Converting Leads to Customers – Negotiation & Closing – Lisa Dorian – CFI Education

*** Proof of Product ***

Exploring the Essential Features of “Converting Leads to Customers – Negotiation & Closing – Lisa Dorian – CFI Education”

Converting Leads to Customers – Negotiation & Closing
Learn to skillfully turn your prospects into customers

• Discover needs and develop solutions using a proven process
• Turn your prospects into promoters and negotiate a win that everyone enjoys
• Close with confidence

Overview
Converting Leads to Customers Overview
We will start the course by reviewing the sales funnel and the lead conversion process, before talking about the importance of differentiating yourself and your organization in order to build long-term relationships. We will work through specific strategies that successful banking professionals use, as well as ways to highlight the key qualities of your firm that will resonate with prospective clients.

Next, we will seek to really understand the client discovery process and how to leverage it to uncover customers’ needs using unique frameworks, like the SPIN method and the funneling technique.

Lastly, we will look at the negotiation process itself and discuss the most important skills shared by successful negotiators to help you convert leads into customers.

Converting Leads to Customers Objectives
Upon completing this course, you will be able to:

• Define the lead conversion process.
• Utilize a discovery process to uncover business needs.
• Explore ways to set you and your organization apart from the competition.
• Apply negotiation skills to handle objections and close the sale.

Who Should Take This Course?
This course is designed for current and aspiring commercial bankers and other client-facing finance professionals. Master the client and prospect discovery process to qualify leads and present the most optimal solutions more effectively.

What you’ll learn

• Introduction
  Introduction
  Learning Objectives 
  Download Course Files
• Understanding Lead Conversion
  The Sales Funnel 
  Sales Process Review 
  Interactive Exercise 1 
• Setting Yourself Apart
  Emotional Process & Adding Value
  Setting Yourself Apart
  Appealing to Potential Customers
  Establishing Rapport
  Noticing What People Say
  Interactive Exercise 2
  Appealing to Others’ Reasoning
  Providing Compelling Evidence
  Emphasizing Benefits
  Structuring Your Position (SCQA Model)
  Emotions
  Interactive Exercise 3
  Midway Check-in
• The Discovery Process
  Questioning Skills
  Planning
  SPIN & The Funneling Technique
  Understanding Needs
  Effective Listening
  Interactive Exercise 4
• Negotiating the Close
  The Negotiation Process
  Negotiation Skills
  Negotiation Skills (cont.)
  Stakeholders
  Interactive Exercise 5
  Position-based Negotiation
  Interest-based Negotiation
  Interest-based Negotiation Steps
  Interest-based Negotiation Steps (cont.)
  Identifying Alternatives
  Key Points
  Closing the Deal
  Interactive Exercise 6
• Conclusion
  Conclusion
• Qualified Assessment
  Qualified Assessment

This Course is Part of the Following Programs
 
Commercial Banking & Credit Analyst (CBCA)® 

Converting Leads to Customers – Negotiation & Closing is part of the Commercial Banking & Credit Analyst (CBCA)®, which includes 58 courses.

• Skills Learned
  Financial Analysis, Credit Structuring, Risk Management
• Career Prep
  Commercial Banking, Credit Analyst, Private Lending

Please see the full list of alternative group-buy courses available here: https://lunacourse.com/shop/