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1 financeawards twothousand& fourteen Presented by Wealth & f i n a n c e i n t e r n a t i o n a l Richard Tyler International has consistently been named one of the top sales training and management consulting firms in the world. We take a look at the company and how its hugely successful Commitment to Excellence Sales Immersion Program is helping people improve every aspect of their life, from more rewarding relationships to additional sales in many cases millions of dollars. Richard Tyler - Richard Tyler International, Inc. Award for Excellence in Sales Training - USA R ICHARDT YLER I N T E R N A T I O N A L Payerise, recently voted the UK s no.1 contractor umbrella company, are specialist accountants for contractors and freelancers Merin Yilmaz - Payerise Innovation Award for Umbrella, Payroll & Finance Solutions - UK The award is not only a testimony of the good work we are doing at Afrinvest but also a vote of confidence on the Nigeria economy and especially the financial services sector. Ike Chioke/Ola Belgore - Afrinvest West Africa Limited Best for Asset Management - Nigeria financeawards Andrew Schupak, Managing Member, SGI Cambium and President of its broker dealer SGI Cambium Securities, told us more about the firm and its philosophy, and a major deal which he hopes will put twothousand& his firm, other boutique firms, firmly on the fourteen map Andrew Schupak - SGI Cambium Deal of the Year Spirits Of St. Louis Basketball Club Recapitalisation & Best in Securities USA

2 financeawardstwothousand&fourteen contents Award for Excellence in Sales Training - USA Richard Tyler International, Inc. Best for Asset Management - Nigeria Afrinvest West Africa Limited Innovation Award for Umbrella, Payroll & Finance Solutions - UK Payerise Deal Of The Year - Spirits Of St. Louis Basketball Club Recapitalization & Best in Securities - USA SGI Cambium Securities Investment Bank of the Year - Nigeria Ecobank Nigeria LTD Best for Estate Planning - Washington Schilbach Capital Strategies Best Ultra High Net Worth Client Focused Wealth Management Firm - USA Stifel Best Niche Commodities Fund Of Hedge Funds Manager - New York AC Investment Management, LLC Best for Integrated Market Analysis - USA Avascent Best UK Acquisition Service - ACQUA Avondale Recognised Leader in Investment Banking - Cyprus AXIA VENTURES GROUP LTD Best for Risk Management - Australia BDO Best for Liquid Market Strategies - Canada Breton Hill Capital Recognised Leader in Biotech Corporate Finance - UK Camden Associates Best in TMT Corporate Finance - UK CAPSTAN CAPITAL PARTNERS LLP Best for Captive Insurance - Hawaii Char Hamilton Yoshida & Shimomoto International Taxation Advisor of the Year - India Chaturvedi & Shah Best for Property Rights Appraisal - China China Regal Assets Appraisal Co. Ltd. Best Boutique Wealth Management Firm - California ClearPath Capital Partners Best Management Consultancy - Turkey Dalfin Finansal Kurumsal Iletisim ve Danismanlik Hizmetleri Ltd. Sti. Award for Innovation in Female Focused Wealth Management Empyrion Wealth Management Family Office Consultancy Of The Year - New York 4 Family Office Metrics 35 Best Marketing/PR Firm in Wealth Management UK 8 GTH Communications 36 Best in Risk-Controlled Investing - UK 12 Kedge Capital 37 Best for Audit & Assurance - Malaysia 14 KC Chia & Noor, Chartered Accountants Best in Marc Coms M&A - UK M&A Advisory Independent M&A advisors of the Year - Switzerland Milennium Securities & Investments Institution of the Year - Isle of Man Montreux Capital Management AG Best Renewable Energy Advisory Firm UK Moroni & Partners Best for Norwegian Tax - UK Nicolson Accountancy Best Support for Alternative Asset Managers Oesa Limited Best for European Equity Trading Services OutSET Global LLP Best for Alternatives Asset Management - UK PwC Best for M&A Advisory - Illinois Ravinia Capital LLC SME Choice Award: Accountants of the Year - UK Rodliffe Best for Business Analytic Software - UK SAS Business Analytics software Best for Capital Markets Advisory Firm - UK STJ Advisors Best for Alternative Investment Solutions Sunrise Capital Partners, LLC Best Alternative Investments Service Provider - USA UMB Fund Services Alternative Investments Pharmacy & Life Sciences Lawyer of the Year - Austria Voelkl Rechtanwalte Finance Law Firm of the Year - Turkey Yazici Legal

