Converting Leads to Customers – Negotiation & Closing

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.