Outcomes
By the end of this training course, trainees will be able to :
- Apply a structured approach to client profiling.
- Identify stated and unstated client needs.
- Use effective questioning and listening techniques
- Align client needs with appropriate recommendations.
- Reduce mis-selling risk through accurate diagnosis.
Target Group
- Relationship managers, sales and service advisors.
Contents
- Client profiling fundamentals.
- Profiling dimensions (financial, behavioral, life stage).
- Needs discovery techniques.
- Questioning and listening skills.
- Linking client needs to solutions.
- Practical role-play exercises.