Soft Skills for Corporate Financiers

This courser covers the range of soft skills necessary for corporate financiers to possess in order to make first class deal winners.

The first part of the seminar takes executives through a process that they can use in different selling situations and is based around consultative selling.

The negotiation section will teach participants techniques that are a vital part of gaining and maintaining business relationships and is designed to help participants in the development of effective negotiation skills so that they will achieve successful outcomes.

The presentation module takes participants through the process of planning and execution, with the rationale being to teach the skill of being able to plan and structure any presentation so the presenter knows that the content meets the objectives.

The time management module will help identify time wasters and plan how to reduce them and how to delegate effectively.

Course Content:

Selling Skills
 The seven step sales process.
 Setting customer objectives.
 Appreciating customer requirements.
 Features, applications and benefits (FAB)
 Enhancing the sales presentation.
 Handling objections
 Handling price objections.
 Win/win negotiations.
 Closing the sale.
 Post call activity

Negotiation Skills
 Negotiation and its benefits
 Qualities of an effective negotiator: the ten quality traits
 Preparing for negotiation
 Negotiation in action
 Closing the deal

Presentation Skills
 Outcome identification
 Structuring presentations
 The 10/80/10 rule
 Building rapport
 The use of NLP
 Language patterns to enhance a presentation

Time Management
 Identification of Current Time Problems
 Essential Stages in Good Time Management
 Establishing Good Time Management Practices
 Time Wasters
 Developing Strategies for Effective Time Management
 Delegation

Delivery:	In house
Category:	Advanced Corporate Finance