3 Award for Excellence in Sales Training - USA RICHARD TYLER INTERNATIONAL Richard Tyler International, Inc. has consistently been named one of the top sales training and management consulting firms in the world. We take a look at the company and how its hugely successful Commitment to Excellence Sales Immersion programme, which has won the Award for Excellence in Sales Training USA in the Finance Awards, is helping people improve every aspect of their life, from more rewarding relationships with friends, associates and loved ones to additional sales in many cases totalling millions of dollars. R ichard Tyler International, Inc. is one of the world s top sales training and management consulting firms, with 25 years work throughout the globe. Having earned a strong, global reputation for delivering powerful sales education programs and management consulting services, Richard Tyler International, which is based in Houston, Texas, teaches philosophies and techniques in a number of areas vital to success in any business. These include sales, leadership, management, customer service, marketing and quality improvement. The company has been featured widely in the media, having been profiled on national television, as well as in articles in magazines and newspapers. Additionally, Tyler shares his success and Excellence philosophies with millions of individuals each year through keynote presentations, seminars, books, CDs and web-based programs. At the heart of the company is a group of proven professionals with extensive experience ranging from Fortune 100 companies to business start-ups; the team can increase growth and sales for large corporations, as well as small to medium-sized businesses. Richard Tyler, a highly acclaimed speaker and author, is CEO of Richard Tyler International, Inc., as well as a diversified family of highly successful companies and services. He has been called The world s top Sales Trainer and Management Consultant by his clients, students and peers, earning a worldwide reputation for his powerful educational methods and motivational techniques, as well as his experience in all levels of business, corporate education and success training. Tyler s background in sales, leadership, management, customer service and quality improvement has allowed him to become one of the world s most sought-after consultants, lecturers and teachers. The Commitment to Excellence Sales Immersion programme A key part of the Richard Tyler International offering is the Commitment to Excellence Sales Immersion programme, which has won the Award for Excellence in Sales Training USA in the Finance Awards. It s one of the toughest, yet most rewarding, education programs available and not for the weak of heart but this education program aims to make average people good and, says Richard Tyler International, makes good people excellent. The concept of striving for excellence underpins everything Richard Tyler International does, and nowhere is this more apparent than in the Commitment to Excellence Sales Immersion programme. During the programme, Richard Tyler International s four decades worth of knowledge, experience, skills, expertise and success in sales and negotiations are distilled down to its essence; it is said that putting the programme s teachings into practice will change not only the student s professional life but also his or her personal life for the better. Graduates of the programme have said that, since completing the course, they have seen a marked improvement in every aspect of their life, from enjoying more rewarding relationships with friends, associates and loved ones to additional sales in many cases, millions of dollars in additional sales. You are completely absorbed into every aspect of what you are looking at, which is sales, says past course participant Natalie, a Sales Executive from the UK. You re constantly talking with a variety of people from different parts of the company or backgrounds. You re exchanging ideas, you re discussing things from morning until night, for seven or eight days. When you put yourself into that, you re eating, sleeping and breathing the subject, sales. So you can be focused on it completely. 4 financeawards2014

4 Salespeople tend to go into sales and then they almost get stuck in a rut, she continues. They think, I can sell, and then they go on doing the same things every day and don t think about updating their skills. These are very current and topical, fairly recently-developed skills. As the marketing environment is changing you have to adapt the way you re doing business. They have also stated that their prospects were enhanced and their leadership, management style and communication skills were greatly improved. READ RICHARD TYLER S BOOK SALES EXCELLENCE Seven steps to achieving extraordinary SUCCESS in sales While Others Flounder in Mediocrity, You Can Flourish In EXCELLENCE. But such personal and professional improvement does not come easy: students have to be prepared to step out of their comfort zone. During the course, Richard Tyler International teaches students to comfortably perform at levels at which they never previously thought they were capable. Any ineffective money and success inhibiting habits students may have are wiped out, and replaced with new, powerful skills. With these skills, students will never again find themselves in a selling situation where they do not know what to do. The Commitment to Excellence Sales Immersion Education programme is an extremely thorough course, and one which covers a wide range of fundamental skills each one carefully developed by Richard Tyler for maximum effectiveness. First is Tyler s Communication Skills. The purpose of this part of the course is to teach the necessary skills involved in opening and maintaining excellent communications. Of course, in sales, verbal skills are not enough, and so, in addition to skills in the tone and projection of voice and language, body language techniques are also covered. Ways to get involvement and gather information through open ended involvement questioning techniques are also taught. Houston Downtown skyline Texas, USA financeawards2014 5

