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Sales Mastery for Financial Planners (SG)

Programme Code: P200304DJB

Delivery of classes will be conducted online until the Circuit Breaker restrictions are lifted.

ClickAcademy Asia’s COVID-19 Precautionary Measures

For our 19 Jun-7 Aug’20 (Fridays) Intake, click here. [ONLINE] Trainer: Yvonne Wu, Shankar, Daniel Tan

For our 3 Jul-21 Aug’20 (Fridays) Intake, click here. [ONLINE] Trainer: Ng Ping Ping, Shankar

For our 14 Aug-18 Sep’20 (Fridays) Intake, click here. [ONLINE]  Trainer: Ng Ping Ping, Shankar

For our 4 Sep-9 Oct’20 (Fridays) Intake, click here. [ONLINE] Trainer: tbc

For our 2 Oct-6 Nov’20 (Fridays) Intake, click here. [ONLINE] Trainer: tbc

For our 6 Nov-11 Dec’20 (Fridays) Intake, click here. [ONLINE] Trainer: tbc

OVERVIEW

Success in sales is not simply selling more to more people. Reaching out to people with the right Mindset equipped with effective communication and presentation skills is often the first step and the next steps are to navigate sales obstacles and objections, then close the sale and manage the account.

Over 6 days covering 8 core areas of the Sales function, graduate the course with an effective sales Mindset, understanding how to prospect for quality leads that provide a steady flow of referrals, navigating through sales objections and obstacles, mastering closing techniques, top-notch customer service and account management, and leveraging on social platforms to supercharge your effectiveness.

WHO SHOULD ATTEND

The Sales Mastery Programme for Financial Planners is targeted at financial planners, advisors, consultant and insurance agents who want to excel in a sales-oriented role. It’s a fundamental & comprehensive programme on the whole sales process.

PRE-REQUISITE

  • Participants should ideally already hold a financial adviser (FA)’s licence or have intentions of pursuing a career as a financial adviser.

METHODOLOGY

This experiential workshop is facilitated through a variety of adult learning techniques, role-plays, lectures, group discussion, situational analysis, exercises and participants’ presentations.

All participants are required to bring a laptop for the Social Selling module.

HOW WILL I BENEFIT

After this course, you will learn the following invaluable skills:

  • How to cultivate an effective sales Mindset: identify your internal barriers to sales and personal excellence, then develop strategies to manage these barriers.
  • Practical communication and presentation skills: understand different communication and learning styles. Tailor sales presentations to influence your prospects, including using social platforms to reach out to a large and diverse audience
  • Effective sales prospecting skills: prospect quality leads to close sales and nurture these contacts to generate a continuous flow of referrals
  • Strategies and skills for cold calling sales success: learn pragmatic methods to establish good customer relations and build bonds via different channels, such as the telephone and social platforms
  • Managing sales objections and obstacles: influence customers with the right strategies, master objection handling techniques to addressing rejections and identify directions for the sales process
  • Master sales closing techniques: identify and understand different buying behaviours to close sales effectively
  • Delivering excellent customer service: hone interpersonal skills while pinpointing customer concerns and answering them in a convincing manner, connecting with them through a variety of channels such as the telephone and social media

WHAT WILL I LEARN

DAY 1 – EFFECTIVE SALES MINDSET

  • The Inner Game – Mindset and Skillset
  • Mindset & Characteristics of Professional Salesperson
  • Key Competencies for Sales Performance and Sales Success
  • Avoiding Psychological Performance Traps
  • Setting your Mindset for Performance-Moving Beyond Comfort Zone
  • Not just Goal Setting, The New “S.M.A.R.T” Approach to Goal Achievement
  • Achieving Consistent Success – Activity vs. Accomplishment
  • Staying Focused through Sales Performance Reviews and Analysis

