Sales Techniques for Investment Professionals
This programme introduces the fundamental concepts in financial sector sales methodologies and techniques, which comply with the European regulated financial sector framework. An effective salesperson must understand and follow various aspects of sales techniques which are in line with the requirements of the law, including being fair, honest, transparent and non-misleading to clients. In addition, the programme examines, in-depth, the acceptable and non-acceptable interactions between sales agents and their clients.
Participants will develop a self-understanding as to the allowed sales techniques and will explore ways to implement the current legislation’s values. The programme will show students how to be “sales-oriented” while at the same time demonstrate good and bad practices which sales agents should follow and/or avoid. Special consideration will be given to the challenges associated with conflicts of interests, and the implementation of methodologies that ensure clients understand both the benefits of a proposition, as well as the risks associated with it. Based on rich and accumulated experience and starting from the assumption that the rules and guidelines are rather vague, the programme will explain how to develop a successful sales pitch that complies with law requirements, while at the same time is fair to clients.
Furthermore, the programme will include a unique motivational/self-empowerment component that aims to provide participants with proven methods that will boost their sales successes and bottom-line results. This will offer participants many invaluable tools which will help them develop the right attitude to becoming great salespersons, including goal setting and influencing skills. Participants will also learn about various motivational models, and how to bring them together in order to generate a boundless and effective target-oriented mind-set.
By the end of the programme all participants will be able to:
Identify possible conflicts of interest
Formulate alternative solutions to such conflicts by employing key compliance indicators
Develop a sales pitch that takes into consideration the requirements of the law, while still communicating an appealing proposition to clients
Employ powerful methods to boost the sales results and integrity
Knowledge or Skills Acquisition
The Students shall acquire knowledge about the sales methodologies that are in line with the law and regulations and will be able to structure and follow a compliant pitch. They will further acquire insight into various compliance aspects surrounding the client solicitation domain and on how to identify and handle conflicts of interest.
The programme will enable participants to cultivate skills such as:
self-confidence in a compliant sales pitch environment,
a target-oriented attitude,
working effectively with clients,
professional email & telephone etiquette,
compliance skills related to sales,
time management & organization,
decision making, etc.
The students will gain new information regarding the sales and/or retention job duties and how to perfect them. They will acquire in-depth information as to the financial sector industry and the importance in following the law, and on how to hold the balance between an attractive proposition and being fair/honest and non-misleading.
The Programme will provide mental and self-empowerment skills and tool which help to understand how the salesperson and the client are thinking, and to further provide effective tools to improve the sales communications and sales results.
Focused Sales Methodologies
Characteristics/psychology of the Sales agents
Psychology of potential / existing clients
KYC -> (Get to) Know Your Clients
Presenting the product relating to the clients’ needs
Sales technique Improvement
Sales Communication Techniques
Respond vs. React
Body language essentials
Empathy vs. Apathy
“Reading between the lines”
Leading the communication with the client
Honesty as a virtue
Persistence and proper reading of the client’s feedback
Don’t make assumptions
Compliance aspects related to Sales
Learn the difference: Investment advice vs. general recommendation
Stop reading and start interpreting
Sell to yourself first
When in doubt, use common sense
Background sound matters
Tonality and approach
Communication channels and big brother
Importance of policies and procedures
Key Circulars/Guidelines and how it affects the sales approach
Choose your battles
Self-Empowerment Chapter – Making The Difference
Your WH questions
The Law of Compensation
How your Mind works
The 6 basic concepts
Thinking into results
How to develop a goal
The 11 Forgotten Laws
You mission in commission
A variety of learning activities and instructional strategies will be used to communicate the basic concepts.
Through an interactive approach participant will be involved and will be required to contribute their thoughts and ideas. The learning will incorporate a mix of activities and use PowerPoint Presentation, handouts, music, videos, whiteboard, audio and visual simulations. Hence, during the programme the following learning activities and instructional strategies will be employed:
Interactive Discussions and group work
This programme may be approved for up to 10 CPD units in Financial Regulation. Eligibility criteria and CPD Units are verified directly by your association, regulator or other bodies which you hold membership.
Professionals requiring CPD units to meet the education requirements for CySEC licence renewal, and/or for maintaining other professional memberships/certifications which accept CPD in Financial Regulation, are advised to consider training subjects in categories that indicate
CPD training in Financial Regulation.
Who Should Attend
The programme is ideal for:
Salespersons in the financial sector
Client’s Retention personnel
Employees in the financial sector
External Auditors, Lawyers and Financial Consultants
Financial sector functionaries
Any professional within the financial sector that requires to learn or refresh sales techniques to better serve their organisations and clients