Selling Techniques for Mortgage          Download Brochure

By the end of this course you will be able to:

.By the end of this course, participants will be able to familiarize themselves with the technical & procedural concepts of credit cards, personal finance & mortgage finance, identify customer needs for financing products, create a desire to fulfill them & build deep & effective levels of customer relationship.

Course Outline:

.Day one: 1- Credit and real estate loans: the concept of credit & mortgage loans, specifications of the mortgage product, the competitive advantage of the mortgage credit product, the importance of defining the sales product & the available options, formulating an effective selling strategy, developing an action plan. 2- The advantages & specifications of a successful salesman: What distinguishes a successful salesman? Time management skills, meeting management skills, market research & study, identifying sales opportunities, using modern technology, & banking applications to increase & facilitate sales operations, with group discussions, case studies, & practical exercises.

.Day two: 3- Mortgage credit selling skills: the concept of personal selling, skills to analyze characters & develop dealing strategies, negotiation skills, persuasion & dealing with customer objections, skills to identify & evaluate customer needs, skills to assess customer purchase indicators, skills to change customers’ attitude, skills to present alternatives & financial solutions, skills focusing & achieving goals, skills of responding or rejecting the customer’s desire, skills & techniques for closing the sale of the mortgage loan, applying to a successful sale case, , with group discussions, case studies, & practical exercises.

.Day three: 4- Cross-selling & relationship management: follow-up & evaluation, after-sales services/post-sale-on-going customer servicing, cross-selling skills, investing & employing relationships with customers, media & advertising & its role in increasing mortgage loan sales, an applied practical case study, with group discussions, case studies, & practical exercises.

.N.B. at the end of each chapter, practical exercises with multiple choices will take place: 1st chapter: 27 exercises, 2nd chapter: 16 exercises, 3rd chapter: 36 exercises, & 4th chapter: 16 exercises.

Target Audience:

.Official & Non-Official Staff in the headquarters, the branch network, call centers, customer service & customer care centers, divisions, departments & units of banking & financial & financing services provided to individuals customers, sales & marketing staff, sales & tele sales teams in credit card, personal finance & mortgage who are working in the divisions, departments & units.

Prerequisites:

.None

This course entitles you to attend:

Upon successful completion of this course, participants will obtain:

.Training attendance certificate.