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AIB - TELE-CONSULTING
Course Description:
Tele-Consulting is designed for bankers who are familiar with the
basic sales cycle and want to use the telephone as a strategic tool to
enhance their service and sales performance. It helps students
understand the unique challenges of telephone sales and learn specific
techniques to overcome the common obstacles to success and maximize the
advantages when using this sales approach.
Audience:
This course is most appropriate for banking professionals who need to
make outbound telephone service and sales contact with an assigned
customer portfolio.
Learning Objectives:
After completing this course, students will be able to:
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List the business reasons for using tele-consulting
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Describe the common challenges of tele-consulting
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Identify service and sales potential for existing
customers
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Plan and organize tele-consulting contacts
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Establish rapport and gain customer interest
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Describe the legal parameters for tele-consulting
practices
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Conduct an effective tele-consulting interview
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Make an effective tele-consulting product presentation
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Use scripts to handle common tele-consulting
objections
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Close a tele-consulting contact effectively
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Describe important tele-consulting follow-up tasks
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Set realistic tele-consulting performance goals
Prerequisites:
A basic understanding of the sales process and knowledge of banking and
financial products recommended.
Course Credits:
AIB - 0;
ICB - 2.5 Delivery Methods:
This course is available in the following formats:
For further information,
please call Elisa Legg at 212-297-1679 or
elegg@nyba.com.
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