NEGOTIATION SKILLS FOR INCREASING DEPOSITS
Objective:
The key objective of this workshop is to equip participant with necessary skills and knowledge to negotiate big deposits of individual and organizations. The program includes a variety of approaches and tools that can be applied back in the workplace and will be facilitated in such a way that it allows for interactivity amongst participants to test and challenge these and their own ideas.
Background:
The program’s content has been designed to reflect the reality of banks employees today and will be directly relevant to the everyday opportunities and obstacles faced by your employees in their jobs.
This training program is fast-paced, highly interactive, fun and participant centered. It includes videos, small and large group discussions, brainstorming, demonstration and practice, lectures, games and role plays.
The course is designed to create opportunities for individuals to analyze their current situation & difficulties so that the gap between training & real-life situations is bridged. The participants are encouraged to think about what they do and discover many of the main messages for themselves throughout the course. Skills are easily mastered as there will be considerable opportunity for practice and sharing. There is a strong focus on the application of learning.
The course offers the participants the opportunity to reveal weaknesses, learn and practice in a risk-free environment. A key part of workshop will be for participants to develop a Personal Development Plan that focuses on key actions that they will take over the next year. Positive actions as well as negative – something that the participant will cease doing - such as cold calling.
Workshop Coverage:
Small saving deposits are extremely important for any banks due to its nature. Saving deposits provide comparatively high liquidity thereby gives a peace of mind to banks for investing in higher risk weighted and long-term assets which are generally profitable than others. However, there can be no questions asked that big deposits be it of any organization or of an individual are equally important to maintain the Asset Liability balance. It is seen that banks today rely heavily on its marketing activities, i.e. coming out with innovating product with competitive price, aggressively using different medium of promotional activities etc. However, we all can agree that a structured sales approach for getting the high value deposit can really be improved in banks and FI's. Selling anything requires great skills on negotiations, especially if we are trying to get big deposit products to our banks. The one and half day program addresses all parts of getting corporate deposit to our banks. After completing the program, employees will be better able to:
- Connect customer needs with appropriate deposit products.
- Cross selling and UP selling for big deposits.
- Interest rate negotiation for corporate deposits.
- Understand their role as negotiators
- Conduct crucial conversation with the customers.
- Effectively handle customer concerns, objections & resistance
- Brick wall the customers.
- Use SPIN techniques for increased conversion.
- Building long term sustainable relationships with corporate clients.
Target Audience:
Operation In charge/ Branch Managers/ Employees responsible for getting corporate deposits/ Customer Service Department/ Credit Loan Department