DAY 2 – EFFECTIVE SALES PRESENTATION SKILLS

  • Vital Sales Presentation Skills
  • The Sales Communication Process – Barriers to Sales Communication
  • Factors affecting Effective Sales Presentations
  • Behaviour Focused Sales Presentations
  • Sales Presentations to People with Different Buying and Learning Style
  • Choosing the Right Sales Presentation Strategy
  • Influencing Buying by Presenting Sales Concepts and Ideas with the Right Words
  • Communicating Effectively with Difficult People and in Difficult Situations

DAY 3 – EFFECTIVE SALES PROSPECTING SKILLS

  • Mindset and Skills Critical for Effective Prospecting
  • Factors affecting Prospecting – Achieving Consistent Success
  • Monitoring and Measuring Sales Activities for Profitability
  • Identifying and Qualifying Best Prospects – Approach to Customer Multiplication
  • Developing a Continuous Stream of Quality Prospects
  • Techniques to Generating Quality Referrals
  • Creative Approaches to Meeting New Prospects
  • Proven Professional Prospecting Techniques

DAY 4 – MANAGING SALES OBJECTIONS & OBSTACLES

  • Reasons Why Customers Give Objections – The Fear Factor
  • Addressing the Fear that causes Sales Resistance and Objections
  • Common Telephone Objections and Effective Responses to Common Objections
  • The Art of Asking the Right Questions to change Prospects Perceptions
  • Understanding Customer Expectations to respond to Sales Objections Effectively
  • Communications Strategies to Manage Objections and Challenging Sales Situations
  • Vital Factors for Closing Sales and Managing Buyer Resistance
  • Tested Responses to Manage Common Objections when Closing Sales

DAY 5 – EFFECTIVE SALES CLOSING TECHNIQUES

  • Vital Determination for Closing Sales
  • Understanding Buying Behaviour and Learning Styles to Influence
  • Techniques to Building Trust and Rapport with Prospects
  • Choosing the Right Closing Approach
  • Ask the Right Questions to Influence Customers
  • Understanding and Influencing Prospects’ Decision Making Process
  • Effective Trial Closes to assist Buyers to make Decisions
  • Creative Ideas to close Sales-Time Tested Professional Closing Techniques

DAY 6 – EFFECTIVE CUSTOMER ACCOUNT MANAGEMENT

  • The Inner Games of Account Management for Customer Service and Satisfaction
  • Formula for Customer Satisfaction – Understanding your Accounts for Effective Account Management
  • Expectations of Today’s Customers-Building Trust and Rapport
  • Communication Strategies – Effective Customer Communication Skills
  • Understanding Customers Behaviours and Expectations for Effective Account Management and Profitability
  • Managing Difficult Situations and Customers’ Complaints and Objections
  • Gaining the Competitive Edge-Importance and Impact of Managing both Internal and External Accounts
  • Strategies and Skills that get Attention, Action and Loyalty through Effective Account Management

 

COURSE FEE

  • S$2,400 per participant (excl. GST)
  • 95% funding available!

 

IBF-STS Funding Support 

This course is funded by the Institute of Banking and Finance (IBF).

  • Only Singapore Citizens or Singapore Permanent Residents, physically based in Singapore are eligible.
  • Participants must be above 16 years old.
    • Age of the Singapore Citizen is determined at the point of his/her successful programme completion, based on his/her calendar year of birth.

Trainees under the programme will receive funding support as follows:

 Enhanced Funding Support
Funding Quantum90% of the direct training costs, capped at $7,000 per trainee

*Available for training programmes commencing between 8 April 2020 and 31 December 2021 (both dates inclusive).
IBF Credit​+ 5% on top of 90% subsidy.

Only available for training programmes commencing between 8 April 2020 and 31 December 2020 (both dates inclusive) and completed no later than 31 March 2021.

Note: IBF funding does not support all ancillary expenses (e.g. freight/delivery costs, material costs, rental costs, food & refreshments, travel expenses including airfare, accommodation, cost of living allowance, etc.) and other charges (e.g. credit card charges, conversion charges, etc.)

 

Claim Conditions

  • Attain a 100% attendance
  • Achieve a passing rate of at least 70% for Sales Mastery for Financial Planners Assessment (Role Play)
  • Participants are required to leave their videos switched on for the full duration of the online class except break time.

