Value Added Consultative Selling For Financial Advisors

IBF Accredited Course For Financial Services Consultants | The Training Academy

Course Details

Date: TBA
Time: 9:30am – 6:00pm
Conducted by: Falco Academy Pte Ltd

Course Fee: ~~$800~~
After IBF Subsidy: $80

Virtual Classroom (Zoom)
IBF Course Code: P210118LFV

Course Level: Beginner
Who is this for?

Financial Services Consultant
Financial Planners
FA Representatives
Insurance Agents
Agency Leaders

About This Course

The problem with transactional sales:

You can’t build long term relationship with clients
Your clients buy from other consultants behind your back
You seldom get referrals
Your existing clients no longer give you new business

Benefits of Value Added Consultative Selling

Builds trust, loyalty and long term relationships
Uses effective questioning and listening techniques
Uncovers hidden client needs & motivation
Leads to bigger sales
Increases the lifetime value of each client
Makes it easy to get referrals

What You Will Learn

Understand the benefits of applying consultative value-added selling
Identify ways to build trust with clients
Develop long term win-win relationship with clients
Understand what drives customer loyalty
Learn how to create value using 2 simple approaches
Identify and study different customer profiles and apply customer-centric selling
Improve questioning technique to elicit buying needs and motivations
Develop empathy when selling
Deliver an effective presentation to the customer with a clear value proposition
Identify strengths and improve on weaknesses in selling

Trainer’s Profile

Jacky Lim

Jacky Lim is a sales innovator, influence coach and keynote speaker who specializes in using consultative value-added sales approach to transform sales performance and improve sales results of organizations.

Over the past 12 years, he has impacted the lives of more than 11,500 business owners, leaders, and sales professionals from across more than 50 organizations. And they include Financial Advisors, MDRT aspirants, Relationship Managers from various organizations such as DBS Bank, Bank of America Merrill Lynch, ING Bank, KGI Securities, AIA, Great Eastern Life.

He is also a highly sought-after international trainer, having trained many from different parts of the globe like Shanghai, Hong Kong, Taiwan, Vietnam, Thailand, Indonesia, Malaysia and the US. Having been featured as a guest speaker with popular Singapore media such as 93.8FM, the Straits Times and the Sunday Times, he is also an author of a bestselling book which he published back in 2014.

Testimonials

From past participants

“With the help of Jacky’s training and coaching, we broke the sales barrier for our team performance in one month!”

Benjamin Tan

Head of Business Development

“There are many books & trainings out there related to sales. But most of them are just theory and recycled content. Having known that, I applied Jacky’s technique sceptically to my surprise? I managed to close a sale within 2 hours!“

Gin Seah

Entrepreneur

The course is helpful for financial advisors wanting to improve their engagement with clients. Jacky is good at explaining the concepts and showing us the practical.

CS Tan

IFA Rep

IBF Course Subsidies & Other Grants

What are the available schemes to subsidize your course fees?

FTS

IBF Financial Training Scheme (FTS)

FTS provides course fee subsidies to eligible company sponsored individuals who complete financial sector-specific training courses recognized under FTS.

Find out if you are eligible…

LEARN MORE

TAG

Training Allowance Grant (TAG)

TAG provides $10 per hour of training. Only for company-sponsored individuals; and Singapore Citizens or Singapore PRs, physically based in Singapore.

Find out if you are eligible…

LEARN MORE

An example of how the subsidies work

Full Course Fee: $800
After IBF Subsidy (90%): $80

TAG: $10 x 7.5 hours = $75

Net cash outlay = $5

Content Outline

Content
Outline:

Modern selling
What is consultative value-added selling and benefits of applying it?
Elements of trustBuild relationship with clients at 5 levels
Keys to build customer loyalty
Create value to clients using the value-balance machineIdentify and understand the 4 types of customers
Listening and questioning skills
Make an effective sales presentation with clear value proposition
Increase lifetime value of customer
Asking for referrals

Reserve Your Seat

Date: TBA
9:30am – 6:00pm
Course Fee: $800
After IBF Subsidy (90%): $80

Virtual Classroom (Zoom)
IBF Course Code: P210118LFV

RESERVE NOW

Value Added Consultative Selling For Financial Advisors 1000x1000