It's more than just trying to beat your competitor's price
Course Overview
This practical course relies on a variety of training approaches to transfer skills back to the workplace. You'll have the opportunity to experience different ways to negotiate with customers, uncover their true needs, cross-sell additional bank services, and build a mutually beneficial relationship. You'll also learn solutions that are both tangible and relevant in today's banking environment. This course offers you the unparalleled opportunity to practice hands-on negotiation using real-life problems.
Who will benefit?
Bankers with various backgrounds will benefit, including community bankers, corporate bankers, credit officers, branch bankers, trust officers, and cash managers.
You will:
- Explore techniques for becoming a more skilled negotiator.
- Complete a negotiation style diagnostic instrument to learn about your own preferred negotiation style.
- Learn when it is most appropriate to apply that style in a negotiation, and when to adjust another style to maximize results.
- Practice a systematic process for negotiating with customers.
- Develop your listening and questioning skills for effective client interviews.
- Learn about specific techniques for understanding your customer's needs, exploring alternatives, and reaching an agreement.
- Gain insight into ways you can position your bank more successfully and identify a path forward.
- Evaluate how you can present your credit most effectively in the approval process.
- Learn specific steps to take to overcome seven difficult negotiating tactics.
Prerequisites
This course requires at least one to two years of banking experience.
Registration fees
Associate members: $425
Nonassociates from member institutions/professional members: $450
Nonmembers: $675
Receive a 10% discount when you register 30 days or more before the start date of the course.