Financial Selling Skills

Course Code: FS.5
Dates for this course:

5 – 6 January 2017
11 – 12 May 2017
6 – 7 September 2017
8 – 9 November 2017

Subject: Financial Selling Skills
Course Fee: MYR 2,500


This Customer-Centric Financial Selling Skills program enables a learning process that, when implemented consistently, will result in increased sales and productivity and achieve higher level of clients’ satisfaction. This proven process is based on time-tested ethical, consultative needs-based selling. It encompasses the vital key sales techniques in getting the client’s attention and interest, making the decision and taking action to consolidate the sale. As part of the sales process, the motivational-diagnostic methodology is used to identify the financial needs of the client and to provide the recommended solutions. Thus, this program creates a complete sales person who wants to excel in his sales and service role. It moulds them to build relationship with clients that lead to eventual quality sales.

Who Should Attend?

  • Customer Relationship Manager, Personal Financial Consultant, Financial Executives, and Business Development Executives

Learning Objectives

  • To enhance the bank’s sales and service culture
  • To provide consistent excellent service by providing customized solutions to meet clients financial needs
  • To inculcate proactive sales and service skills that leads to higher cross-selling
  • To learn and continuously apply the time-tested sales and service process that provides the edge to clinch clients loyalty.
  • Leverage on every contact made with client / prospect for the sole purpose of sales or service.

Course Content

Module 1: Pitching Your Bancassurance Product
  • Identifying the financial needs of clients based on life stage, life style and life events
  • The professional and advisory roles of the sales people and selling ethics in the bank
  • Using the benefits of Financial Sales Process with situational scripts to interact with clients based on case studies
Module 2: Converting Relationship into Sales
  • The Big 5 Benefits of Bancassurance Services offered by the bank & the Big 5 Differentiation of the bank from its competitors
  • Accelerating Sales Thru’ Lead Generation during Banking Moments, Telemarketing and Data mining
  • Making contact and relationship building with prospective clients
Module 3: Time to Market
  • Conduct effective fact finding for Financial Needs Analysis on the client’s needs, wants and lifestyle
  • Preparation and Presentation of the Financial Solutions to clients
  • Identifying positive buying signals
  • The different ways to get the sale & objection handlings
  • Always Be Closing with TLA
Module 4: Client Relationship Management
  • Know the personality of your clients
  • Effective Client Relationship Management with language patterns to Retain, Grow Clients and getting Referrals
  • House keeping rules of sales people
  • Usage of POS sales system to manage clients
Module 5: Pit-Stop Sales Action Plan
  • Strategy in Sales Management Process
  • Improving the Performance and Productivity KPIs of sales people
  • Building the "Thai Tower”
  • The Big 5 Sales Person Action Plan


Contact Form


+60 3 7931 6143