Converting Leads to Customers - Negotiation & Closing

Converting Leads to Customers Overview

We will start the course by reviewing the sales funnel and the lead conversion process before discussing the importance of differentiating yourself and your organization to build long-term relationships. We will work through specific strategies that successful banking professionals use, as well as ways to highlight the key qualities of your firm that will resonate with prospective clients. Next, we will seek to really understand the client discovery process and how to leverage it to uncover customers’ needs using unique frameworks, like the SPIN method and the funneling technique. Lastly, we will look at the negotiation process itself and discuss the most important skills shared by successful negotiators to help you convert leads into customers. Converting Leads to Customers Objectives Upon completing this course, you will be able to:

• Define the lead conversion process.
• Utilize a discovery process to uncover business needs.
• Explore ways to set you and your organization apart from the competition.
• Apply negotiation skills to handle objections and close the sale.

Converting Leads to Customers is an elective course of CFI’s CBCA® program

CFI’s Certified Banking & Credit Analyst (CBCA)® Program offers skills including credit evaluation, documentation, and review procedures. From beginners to advanced users, the CBCA® program is designed to help you become a world-class credit analyst.

Who should take this CBCA® course?

This course is designed for current and aspiring commercial bankers and other client-facing finance professionals. Master the client and prospect discovery process to qualify leads and present the most optimal solutions more effectively.