Home   About Omega   Contact Omega   Results   Site Map   
 

Selling to Achieve Results—Wealth Management

Download this course description (pdf)

Business Issue - An affluent client talks to a dozen or more financial services providers a year and does business with three to five of them. One strategy for competing in the affluent market is to build relationships while focusing on diverse portfolios. Relationship managers must quickly become effective in planning, executing, and managing an outside calling process or they will soon be outpaced by the competition.

Omega Performance’s Solution - Selling to Achieve Results—Wealth Management (STAR-WM) helps relationship managers plan, conduct, and manage business development activities with the affluent market. A foundation for building outside calling skills quickly equips relationship managers, business development officers, managers, and others to become a highly competitive sales staff for their bank.

What Is Included

Selling to Achieve Results—Wealth Management combines independent study, a two-day workshop, and field follow-up reinforcement to help calling officers master all phases of business development, including product knowledge, call planning, face-to-face selling, and account management.

STAR-WM prework positions the importance of selling in the bank environment and introduces the STAR Strategy, Call Process, and Resolving Objections selling models. It also introduces the basic principles of the STAR approach to selling.

STAR-WM is an interactive workshop that teaches proven calling techniques. These techniques enable participants to enhance their sales results through the use of highly effective selling skills. At the end of each of the two days of the workshop, participants enact a sales call in which they practice the skills they learned that day. The workshop is based on steps contained in the STAR Strategy selling model:

Sales Skills

  • Questioning
  • Listening and observing
  • Answering
  • Resolving objections

Call Preparation

  • Conduct prospecting and profiling activities
  • Make initial contact
  • Set call objectives
  • Plan the call

Call Process

  • Establish rapport
  • Identify needs and opportunities
  • Present needs-targeted solutions
  • Obtain client commitment
  • Establish next steps

Account Management

  • Write call report
  • Follow through on action steps
  • Complete account action planning

On the Job
On the Job gives participants an opportunity to apply what they have learned in the workshop to actual calling situations on the job. Participants complete a plan to define their calling goals. Precall and postcall meetings with their managers ensure that participants apply what they have learned to each step of the STAR Strategy model.

Delivery Options

The Selling to Achieve Results—Wealth Management program is delivered via a two-day interactive workshop. The workshop is led by either Omega Performance leaders or bank leaders who have built their skills and confidence by completing Omega Performance’s leader training. The two-day workshop itself is highly interactive, with extensive group discussions, observation of video models, and sales situation skill practices.