Speaker

Phillip Jefferies Ingle

About The Speaker

A creative and professional trainer, coach, and consultant, with experience in finance, people skills, and changing behaviour in a range of organisations; enabling their people to become more confident, effective, and successful.

Phil work with organisations who want to understand how people’s behavior impacts financial performance, so they can become more skillful, productive and profitable. In many business meetings, managers sit quietly while the numbers are discussed, not understanding the jargon, and not asking questions in case they are seen as ignorant. Two thirds of Managers do not know the difference between profit and cash.

Phil helps them understand the words and the numbers, so they can make better business decisions. My online programmes include Virtual Leadership, Negotiation Online & Onscreen, and Finance for Non Finance Managers. For more personalized development, He offers coaching specific to your need – particularly when you prefer a coach who understands finance in business.

His clients include Tata Steel, LGC Group, Bank of Palestine, Future Pipe International, Cleveden Fasteners, ESPO and American Express.

These programmes have been delivered in 25 countries across Europe and the Middle East, with clients in over 150 organisations, including 8 insurance companies, 7 banks, 5 energy companies, plus hotels, automotive, retailers, agriculture, charities and public sector. Phil combines training with coaching and leadership skills, remembering that professionals have to develop their communication skills to match their responsibilities.

Upcoming Event

Advanced selling skills for financial services professionals

Course Outline
course overview
  • The focus of this training is on the application of business development skills in Financial Services
  • A one-day training programme delivered online in two half-day sessions Includes skills practice on client ‘problem’ areas.
  • Delegates encouraged to work on their own scenarios to review during the training.
  • Comprehensive material covering consultative skills.
  • Learning how to understand the client’s point of view.
COURSE OBJECTVES
  • Develop relationships, not just sales.
  • Use the power of questioning and listening to find ways forward.
  • Making new business a conversation, not just a pitch
  • Using questions to uncover needs and wants.
  • Use consultative skills to uncover client needs & wants – relate these to trusted advisor methodology – Focus on relationship building, not just information gathering
  • Analyse client needs to an emotional level – finding client ‘soft facts/motivators/interests’
  • Recognise the value of persuasion & influence versus “tell”. • Improve handling of client questions & objections
  • Connect more complex solutions with client requirements
  • Outline how consultant relationships are built and managed – the relationship ladder
COURSE CONTENT

Part 1

The nature of professional relationships

  • Toolkit approach
  • What are developing – KASH Model
  • The nature of client relationships – the relationship ladder
  • Outlining the value
  • Opportunity identification in pairs

Defining the process/Your part in the “Client Journey”

  • How a process helps develop professionalism
  • Your last big sale – Identifying the Critical Success factors
  • From rapport to completion – step by step through your sales process
  • Timelines: how long asking/how long talking solutions?
  • Designing the paths to sell, upsell and cross sell.

Improving with Practice

  • Interactive exercise – working the networking
  • Implementation of learning
  • Developing through feedback
  • Win/win in practice

Part 2

Essential to Advanced Sales Skills

  • Initial impressions – the ABC
  • Questioning to build understanding and trust.
  • Advanced active listening
  • What are we really seeing?
  • Understanding value and the connection to fees.
  • Seeking solutions using benefits
  • Identifying the obstacles

Improving with Practice

  • Interactive exercise – initial meeting
  • Implementation of learning
  • Developing through feedback
  • Learning through watching and doing
  • Identification of individual learning points
  • Win/win in practice

Referrals and recommendations

  • How many?
  • When do we seek?
  • How do we seek?
  • The connections with process.
  • Advanced objection handling
  • Root cause analysis: the key to prevention
  • Check & pre close positioning