ul></ul><ul><ul><li>The aptitude to listen </li></ul></ul><ul><ul><li>The aptitude to describe a product </li></ul></ul><ul><ul><li>The understanding of the economic environment </li></ul></ul><ul><ul><li>The closing & the agreed follow up </li></ul></ul>
    20. 20. Selling financial services Module 6 Mastering delicate situations & objections
    21. 21. Dealing with dissatisfied customers
    22. 22. The art of asking questions…..
    23. 23. Selling financial services Module 7 What can be improved?
    24. 24. The 20 steps TO IMPROVE on SALES <ul><li>Examine every alternative </li></ul><ul><li>Use proven sales methods </li></ul><ul><li>Take the long term view with the short term in mind </li></ul><ul><li>Change selling proposals that are no longer attractive </li></ul><ul><li>Consider the implications of the customer’s decision </li></ul><ul><li>(continued) </li></ul>
    25. 25. Other final points <ul><li>IF YOU TRULY WANT TO DEVELOP YOUR THINKING SKILLS, YOUR TASK IS ESSENTIALLY ONE OF SELF-DEVELOPMENT </li></ul>
    26. 26. Selling financial services Module 8 Tips & tricks of the trade!
    27. 27. ME incorporated = MY VALUES & MY NORMS
    28. 28. Self-efficiency Self-efficiency
    29. 29. WHAT YOU COULD DO AFTER A GOOD SEMINAR

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