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Corporate Finance Institute
Converting Leads to Customers – Negotiation & Closing

Overview

Converting Leads to Customers overview

We will start the course by reviewing the sales funnel and the lead conversion process, before talking about the importance of differentiating yourself and your organization in order 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.

 

Converting Leads to Customers – Negotiation & Closing

Get Started

Level 3

Approx 3h to complete

100% online and self-paced

Subscribe to get access to CBCA and other programs

From $497/year

Learn More

Become a certified Commercial Banking & Credit Analyst (CBCA)™ Certification

Converting Leads to Customers – Negotiation & Closing is part of the Commercial Banking & Credit Analyst (CBCA)™ certification, which includes 40 courses.

Commercial Banking & Credit Analyst (CBCA)™ Certification
  • Skills Learned Financial Analysis, Credit Structuring, Risk Management
  • Career Prep Commercial Banking, Credit Analyst, Private Lending

Path to certification

Prep courses

7 courses from beginner to intermediate level.

01 Optional

Core courses

16 courses from beginner to intermediate level.

02 Required

Elective courses

17 courses in advanced and intermediate levels.

03 Required

Get certified

Submit your CBCA™ checklist and order your certificate.

04 Required

Join our community

Get access to the Global Corporate Finance Society.

05 Optional

How the certification works

Commercial Banking & Credit Analyst (CBCA)™ courses are offered 100% online, allowing you the flexibility to start the Commercial Banking & Credit Analyst (CBCA)™ program anytime and learn when it’s most convenient for you.

The program is a part of the All Access Subscription, which includes all programs and courses.

CFI courses are designed by instructors with over 21 years of financial analyst training experience.

Students must complete all core and elective courses (18 in total) and demonstrate mastery of the topics through successful completion of course materials, quizzes, and assessments.
Within 48 hours of program completion, your Blockchain Verified (CBCA)™ Certification will be emailed to you.

Frequently asked questions

Can I download the Excel files and financial modeling templates for the course?
Absolutely! All the files and templates needed in a course are available for download. Just look for a module that shows Downloadable Files within the course dashboard. See here for a visual guide on how to do this.
How long do I have to complete the courses?
Depending on your enrollment type, you will either have two years, yearly, or monthly access to your courses. All the courses are self-paced as well so you can take your time in learning without worrying about any deadlines. Click here to compare our available enrollment options.
Are CFI courses officially accredited?
CFI is accredited by the Better Business Bureau® (BBB) to maintain training standards, and by the CPA Institutions in Canada, and the National Association of State Boards of Accountancy (NASBA) in the USA. Most of our courses qualify for verified CPE credits for CPA charter holders. Please refer to this page to view all available CPE credits.
Are there any additional fees or costs?
No! The bundle price includes everything and there are no additional fees or charges to earn your digital certification. You can see our enrollment fees listed here.
What currency are your courses priced in?
All our online courses are priced in USD. We accept debit/credit cards (Visa, Mastercard, Amex), PayPal, and wire transfers for one-time course payments. If you wish to proceed with a wire transfer from your bank, please see instructions here.
How do I earn my certificates?
Students must complete all the video lessons, quizzes, and final assessments in each course. You can retake the assessments as many times as necessary until you reach an 80% passing grade. For more information on how to earn a course certificate, click HERE.
Will these courses help me advance my career?
Based on hundreds of reviews from thousands of students we know how CFI courses have helped so many people advance their finance careers. Our courses are designed to be extremely practical and simulate the experience of being trained as a professional financial analyst…the ultimate way to advance your career. For real-world examples and help delve even deeper into the course concepts, please look into our free career resources library.
Can I email the instructor if I have questions?
While the courses are designed mainly for self-study, we are happy to provide email assistance for general or technical support inquiries. The Full Immersion bundles include a premium email support function which allows you to communicate directly with in-house experts regarding course content. This is one of the key features that sets the Full Immersion bundle apart and makes it a worthwhile upgrade over the more affordable self-study bundle. You can compare more features in our bundles here.
What is the price of the subscription?
All Access Subscription is priced for $497 per year as Self-Study plan or $897 per year as Full Immersion plan.
What is included in the subscription?
All Access Subscription includes all courses from Financial Modeling & Valuation Analyst (FMVA)® Certification, Commercial Banking & Credit Analyst (CBCA)™ Certification, Capital Markets & Securities Analyst (CMSA)® Certification, Business Intelligence & Data Analyst (BIDA)™ Certification, Commercial Real Estate Finance Specialization and Environmental, Social & Governance (ESG) Specialization.
More Questions?
Please Email us and we'll be happy to answer any of your questions!
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