Relationship Manager Sales Programme


This workshop uses gamification to immerse the participants in a business of their own. Participants run a simulated business in a competitive, cross-border environment where they experience the challenges faced by business owners & managers on a day to day basis. Delegates roleplay client meetings using client engagement tools to draw out client needs arising from the activity.

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Partners

This workshop is delivered in partnership with our business partners at Impact Corporate Training.

Bern has trained over 10,000 people around the world in sales, stakeholder engagement, influence, leadership and service. These people are senior managers, project leaders, sales heads, technologists, operations managers, product developers, relationship managers, sales consultants and service officers. He has delivered training to major financial institutions such as Bank of Queensland, Standard Chartered, HSBC, JP Morgan, AXA, ABN AMRO, VISA, Westpac, ANZ, DBS and RBS. In the multinational sector he has trained groups from many different firms such as Microsoft, J&J, Shell, Reuters, Honeywell, Phillips and British Telecom.

Bern has applied his engagement skills in building these relationships and winning this business. He brings this expertise to the training and draws on the experiences of the group to create a positive and practical learning event. Bern is a culturally aware, insightful trainer who has the ability to connect with people at all levels.

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Content

Background

The Relationship Manager Sales Programme uses “The Business Challenge” simulation. The simulation has been developed and refined over the last 25 years. In that time it has been used by some of the worlds largest organisations in New Zealand, Australia, and Singapore, with thousands of participants going through the programme.

Aim

To build and enhance participants’:

  • Relationship management and selling skills, by enabling them to practice realistic client sales negotiation scenarios and gain feedback for improvement.
  • Business acumen, by following a logical progression that helps them make the right decisions to drive the best results for their company, stakeholders and clients;
  • Financial literacy, by analysing, discussing and interpreting complex financial data that drives their decision-making in key areas; and

Learning Outcomes

  • Better understand the major factors impacting a business’s performance;
  • Enhance their financial literacy thus enabling them to prepare more thoroughly for client meetings;
  • Learn how to use a structured client engagement model to analyse needs;
  • Develop more appropriate solutions to these specific needs;
  • Build more trusting relationship with their clients to win more business;
  • Understand how to adapt behavioural styles to improve business relationships; and
  • Open up more opportunities for quality referrals between the segments including banking, accountants, lawyers, engineering, and information technology.

Who Should Attend

If you are a Consultant, Account Managers, Relationship or Sales Managers looking to influence decisions and understand your clients. This course is for you.