Selling into Industries: Financial Services
44mIntermediate2018-05-03
Authors
Lisa Earle McLeod
Keynote Speaker, Author, Consultant
Elizabeth Lotardo
Vice President of Client Services at McLeod & More, Inc.
Course details
The financial industry can be a particularly challenging vertical to sell into. Factors such as rigorous reporting deadlines and shifting regulations provide obstacles that aren't easily navigated. In this course, Lisa Earle McLeod and Elizabeth McLeod equip you with practical tips and strategies for selling to financial buyers. Discover how to unpack an annual report and leverage that information in your sales process, as well as how to identify the key metrics that drive your buyer's decision making. In addition, learn how to prove your ROI and develop authentic relationships in an inherently untrusting industry.
Learning objectives
Define investments.
Craft a financial narrative.
Explain how to read annual reports.
Identify your buyers.
Codify your value.
Describe how to tap into industry deadlines.
List reasons buyers will trust you.
Learning objectives
Define investments.
Craft a financial narrative.
Explain how to read annual reports.
Identify your buyers.
Codify your value.
Describe how to tap into industry deadlines.
List reasons buyers will trust you.
Skills covered
Sales SkillsSalesDeep Dive (X:Y)
Concepts
Introduction
- Welcome
- What you should know
Setting Yourself Up for Success
- The money loop
- Industry trends
- Craft a financial narrative
- How to read an annual report
Tailoring Your Approach
- Identify your buyer
- Your client's customer
- Show you're prepared
Creating Urgency
- Codify your value
- Tap into industry deadlines
- Leverage competitive differentiation
Closing the Deal
- Proposals and contracts
- Adapt to change
- Prove an ROI
- Build trust
Conclusion
- Next steps