Date/Time: 20 March 2025, 2.00pm to 5.00pm via Zoom
Generic Competency: Communication
2 Generic CPD credits will be awarded upon completion.
Course Fee
SEAA Member: $35.00
Non-Member: $40.00
Note: For SEAA members, please login to your account to enjoy member rate. UserID is your CEA registration number
Sales Effectiveness through Consultative Selling (SES)
Generic Category: Communication (2 CPD credits awarded, subject to KEO’s approval)
Course Duration: 3 hours
Funding available: Nil
Course Synopsis:
This course equips sales professionals with the skills and tools to build stronger client relationships and close deals through consultative selling. By focusing on understanding client needs and providing tailored solutions, participants will master structured approaches like the ROADMAP, Questioning Loop, and HCF Conversation Framework. The course also addresses handling objections effectively to drive successful outcomes.
Learning Outcomes:
- Understand and apply the principles of consultative selling.
- Identify and engage in the right type of sales conversation for each client.
- Master the ROADMAP process to guide sales discussions strategically.
- Use the Questioning Loop to uncover client needs and goals.
- Leverage the HCF Conversation Framework to structure impactful conversations.
- Handle objections confidently and effectively during the sales process.
Course Outline:
- Consultative Selling: Shifting to a client-centered approach.
- Types of Sales Conversations: Matching conversations to client needs.
- ROADMAP Framework: Structuring effective sales discussions.
- Questioning Loop: Asking insightful questions to uncover needs.
- HCF Framework: Conducting holistic client-focused conversations.
- Objections Handling: Resolving objections to drive results.
Trainer Profile
Bernard Soo
Bernard Soo has over 18 years of experience in the Banking and Wealth Management industry, including 7 years as a private banker for High-Net-Worth Individuals and over 10 years in senior management roles such as Head of Wealth Proposition and Online Equities in Standard Chartered Bank and Head of Digital Wealth Proposition in UOB. In his management capacity, he designed and implemented bank-level acquisition strategies across the region to enable the Singapore bankers’ prospecting activities to help them achieve their acquisition goals.
Through his organisation, momenta Group, he currently trains and coach Private Bankers in the Private Banks in Singapore on Sales (Prospecting, Relationship Management and Negotiation), Wealth Management as well as Fintech.
Bernard previously served as the Board Member of the Singapore Fintech Association representing the Fintech community in Singapore. He is also co-founded CitaDAO, a DeFi Property Tokenising platform, where he assists UHNW individuals and Family Offices globally to tokenise their real estate.