ACI Kenya 7 & 8 April 2016 Nairobi, Kenya

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1 BANKSETA (SA) Accreditation Number ACI (Global) Approved Training Provider CISI (UK) Accredited Training Provider presents a Mastering the Art of Relationship Management with NLP Tool Kit Masterclass to ACI Kenya 7 & 8 April 2016 Nairobi, Kenya

2 2 Introductory Brief Relationship Management (RM) and Sales Excellence Winning profitable business is at the centre of most, if not all Sales teams wish lists. Having the right skills to identify, develop and close profitable deals, as well as the ability to build lasting relationships with clients is therefore key to Sales teams. Our Sales program provides a holistic approach to sales, covering all the critical aspects of winning sales skills and behaviour. The program looks at the end to end sales process from sales scoping, prospect development, deal closure, account maintenance, relationship deepening and cross selling. The focus of this program is on the practical application of key sales skills and behaviour, thereby enabling participants to practice and get feedback in a coaching and developmental environment. Learning Objectives understand client behaviour uncover and understand client needs understand the organization s value proposition plan and execute sales goals effectively and professionally develop skills to increase sales and reduce sales cycle time improve sales margins through the employment of effective negotiation skills create loyal clients through relationship building and maintenance skills successfully present and pitch solutions to clients develop confidence and other essential sales skills embed key sales skills into day to day sales staff behavior build sales planning, tracking and forecasting skills develop a sales edge that allows the team to stay ahead of the competition Course Details - who should attend? This course is suitable for both recent entrants to the challenging world of corporate affairs as relationship managers; along with experienced relationship managers; trade finance team members who identify and cross-pollinate sales opportunities and members of the sales trading community. Human Resource personnel will also greatly benefit. Duration 2-Days Toolkit Simulation Exercises Case Studies Assessments On-Line Pre and Post Course assessments Certificate of Attendance Successful candidates will receive a Certificate of Attendance from.

3 3 Contents Module 1: Introduction to the Art of Relationship Management Module 2: Client Needs Module 3: Value Proposition Module 4: The Sales Process Module 5: New Business Development Module 6: Other Key Sales Skills Module 7: The Sales Management Process Module 8: Business Etiquette Module 9 Simulation Case Study

4 4 Developmental Guideline Module 1: Introduction Understanding client behaviour and why some clients don t sign up Self-awareness for high level effectiveness Modelling the Sales attitude into a winning attitude Module 2: Client Needs The Sales cycle Understanding client needs Using effective questioning techniques to clearly develop needs Developing effective listening skills which help to draw out more from the client Anticipating client needs and helping clients to articulate their needs Module 3: Value Proposition Understanding the organization s value proposition Building value for the client based on the needs identified Matching client needs to solutions Shortening the sales cycle Module 4: The Sales Process Preparation - Market Scoping and understanding the competition - Understanding the target market and identifying a focus strategy - Target client identification - Effective use of networks Conduct (Client Interactions, Meeting, Calls and Overall Interactions) Opening - Creating the right environment for effective sales Exploration - Effective questioning and listening techniques Solution Pitching - The art of influencing - Negotiating for success - Winning profitable business - Dealing with objections and difficult clients - Managing competitor issues - Getting to YES; Deal closure techniques Module 5: New Business Development Establishing new client relationships To cold call or not to Cross selling, developing and maximizing benefits from existing clients Module 6: Other Key Sales Skills Communication skills Time management skills Presentation and solution pitching skills Relationship management skills Networking skills

5 5 Module 7: The Sales Management Process Target Client list maintenance ( Pipeline Deals) Deal tracking and monitoring Effective sales tools including forecasting Module 8: Business Etiquette Business etiquette and Telephone Etiquette Grooming and deportment Module 9: Simulation Case Study Learning Methodology 1. Corporate Simulation Exercises 2. Role Plays with Observer Feedback 3. Group Activities FACILITATOR CRAIG ROD (ACSI-UK) DEAN OF EXAMREADY TRADING ACADEMY Craig holds a BCom Honours Degree in Economics from UNISA and is a Member of the South African Institute of Financial Markets (MIFM) and Financial Markets Association of South Africa (ACI SA), an Associate of the Chartered Institute of Securities & Investments, London (ACSI) and is a registered Neuro Linguistic Programming (NLP ) Practitioner in the USA. Craig assisted the BANKSETA with the drafting and implementation of the initial Banking Unit Standards in South Africa. Craig lectured and was Head of the Economics Department at Boston City Campus a franchise of the University of South Africa for 3 years. While at Boston City Campus, he was instrumental in establishing the Economics Department and filmed first, second and third year Economics tutorials that assisted distance learning students with their tuition. In 1999, Craig then founded Examready.com with one of the big-five local banks and currently remains at the helm. The ACI Financial Markets Association and the Chartered Institute of Securities and Investments (CISI UK) recognizes Examready as an Accredited Training Provider (ATP). Examready has a Joint Business Relationship with PricewaterhouseCoopers (PwC). In his capacity as Curriculum Architect and Dean of the Trading Academy, Craig has designed and implemented a multitude of ACI Dealing, Operations and Diploma programmes; Trading Psychology, Global Trade Practice, Risk and Finance, Fixed Income and Balance Sheet Management Simulations and Mastering the Art of Relationship Management with NLP Tool Kit Masterclasses for many of the large multinational financial institutions in; London, Paris, Bulgaria, Singapore, Hong Kong, Malaysia, China, Sri Lanka, India, Pakistan, Bangladesh, Australia, Israel, Dubai, Uganda, Nigeria, Angola, Zimbabwe, Zambia, Botswana, Kenya, Tanzania, Ghana, Mauritius and South Africa. PARTICIPANT NUMBERS, PROGRAMME FEE & PAYMENT TERMS A minimum of 25 participants is required per programme. The cost of the programme is $950 per participant. This fee includes; a comprehensive manual with simulation case studies and exercise in hard and soft copy (for tablet / laptop use in the training session). two-day interactive training session with simulation case studies and exercises. flight and visa for the facilitator. This fee excludes; Training Venue and accommodation on a bed & breakfast basis, along with return transfer for the facilitator. Any withholding tax that may be applicable in country.

6 6 First Name Surname ID Number Company Company VAT # Physical Delivery Address REGISTRATION FORM Code Designation Contact Numbers (W) (C) Address Do you have any learning or physical disability? Course name Authorised by / Line Manager Approval Mastering the Art of Relationship Management with NLP Tool Kit (2-Days)

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