Financial Sales and Communication Training
A 3-day Programme

Day 1:

Introduction:

  • Setting the frame
  • Session outline
  • Introductions
  • Expectations

Assessment by role play:

  • Presentation by delegates of existing way
  • Assessment
  • Goal setting

Background of communication:

  • The model according to Bateson
  • The contribution of NLP
  • Neurological levels of communication

Role play: Selling equity products

  • Questioning techniques
  • Establishing the current state
  • Setting goals

Sharpening our perception:

  • Visual perception
  • Auditory perception
  • Kinaesthetic perception
  • Exercise

Perception through our senses:

  • Language clues
  • Eye accessing clues
  • More non-verbal clues
  • Exercise
Day 2:

Rapport:

  • Establishing a relationship
  • Small talk versus rapport talk
  • Pacing and leading
  • Exercises

Role play: Selling Fixed Income Products

  • Establishing rapport
  • Identifying client needs

Anchoring:

  • Get yourself into a resourceful state
  • Exercise

Language Models:

  • Milton Model (chunking up)
  • Metamodel (chunking down)
  • Exercise

Role play: Selling Options to Investors:

  • Explaining a product
Day 3:

Client Types and Perceptual Filters (Metaprogrammes):

  • Directional Filter
  • Evaluation Filter
  • Frame of Reference
  • Convincer
  • Action Filter
  • Time Line
  • Management Filter
  • Exercise

Role play: Selling FX

  • Selling procedures versus choices

Strategies:

  • Finding a buying strategy
  • Demonstration

Role play: Master presentation

  • Selling a product of choice
  • Assessment

Course close