First Creation Consulting specialise in providing training and consultancy services in the area of business development for the Financial Services sector.
All the workshops are designed to allow the participants to practice and develop key skills that are then immediately transferable back into the works place.
This ensures that the workshops are highly relevant; providing immediate improved performance and increased business results.
The Voicemail Selling Skills course introduces the participants’ to the essential components for successful voicemail selling.
The workshop provides the participants with the essential skills, techniques and models to manage their voicemail selling activities and deliver positive results.
The workshop is appropriate for any one who has to sell/market ideas via voicemail or gain the client’s commitment to a meeting where they can present an idea or strategy.
- Understand the key principles for effective voicemail communication
- Effectively plan a 40 second voicemail call
- Structure the message so that the listener can clearly identify what is in it for them
- Leave a clear and concise message that is interesting, easy to understand, thereby increasing the chances of a response
- Components for effective voice-mail messages
- Communication principles - impact and flexibility
- Practical exercises using tape recorders to record voicemail messages
- Content choice – clarity and effect
- Planning and setting objectives
- What’s in it for the client – Facts & Opinions
- Essential detail and evidence to support ideas
- Packaging a short, punchy message for maximum impact
- Call to action – encouraging a positive result
- Practical exercises using tape recorders to record voicemail messages
The Telephone Selling Skills course introduces the participants’ to the essential components for successful telephone selling and cold calling.
The workshop provides the participants with the skills, techniques and models to manage their telephone selling activities and deliver positive results.
The workshop is appropriate for any one who has to sell ideas over the telephone or gain the client’s commitment to a meeting where they can present an idea or strategy.
To increase the participant’s ability to manage a two-way telephone conversation in order to effectively convey an idea and receive feedback.
To effectively gain the clients agreement to a meeting in order to carry out a fact find or deliver a strategy presentation.
The Consultative Selling Skills workshop introduces the participants’ to the benefits of adopting a client rather than a product focused approach to their sales activities.
The workshop highlights the importance of developing positive interpersonal relationships with clients which is essential for the salesperson to gain the clients trust and confidence.
The workshop develops the participant’s ability to identify and develop client’s needs so that they are able to propose the best solution to meet the specific requirements of the client.
This course is appropriate for all personnel who are responsible for generating business with existing or new clients
The aim of the workshop is to increase participant’s ability to develop business opportunities whilst enhancing the professional image of the firm.
By the end of the workshop participants’ will be able to:
- Develop a client focused approach when developing business opportunities
- Develop positive client relationships through the use of effective interpersonal and communication skills
- Ask quality questions and listen effectively in order to identify the clients needs
- Effectively plan & prepare for a successful face to face sales meeting
- Use a sales model which recognises the importance of identifying client needs and buying criteria and match the products/services of the firm to the requirements of the client
- Effectively present tailored solutions to meet clients needs
- Overcome client resistance and gain commitment
- Rapport building skills
- Effective communication and interpersonal skills
- Questioning & listening skills
- Identifying client needs
- Presenting tailored solution
- Understanding and identifying personal motivations
- Overcoming client objection
- Gaining commitment and closing
The Client Marketing Skills for Research Analysts workshop is based on feedback from clients on what they respond positively to and what they respond negatively to.
The workshop focuses on developing the Research Analysts ability to engage the client whilst promoting their ideas and themes.
The workshop is practically orientated providing the Analysts with the opportunity of practicing the core skills in a client simulated meetings.
This course is appropriate for all Research Analyst who are responsible for marketing ideas to domestic and international clients.
Develop the analyst’s ability to market their ideas/products in a persuasive manner to a wide range of clients
By the end of the workshop participants’ will be able to:
- Identify what stimulates the client and what turns them off
- Present a logical and structured argument in a persuasive manner
- Successfully manage the meeting by engaging the client whilst getting the key messages across
- Effectively handle question/objections and bring the meeting to a positive conclusion
- Introduction to client marketing skills & behaviours
- What turns the client off & on
- What do the clients want to hear
- Planning & preparation
- Content
- Structure
- Effective questions
- Active listening skills
The Professional Account Management course introduces the participants to the core skills and techniques required to carry out the role of an effective Account Manager.
The course focuses on how to maintain and strengthen relationships with key clients. This includes conducting client review meetings to ensure that the client is satisfied with the service levels to identifying additional business opportunities.
The course is appropriate for employees who are responsible for managing client relationships.
The aim of the workshop is to develop the participants’ Account Management skills so that they are able to maintain and develop client relationships and where appropriate develop additional business opportunities.
By the end of the workshop participants will be able to:
- Understand the key skills and behaviours required to successfully carry out the role of an Account Manager
- Understand the dynamics of the decision making process and adopt different approaches depending on the interests of the client in order to maximize revenue potentials
- Understand how to prepare an account plan for a key account
- Plan and prepare to conduct a client review meeting
- Identify client’s service requirements and buying criteria and match the products/services of The firm to the requirements of the client
- Actively identify and develop cross selling opportunities
- Effectively manage difficult or dissatisfied clients
- Role & responsibilities of the Account Manager
- Understanding the client, organisation
- Managing the communication process; client to The firm
- Developing the interpersonal relationship
- Conducting client review meetings, Identifying needs
- Maximising revenue streams
- Providing tailored solutions
- Managing dissatisfied clients
The Professional Negotiation Skills course introduces the participants’ to the essential skills and techniques to successfully bring about a positive outcome whilst maintaining the long term relationship.
The workshop enables the participants to identify their own personal style of negotiating and how this can affect the outcome of the negotiation.
The Professional Negotiation Skills course is appropriate for all employees who have to negotiate as part of the job, whether this be with external clients on fees, service levels or with colleagues.
The aim of the workshop is to develop participant’s negotiation skills so that they are able to reach a satisfactory outcome for both parties whilst maintaining and enhancing the long-term relationship.
By the end of the workshop participants will be able to:
- Understand and apply the key skills & behaviour for effective negotiations
- Effectively plan and prepare for a negotiation, including team negotiations
- Successfully implement a process for a successful negotiation
- Identify the different negotiation strategies and adopt the correct one for a given situation
- Identify and counter different negotiation tactics and ploys
- Understand different team roles for effective team negotiations
- Understand the dynamics of power and how it influences the outcome of a negotiation
- Understanding the dynamics of negotiating
- Key skills & behaviours
- How do emotions affect our negotiations?
- Dilemmas & decision making
- Psychology
- Key guidelines
- Negotiation process
- Tactics and dirty tricks
- Team roles
- Dynamics of power & influence
The Client/Sales Presentation Skills course introduces the participants’ to the essential skills and techniques to delivering persuasive and memorable presentations to large and small audiences.
The course includes best practice on how to produce and deliver a persuasive PowerPoint presentation.
The Client Presentation Skills course is appropriate for all employees who are required to make PowerPoint presentations to large and small audiences where they are pitching The firm, or a particular strategy or product.
The overall aim of the workshop is to develop the participants’ ability to deliver persuasive presentations that achieve results.
By the end of the workshop participants’ will be able to:
Deliver a clear and persuasive presentation to audiences of any size
Understand the best practices to delivering persuasive and inspirational presentations
Plan and prepare an effective presentation
Communicate in a way that maximises the understanding of key messages
Effectively use visual aids to enhance the presentation
Successfully and confidently manage a Q & A session
- What makes a good presenter?
- Ineffective presentations, Pitfalls to avoid
- Delivery skills & techniques
- Producing a persuasive presentation
- Content, creating messages that have impact
- Structure
- Being memorable
- Vocal & visual impact
- Managing the Q&A session