Failure to comply will result in the participant requiring to pay the funded course fee portion (95% of course fee).

 

For Company Sponsored Participants:

Company Sponsored participants will be paying NETT fee for the course. Claims will be submitted to IBF by the Training Provider.

  • GST is not a qualifying component for funding support.
  • SkillsFuture Credit (SFC) cannot be used to co-fund the programme fees of company-sponsored training programmes.
  • Read here for more information for eligible Company Sponsored participants.

​Companies eligible to submit claims for company-sponsored participants:

  • Singapore-based financial Institutions regulated by MAS (check here)
  • FinTech firms certified by Singapore FinTech Association (check here)
  • Entities that are significantly involved in supporting financial sector activities will be assessed for eligibility on a case-by-case basis. Kindly email funding@ibf.org.sg if you are not sure if the company qualifies as a Financial Institution or FinTech Firm.

For Self Sponsored Participants:

Self Sponsored participants will be paying NETT fee for the course. Claims will be submitted to IBF by the Training Provider.

  • GST is a qualifying component for funding support.
  • Read here for more information for Self Sponsored participants.

 

Training Allowance Grant (TAG):

TAG is eligible for courses commencing between 8 April 2020 to 31 December 2020 (both dates inclusive), completed no later than 31 March 2021.

TAG will only be disbursed to the relevant sponsoring companies or self-sponsored individuals upon the participants’ successful completion and passing the assessment component of the IBF-STS programme.

  • Company Sponsored Participant:
    • TAG will be submitted by the PIC of the sponsoring company to IBF through the IBF Portal (link). Read here FAQ Q10 onwards for more information.
  • Self Sponsored Participants:
    • Disbursement will be via PayNow (link to participant’s NRIC).
    • It will take approximately 60-90 days for TAG to be disbursed by IBF.

This course has 52 hours of eligible training and assessment hours.

  • Company Sponsored Participants: S$15/hr of eligible training and assessment hours
    • [S$15 x 52 = $780]
  • Self Sponsored Participants: S$10/hr of eligible training and assessment hours
    • [S$10 x 52 = $520]

 

Claim Application Procedure

  • All claim application must be submitted through the IBF Portal within 1 month of course completion.
  • Financial Institutes and Financial Training Providers will be required to create an IBF Portal account for this. Application for an IBF Portal account will require the appointment of Management Representatives to manage the account and verify the authenticity of the organisation and key persons. To apply for an IBF Portal account, please click here.

For more information on funding eligibility criteria, please visit IBF-STS Website here.

 

Union Training Assistance Programme (UTAP)

NTUC Union Members can claim 50% of unfunded course fees up to $250 a year through UTAP. More information can be found here.

From 1 July 2020 – 31 December 2022, NTUC Union Members aged 40 and above have a higher support of up to $500 a year to upgrade skills under UTAP.

Not an NTUC Member yet? Sign up here.

 

Additional Notes:

  • Lessons will be conducted in English. Participants are expected to be able to read and write in basic English.
  • Participants are required to bring their own laptop that can connect to the internet for access to the online class and course materials. The laptop must come with a working video camera for the online class. Participants are required to have their videos switched on at all times except during break time.
  • In line with our environmentally friendly practices, we will not be providing printed course materials to reduce paper waste.
  • Upon successful completion of the course, the participant will receive a Certificate of Completion issued by ClickAcademy Asia Pte Ltd (accredited by IBF-STS).
  • Lessons will be recorded for internal audit purposes and will not be shared.

Click here to see our Refund Policy.

If you require any assistance, kindly contact our course consultant Baron at +65 9182 2034 or baron@clickacademyasia.com or TeamSG@clickacademyasia.com for more information.