5 Further lessons include learning how to receive and give feedback, and how to use impact and interest statements. Focusing techniques which help avoid distractions are taught, and the psychological reasons that cause people to respond or react are also covered. Tyler s Professional Selling Checklist, the next part of the programme, develops in the student a common attitude about the differences between order taking and professional selling. This part of the course also develops salespeople s self-esteem about their chosen career. Importantly, it identifies the many differences between a merely average salesperson and an excellent one. Appearance, attitudes, qualities and professional items. These are Tyler s Professional Tools of the Trade, vital tools a sales professional should have or develop, which are also covered in the Commitment to Excellence Sales Immersion Education Programme. An integral part of the course is The Tyler 7. These are Richard Tyler International s steps to sales success, and they include prospecting, contact with the customer, Wants and Needs Analysis, Presentation/Demonstration, resolution, agreement and follow-through. The Tyler 4 the four fundamentals (rapport-building, Wants and Needs Analysis, product knowledge and professionalism) that apply to all sales and the ways in which they apply to a specific industry or government sector are also taught. Graduates of the course go out into the world of sales highly equipped to achieve success. But, as with any profession, sales skills need to be continually practised. Tyler s Excellence Workout teaches the how and why of keeping skills sharp, and develops self-help training techniques. 6 financeawards2014 When considering any kind of decision, a client will have in his or her head a number of motives. Tyler s Tips teach how to determine what the investment or buying and decision motives are of any client, developing an understanding of how these motives were formed and the essentials of working with them. Psychology is of course a major part of sales: people rarely come to a decision without having gone through numerous thought processes. Tyler s Major and Minor Investment and Decision Motives teach the primary and secondary motives behind all human actions and how they affect the investment and decision process. Richard Tyler International s Wants and Needs Analysis takes the form of questions that, the company says, every professional should have at their disposal. The importance of these questions and how to gather essential decision making information is taught, as is how to develop additional questions that may be appropriate. One of the most important aspects of this course has been determining the Wants and Needs of my clients, says Tony Karns, a US Sales Executive and past participant on the course. I now have a much, much better understanding of how to go in and approach those people now because they are already on board, and I realise they are my best prospect in mining additional income for my company. I have no question or doubt in my mind that I m going to be a better salesman as a result of this. An important, and often tricky, part of the sales process is getting from analysing a client s wants and needs to having them ask for a presentation or demonstration. The course covers how to cross this bridge. A proper approach is vital to the rest of the business development process. The next part of the course, The Tyler Approach Excellence from the Start, teaches students how to start every sales process in the best possible way. Customer greetings, Icebreakers and additional rapport skills are taught. The programme s Presentation/Demonstration Phase gives an in-depth view of how to develop a Presentation/ Demonstration that utilises the features, advantages and benefits (FABs) of a product or service in the way which is most meaningful to each client. Tyler s R & R Tips address a client s responses and reactions. During an FAB Presentation/Demonstration, the client will most likely display a range of responses and reactions. The programme teaches participants to use these responses and reactions to optimal effect. Richard Tyler identifies three essential keys to effectiveness: involvement questions, Anchors and Testers ). Course participants will learn and how to correctly use these keys, The Tyler 3, in a Presentation/Demonstration. The next part of the course teaches what Anchor Phrases are, and how, when used properly, they can gain Agreement on multiple minor points in a Presentation/Demonstration, thereby making a major YES the outcome. How to use Anchors as Testers to isolate concerns is taught. Clients will often voice concerns during the sales process. Some of these will be real, while others are merely stated concerns. This part of the programme explores the most common types of concerns and how to handle them. Road Blocks are another obstacle to be overcome by a salesperson. The course teaches how to identify and overcome them. The Commitment to Excellence Sales Immersion programme also teaches the The Tyler 6, a six-step process (listen to the concern, give the concern back, investigate the concern, resolve the concern, verify the answer, disengage) of answering customer concerns. Each step is fully explored. The psychology of each step is examined. The importance of fully utilising each and every step to achieve resolution is taught. Next, The Tyler 12 cover the 12 most common do s and don ts to improve the percentages of getting the customer involved with a particular product or service. The course then teaches participants how test questions should be utilised in a Presentation/Demonstration to gauge the feeling of the customer and subsequently move resolution into the final agreement sequence. Many average salespeople miss opportunities to reach agreement with their customers. And so the course identifies eight specific situations that signal when it is time to ask for agreement. These are Tyler s Agree Now Tips. There are five steps that exist in the Final Agreement Sequence. The Commitment to Excellence Sales Immersion Education programme identifies the specifics of each step and the skills necessary to make each step progress smoothly to the next. More reasons for failure are examined and the ways to avoid failure are explained. What is the aim of any salesperson during negotiations? The answer is, of course, agreement. Tyler s Power Methods for Reaching Agreement are techniques that address the most common types of concerns or fears customers have. How to move from one technique to the next is also taught. Tyler s Negotiation Keys improve the student s working knowledge of a key concept: that negotiating is always taking place in every sale or decision. How to create Tyler s Triple Win is also explored.

6 Finally, any good salesperson knows that using negativity is never an effective tactic in sales. And so the course teaches ways to subtly, but effectively, create feelings of uneasiness about the competition without using negative statements or actions. These ingenious methods are known as Tyler s Land Mines For the Competition. It is clear that this is a comprehensive programme. But, it is worth it. It must be, because upon graduation 100 percent of the participants over more than 25 years would recommend this training for others. A truly remarkable testament to the enduring value and timelessness of Richard Tyler s success philosophies. In conclusion, the Richard Tyler International six-day Commitment to Excellence Sales Immersion Sales Training Program helps the dedicated salesperson develop the attitudes, skills, and tools to turn a sales plan into incredible achievement. And, when the attributes and strategies for success taught during the course are put into practice, one thing is guaranteed: career excellence. R ICHARDT YLER I N T E R N A T I O N A L Address: Richard Tyler International, Inc Woodway Dr., Suite 860 Houston, TX USA Tel: Website: Website: financeawards2014 7