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Introduction To
RSM Program:

Virtual Training and Q&A Session: 3 - 4 hours
No. of Users per workshop: 20 - 30

Course Preview

  • Consultative Selling Agenda

    • Introduction
    • What is your color?
    • What is your Color? The Four personality Types
    • Program Agenda

  • The Current Scenario:

    • Possibility
    • Business Criticals
    • Building the business case
    • Deposit Report Analysis
    • ETB, NTB and Turnover Analysis
    • Understanding Customers
    • Customer Needs
    • Relationship Development
    • Customer Loyalty
    • Distribution Channels
    • True or False

  • The Sales Cycle

    • Sales Cycles
    • Transactional Selling - 1950s
    • Relational Selling Cycle
    • Consultative Selling

  • Prepare

    • Session Objectives & Deliverables
    • Valuable Client - 80/20
    • Valuable Client - Discussion
    • Valuable Client - Activity
    • Persona Exercise
    • Checklist - Prepare
    • Key Lessions from Preparation

  • Approach

    • Session Objective
    • Checklist - Approach
    • Brainstorm - Preparation
    • First Impressions - Brainstorm Group Activity
    • Impressions!
    • Check your intention!
    • Tradition Selling VS Consultative Selling
    • The Goal of the "Approach"
    • Planning to Talk!
    • Customers
    • Schedule a Follow Up!
    • Complrete RM Persona!

  • Discovering Needs

    • Session Objective
    • Checklist - Discovering Needs
    • The Importance of Questions
    • Question Types
    • Using Funnel Effectively
    • Question & Listerning
    • Empathy
    • The Power of Moods in Empathic Listening
    • Discovering Needs Exercise

  • Making a Recommendation

    • Session Objective
    • Traditional Way of making Recommendations!
    • Purpose of a "recommendation meeting"
    • What would make you say yes?
    • Exercise - Mapping from NO to YES!
    • Presenting Your Solution!
    • Reducing and Resolving Objections
    • HEAT Tool
    • HEAT Tool Practive in Trios!
    • Client Brief & Recommendation Preparation

  • Close a Sale

    • Session Objective
    • Checklist - Close a sale
    • Sale Closing Styles NOT Acceptable
    • Sale Closing Styles
    • What Next?

  • Delivering & Building Loyalty

    • Session Objective
    • Checlist - Deliver and Build Loyaly
    • What could go wrong? How can we maintan CX?
    • Cross-Selling
    • Key Steps to Building Loyalty - Group Exercise

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