Training Dates

This 6-day training is conducted on:

Day 1 – 3 July 2020 (Fri)

Day 2 – 17 July 2020 (Fri)

Day 3 – 24 July 2020 (Fri)

Day 4 – 7 August 2020 (Fri)

Day 5 – 14 August 2020 (Fri)

Day 6 – 21 August 2020 (Fri)

About The Instructor

Stanis
Stanislaus Benjamin
Senior Trainer

Master Facilitator and Distinguished Toastmaster, Stanis Benjamin is an international speaker and a Motivational Humorist. He is an accomplished author, keynote speaker, consultant and trainer in the fields of business presentation skills, communication, sales, customer service, leadership and strategies for personal success.

He has more than 25 years of Sales and Training experience starting as an agent with American International Assurance and has led a successful sales team as a District Manager. He was one of The Top 10 agents for sales and has achieved the Marathon Life Award, International Quality Award, Million Dollar Club Award as well as the Prestigious Million Dollar Round Table (MDRT) and Superstar Sales Awards and has delivered keynote presentations at multiple MDRT meetings over the years.

As a coach, consultant and keynote speaker, he has addressed many companies and institutions and helped senior executives, high-achieving professionals and beginners to reach higher levels of performance. Stanis is a thought leader on how to create and sustain high performance; he combines theory with management practices to develop action-oriented techniques for building winning teams. He has gained excellent reputation for his work with human resource and training departments of numerous organisations to design and develop Personal Effectiveness, Leadership and Communication training programs.

Stanis is the author of Sales Prospecting Strategies and Skills book.

 

Ng Ping Ping
Ping Ping Ng
Senior Trainer

Ping Ping is a powerful coach who helps companies and their personnel grow in their professional and personal journey.

Ping Ping uses her broad experience gained through various roles in multinational companies in all her training sessions. She has had exposure in client relationship management, service quality, branding/marketing from the leadership roles she has held in the past. The key areas she trains includes Communication, Sales, Branding & Marketing, Negotiation Skills, Customer Service, and Self-Empowerment issues.

Having worked and lived in many countries she has kept up to date with the different trends and cultures in different markets and is easily adaptable to train different groups. Her clientele hails from countries across the globe, cutting across the width of the whole social strata rung.

 

Shankar Gunalan
Shankar Gunalan
Senior Trainer

Shankar is an accomplished speaker, consultant and a highly effective trainer and facilitator conducting communication, sales as well as leadership training. He has motivated many individuals to grow in their personal and professional journey.

From his sales career and training expertise, he has developed comprehensive and effective approach to communication, sales and Leadership. His expertise as a trainer and speaker have enabled him to deliver trainings in Sales Negotiations, Goal setting workshops and Financial planning presentations for numerous companies

His ability to lead and train has been demonstrated from his coaching and mentoring of new salespeople on a regular basis, Shankar is actively involved in training and speaking about meeting changes and life’s challenges to participants across all walks of life.

Endowed with the gift of teaching and passionate about his calling, he has both experience and knowledge to empower others to make a real difference in their lives. He has received the National Youth Achievement Award Singapore.

 

Daniel Tan
Senior Trainer

Starting his sales career in 1993 as a van salesman, Daniel’s potential in sales was quickly realised and rewarded. He joined the insurance industry in 1997 and has won accolades such as Rising Star, Shining Star, Million Dollar Club, Top 25% Achiever, Group & General Insurance awards. Daniel currently manages a successful sales team in a leading Financial Advisory firm and won the Silver Team Award for multiple years.
He is also an entrepreneur; he co-founded an experiential travel company Let’s Go Tour Singapore Pte Ltd in 2012. Let’s Go Tour won multiple tourism awards including TripAdvisor Hall of Fame and Best Tour Experience 2019 (Singapore Tourism Board. Daniel made a successful exit and sold it to his co-founder in 2019.

Daniel believes in lifelong learning and holds the following academic & professional qualifications:

  • Certified Financial Planner® (FPSB, USA)
  • Associate Estate Planning Practitioner® (SWWEEP, UK)
  • Institute of Banking & Finance (Advanced Level), (IBF Singapore)
  • Masters of Business Administration (MBA) with Distinction, (University of Roehampton, London, UK)
  • 03 Jul
    21 Aug
  • 03 Jul - 21 Aug

    Friday - Friday

    9am - 5pm daily


SGD 2,400 per pax - 95% funding available!

