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:
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.
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.
7 courses from beginner to intermediate level.01 Optional
16 courses from beginner to intermediate level.02 Required
17 courses in advanced and intermediate levels.03 Required
Submit your CBCA™ checklist and order your certificate.04 Required
Get access to the Global Corporate Finance Society.05 Optional
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.