EMOTIONAL SELLING, 4 STEPS TO DECISION MAKING
SAQ CWMA Certified Wealth Management Advisor Programs
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Formation créée le 17/04/2023. Dernière mise à jour le 23/01/2024.
Version du programme : 1
Programme de la formation
As someone who attaches importance to the quality of relationships, what would you say to taking the time to optimise them? Why would you do that? Everything's going well, you're doing business, you're generating growth - in short, the signals are green. It's the right time, when everything is going well, to take a step back and look at your business practices so that you can make an even bigger difference. And here's what we've noticed: - Making appointments has become more complex - Competition has increased - Purchasing cycles are longer and more complex - The Covid-19 crisis and the rapid pace of digital transformation have put the human relationship at the centre of the game. The customer contact point has therefore become rarer, and in this respect it is essential to optimise it. So what can you do? Through this course, we suggest that you begin a smooth transition and gradually integrate sales practices that promote performance and authenticity. Is this just another sales course? Not quite; in fact, we're proposing that you integrate an emotional posture into all phases of your sales cycle to make your points of contact effective. This course is just as suited to your "performers", because they will learn new techniques and become aware of their good practices so that they can improve even more. As for the others, they will discover techniques and practices that are both simple and terribly impactful. At the end of the course, participants will be able to: - activate the emotional levers that encourage decision-making - put in place a pictorial and impactful presentation. - position themselves at the right level of confidence and use different tools of verbal and non-verbal influence.
Objectifs de la formation
- Making the sales pitch emotional
- Structuring an impactful "my customer is a hero" story
- Mastery of powerful influence techniques
Profil des bénéficiaires
- Banking Advisor, Wealth management Advisor
- Be currently employed
Contenu de la formation
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The brain which decide - CWMA-ADHE-23-2001
- Develop your capacity to create confidence with the client
- Understand the decision process and use its in an authentic influence approach
- Know how to use the 6 decision-making levers.
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Emotional Questioning - CWMA-ADHE-23-2002
- Develop your capacity to create emotional link with the client
- Avoiding the cognitive pitfalls of listening
- Develop your capacity to challenge the order with emotional questions
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Stories & Metaphors - CWMA-ADHE-23-2003
- Understand the impact of a simple, popularized and pictorial speech
- Building the storytelling of your offers
- Knowing how to pitch your offer in several situations
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Influencing skills - CWMA-ADHE-23-2004
- Mastering impactful conversational formulas
- Position yourself at the right level with your clients
- Use non-verbal communication techniques to get strong messages across at the right time
Our mission: to support your transformations ... Adhemis is a consultancy, training and coaching company with offices in France and Switzerland. Our job is to support your staff and your organisation to help you better understand the challenges you face. We use 4 different approaches depending on the situation and your objectives: Training - Consulting - Coaching - Facilitation. We can work with you in French, English and German to develop tailor-made solutions to meet your challenges, always seeking to reconcile performance and personal well-being. Driven by our values of passion, high standards, pragmatism and imagination, we will be the Builders of your transformations. A passionate and committed team ... As certified consultants and coaches, recognised for our innovative methods and guided by strong human values, we support you in your individual or collective projects. We do everything in our power to offer approaches with high added value, while respecting the values to which we are committed. On a day-to-day basis, this means Passion: we're passionate about people, and we take pleasure in our work and commitment to all our customers. High standards: we cultivate high standards at every level to guarantee our customers the accuracy and quality of our services. Pragmatism: we favour approaches that are as close to reality as possible, because they are the most accessible and effective for our customers. Imagination: we devise solutions specific to each situation, taking into account your overall situation.
- Training methods : - Active training method - Group discussions, interaction and sharing of experiences - Role-plays and practical exercises designed together and linked to your activity - Role-playing exercises with on-the-spot debriefing to enable participants to assess their own situation and make progress in their professional practices
- End-of-course quiz to validate knowledge acquired.
- Delivery of a training kit at the end of the course
Modalités de certification
- Training completion certificate
- Attendance at all scheduled training modules