Level:
Advanced
Audience: Banks and
Service Providers
Description: This one-day
workshop provides banks and service providers with some unique insights
and tools to help them sell more effectively. Understanding the
process and how companies award business helps avoid some of the
pitfalls and is essential in order to be successful. This course
also introduces the concept of the Product Portfolio Sales Strategy,
a breakthrough model developed by Allman-Ward Associates, Inc.,
and provides participants with a template for managing the RFP process.
| Agenda:
1.
The Vendor Selection Process
Case study:
Students work through the sales process using a real-life
case, where a company solicited and awarded a cash management
bid.
2.
Step 1: Sales Planning
- Case
study: Part 1
- Due diligence
- Understand
your customer
- Identify
cash management needs
- Understand
your bank
3.
Step 2: The Initial Call
- Case
study: Part II
- What
is an effective customer call?
- Plan
the call
- Objectives
of the call
- Probing
- Follow-up
4.
Step 3: The Product Portfolio Sales Strategy
- The model
- Plotting
the Product PortfolioŠ grid
- How to
use the grid
5.
Step 4: Responding To The RFP/RFI
- Understand
customer buying behaviour and criteria
- Build
customized cash management solutions
- Issues
and hot buttons
- Global versus local bank
- Implementation
- SLAs
- Case
study: Part III
6.
Presenting The Proposal
- What
to expect at the meeting
- How to
prepare
- Handling
objections
- Effective
communication
7.
The Post Mortem
- What
was learned from the experience?
- If you
lost the bid - what can be salvaged?
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Allman-Ward Associates, Inc.