About The Instructor

Stanis
Stanislaus Benjamin
Senior Trainer

Master Facilitator and Distinguished Toastmaster, Stanis Benjamin is an international speaker and a Motivational Humorist. He is an accomplished author, keynote speaker, consultant and trainer in the fields of business presentation skills, communication, sales, customer service, leadership and strategies for personal success.

He has more than 25 years of Sales and Training experience starting as an agent with American International Assurance and has led a successful sales team as a District Manager. He was one of The Top 10 agents for sales and has achieved the Marathon Life Award, International Quality Award, Million Dollar Club Award as well as the Prestigious Million Dollar Round Table (MDRT) and Superstar Sales Awards and has delivered keynote presentations at multiple MDRT meetings over the years.

As a coach, consultant and keynote speaker, he has addressed many companies and institutions and helped senior executives, high-achieving professionals and beginners to reach higher levels of performance. Stanis is a thought leader on how to create and sustain high performance; he combines theory with management practices to develop action-oriented techniques for building winning teams. He has gained excellent reputation for his work with human resource and training departments of numerous organisations to design and develop Personal Effectiveness, Leadership and Communication training programs.

Stanis is the author of Sales Prospecting Strategies and Skills book.

 

Ng Ping Ping
Ping Ping Ng
Senior Trainer

Ping Ping is a powerful coach who helps companies and their personnel grow in their professional and personal journey.

Ping Ping uses her broad experience gained through various roles in multinational companies in all her training sessions. She has had exposure in client relationship management, service quality, branding/marketing from the leadership roles she has held in the past. The key areas she trains includes Communication, Sales, Branding & Marketing, Negotiation Skills, Customer Service, and Self-Empowerment issues.

Having worked and lived in many countries she has kept up to date with the different trends and cultures in different markets and is easily adaptable to train different groups. Her clientele hails from countries across the globe, cutting across the width of the whole social strata rung.

 

Shankar Gunalan
Shankar Gunalan
Senior Trainer

Shankar is an accomplished speaker, consultant and a highly effective trainer and facilitator conducting communication, sales as well as leadership training. He has motivated many individuals to grow in their personal and professional journey.

From his sales career and training expertise, he has developed comprehensive and effective approach to communication, sales and Leadership. His expertise as a trainer and speaker have enabled him to deliver trainings in Sales Negotiations, Goal setting workshops and Financial planning presentations for numerous companies

His ability to lead and train has been demonstrated from his coaching and mentoring of new salespeople on a regular basis, Shankar is actively involved in training and speaking about meeting changes and life’s challenges to participants across all walks of life.

Endowed with the gift of teaching and passionate about his calling, he has both experience and knowledge to empower others to make a real difference in their lives. He has received the National Youth Achievement Award Singapore.

 

Daniel Tan
Senior Trainer

Starting his sales career in 1993 as a van salesman, Daniel’s potential in sales was quickly realised and rewarded. He joined the insurance industry in 1997 and has won accolades such as Rising Star, Shining Star, Million Dollar Club, Top 25% Achiever, Group & General Insurance awards. Daniel currently manages a successful sales team in a leading Financial Advisory firm and won the Silver Team Award for multiple years.
He is also an entrepreneur; he co-founded an experiential travel company Let’s Go Tour Singapore Pte Ltd in 2012. Let’s Go Tour won multiple tourism awards including TripAdvisor Hall of Fame and Best Tour Experience 2019 (Singapore Tourism Board. Daniel made a successful exit and sold it to his co-founder in 2019.

Daniel believes in lifelong learning and holds the following academic & professional qualifications:

  • Certified Financial Planner® (FPSB, USA)
  • Associate Estate Planning Practitioner® (SWWEEP, UK)
  • Institute of Banking & Finance (Advanced Level), (IBF Singapore)
  • Masters of Business Administration (MBA) with Distinction, (University of Roehampton, London, UK)