Selling Financial Solutions

Present numbers convincingly

Why this is a „must“
Today, money matters have to be explained rapidly and simply, be easily understandable, and dealt with in a client-friendly manner. During this seminar you’ll learn how to quickly respond to “but what if ” questions raised by your clients, and how to simply present solutions to all common financial questions – using no more than a calculator, a pen and a sheet of paper.

For a higher sales conversion rate, more recommendations and additional repeat business!

Who benefits
All sales personnel and advisors in the financial services sector who want more self-confidence when dealing with clients – by providing outstanding solutions to (mathematical) financial issues and by reinforcing the client relationship and facilitating closing.

What you gain
Financial decisions are dependent on trust in the advisor’s competence and professionalism and on the feeling of being understood. Two tools will help make this impression: a visualization of key data (cash flows, time, interest rates, etc.) and the use of a financial calculator that enables you to rapidly and accurately develop and calculate tailored solutions in the client’s presence. You’ll learn simple ways of depicting complex financial issues, develop all of the key mathematical financial principles and see just how convincing it is when you create tailored solutions by means of dynamic interaction with the client.  You’ll also practice your newly acquired skills through a series of case studies and rapidly gain in confidence – even when the client complicates the issue by asking follow-up questions, e.g. what happens if…?   

What you learn
Your tools for convincing financial consulting - applied to the key issues of financial advice from A (for assets) to Z (for zero bonds):

• 7 key principles for simple visualization of key data – financial symbols that everyone can draw easily.
• “Money matters made simple” as a guiding principle for financial mathematical terms and ratios. The seminar focuses on key elements that can be used to answer all FAQs (interest rate, terms of payment, present value, future value, etc.).
• Using the HP10BII financial calculator instead of a notebook and Excel breaks down the high-tech barrier through the conscious use of simple tools that constantly ensure the client is “on board”.
• Dynamic interaction: integrating the client in the process from the word go – through verbal signals and calculations as you key in the client’s details from the simple visualization into the calculator. Queries and checking questions from you, the financial advisor ease the dialog and ensure mutual understanding.
• Clarification of options and obstacles: How to respond if the client doesn’t immediately agree. How to deal with variations and alternatives.

Why HPS
The difference is in „learning by doing“

• An initial check determines the existing level of knowledge without any loss of face
• Case studies drawn from real-life sales situations
• Easy-to-remember rules for spoken signals and calculations are practiced with partners and then applied to case studies
• Synchronous learning: a special video set up that allows all participants to see what is visualized and calculated in a one-on-one discussion
• A clear and logical structure that develops skills step by step and anchors newly acquired knowledge
• A consistent approach to training that allows participants to sense their own progress and growing confidence during the seminar