Creating value in Financial Services Selling

Programme Overview

Selling value to buyers today can feel like trying to stop a boulder that is hurtling towards the sales graveyard of commoditization and discounting. The challenge is even bigger for the seller of financial services which has seen unprecedented changes in customer’s buying behavior, thanks to the digital revolution. “How do I, as a seller, build trust based relationships with a highly empowered customer, who has easy access to information, uses technology to access the services and is deemed to be low on loyalty!” this question is paramount in the minds of organizations faced with the daunting task of building and keeping their clients. .

However, the good news is that the buyers still seek trust, authenticity and clarity to help them synthesize value from their resources. Hence, sellers can differentiate themselves by delivering on those needs, provided they can unearth them in the first place.

This program is designed to provide a framework to the sellers which can help them tweak their sales approach for deeper conversations. This obviously needs a well thought- through strategy based on building and sharing insights and moving away from conventional wisdom of “persuading” a client.

Progamme Objective and Pedagogy

This course is designed to create best-in-breed financial sales professionals who excel at creating value for their customers in a highly commoditized industry and thereby, move up the value chain from being a “vendor” to a “ trusted partner”. Hence the program aims to provide a comprehensive understanding of the key concepts and time tested approaches towards the complex task of services selling. It is a completely practice-oriented, skill based learning; through a combination of case studies, role-plays and live industry examples all the following aspects will be covered :\

  • Appreciate the unique characteristics of services and understand the implications to marketers.
  • Apply the additional elements of the Marketing mix, to analyse marketing strategies determine the key drivers for success.
  • Lead generation and pipeline management, including “qualification” of opportunities.  
  • Basics of Account Management
  • Aligning the sales process to customer’s buying process
  • Objection handling

Learning Outcome

  • A deep understanding of the sector-specific challenges and customer’s buying behavior
  • Knowledge of fundamental concepts and their application in services selling  
  • Ability to influence the "buying vision" of the customer by a differentiated approach of engagement
  • Ability to build and retain deep and sustainable client relationships.

Who Should Attend

This program is extremely relevant for professionals from BFSI sector whose role entails business development, consultative selling and managing high stake customer accounts. This is also helpful for people wanting to switch to roles in personal banking/ wealth management/ corporate banking etc.

Programme Dates & Fees Details :

Mumbai Campus :

Date

 24th - 25th August,  2018

 Time

 09:30 a.m. - 5:30 p.m.

 Fees

 Rs. 25,000 + Taxes

Delhi Centre :

Date

 TBA

 Time

 09:30 a.m. - 5:30 p.m.

 Fees

 Rs. 25,000 + Taxes

 

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Discounts on Fees

 Early Bird for first 5 participants

15%

 Group of 5 to 6 participants

13%

 Group of 3 to 4 participants

10%

 Bhavans Alumni ( SPJIMR, SPCE & SPIT)

15%

 

Contact Details:

Mumbai Campus:

Contact person: Sonal Bajla
Tel:  +91 22 61454296/ 9167478295 
Emailsonal.bajla@spjimr.org

Delhi Centre:

Contact person: Bharat Khanna
Tel:  +91 8130545577
Email: bharat.khanna@spjimr.org

Click for cancellation and refund policy

 

SPJIMR
Bhavan's Campus
Munshi Nagar | Dadabhai Road,
Andheri West | Mumbai - 400 058, India
Tel:+91-22-2623-0396/ 2401
      +91-22-2623-7454
Fax:+91-22-26237042
www.spjimr.org

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