PRESENTATION OF THE COURSES AND THE COURSE-WORKSHOPS

COURSE-WORKSHOP TO FORM TRAINERS ON PROFFESIONAL SELLING OF FINANCIAL PRODUCTS AND SERVICES

(Trainers for the staff of the Social Financial Institutes that deals with the public)

OBJECTIVE:               Prepare the executives to train the staff that deals with the public and salespeople that work outside the Social Financial Institution, to learn how to sell professionally the financial products and services and the institution,

DURATION::               The Course-Workshop is taught in two phases: PHASE I: Four days of lectures (Monday to Thursday) and PHASE II: One day after the end of the course to do a Video Recorded Roll Playing Situation with the assistants and present the results of the Workshop virtual plenary session to see the results and discuss the methodology used. .

DAILY OCCUPANCY:  3 hours and a half for PHASE I and the plenary session of PHASE II. The Video Recorded Roll Playing Situation could vary

ASISTANTS:                 20 with maximum of two people per computer and 10 computers connected to the ”Virtualis Aula"

TOTAL HOURS:           17,5 hours (14 academic hours + 1 and a half hour for the recording of the Roll Playing Situation + 1 and a half hour plenary meeting)

INCLUDES:                   Registration, quizzes, workshops, support materials and certificate Two Exercises and Recorded Roll Playing Situation covering savings and Term Deposit and Microcredit attraction

TARGET GROUP:        Business managers, Training Managers, Selling Force managers, selling trainers and any supervisor that manages salespeople or customer service staff..

UNIQUE COST:          One only cost: US$ 1,869 net. With the maximum number of assistance, each trained student would cost US$ 93 (Conditions apply,

                                       to be informed to the interested parties in detail)

PROGRAM:

SELLING COURSE-WORKSHOP METHODOLOGY:

The theoretical part is preparatory to teach the trainers on the professional selling methodology developed and tested by the Professor since the 90s and perfected using video recording. This methodology has been used for over 20 year to train more than two thousand successful salesmen and saleswomen. This methodology will be taught to the Social Financial Institutions to be adapted and used to train their staff and the newcomers. The Course-Workshop has two Phases, the first is the academic exposition of the selling principles, methods and tools that the assistant will use after to train the staff and the second phase to do a roll playing exercise, both are explained as follows:

PHASE I This is the theoretical and academic part of the course in which the assistants will learn how to sell professionally and how to use the selling methods and tools, it is also preparatory for the exercise in the second phase:

Exercise No. 1:  The assistants must identify the most frequent objections of their customers and prospects ti bring in their savings or fixed term deposits and to apply for Microcredits in the Social Financial Institution and propose answers to these objections (in MFIs do not receive deposits, the exercises will be done only with the credits)

Exercise No.  2: The assistants will prepare the "Mind Cards" with the motivations of tcustomers or prospects to open a Savings Account, contract a Fixed Term or apply for a Microcredit, based on the offer of the Social Financial Institution (If a MFIs cannot receive deposits it will only do it with the credits)..

PHASE II:  A Recorded Roll Playing Situation will be done, some day after the end of PHASE I, under the virtual supervision of the Professor.

a.      One of the assistants would assume the roll of coordinator and will be in touch with the Professor to receive guidance and orientation on how to do the exercise. From the group a maximum of six (6) assistants will be selected to experiment the roll playing. It will de done by extracting as many folded  papers as the number of assistants, but only six will have a mark, the ones with the marked papers will do the exercise of the selling roll playing. The coordinator will be responsible to get together the six assistants and coordinate with the Professor his virtual presence to do the roll playing exercise.

b.      The roll playing expedite consists 6 selling situations recorded on audio or video with audio, in which all the selected assistants will play a roll once as buyers and once as sellers, interchanging in such a way so as not do the roll playing with the same person in each case. The coordinator will be in touch and receive support virtually and in real time during the event, In each case the “buyer” and the seller will receive instructions on how they must behave given by the Professor to the coordinator.

c.      The results will be seen in a virtual plenary session in the "Virtualis Aula" with the attendance of all assistants on the day scheduled by the Coordination after the exercise is done. At the end of observing the roll playing a session of questions and responses will open. This will be the fifth and final day of the course.

d.      Once the exercise is recorded, the assistants can participate in the plenary from their working places, as they did along the course-workshop, as the videos will be uploaded by the Professor to the Adobe servers for all of the watch it and them delete them once the Phase II ends.
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