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Perception Selling - Wholesaler Sales Training Program PDF Print E-mail

Using the Environics Research Group’s Advisor Perception Study and Wholesaler Effectiveness results to develop skills to differentiate the Wholesaler, the fund(s), and the institution.

To earn business and gain an edge in a competitive environment, institutions and their people must develop persuasive communication techniques. The Perception Selling for Wholesalers Program is designed to assist financial service companies in winning and maintaining business by listening more effectively and learning how to most persuasively communicate with Brokers and Advisors. In an industry where there is high competition, fluctuating markets and changing institutional advisors, influential communication skills are necessary.

Wholesalers need to be adaptable in order to build trusted relationships so they can influence the likelihood of Advisors recommending their funds. The Perception Selling for Wholesalers Program promotes consultative long-term client relationships and builds a positive perception of the Wholesaler.

Note: Perception Selling for Wholesalers Level II also provided once Perception Selling for Wholesalers Level I has been completed. Also available in a two to four hour session.

Key Learning Outcomes:
Participants will have the skills to:

  • Differentiate wholesaler, fund and fund institution
  • Clarify, manage and communicate client expectations
  • Assess client situations and fully evaluate overall advisor perception of fund and fund changes
  • Understand how advisors make decisions and what will promote or block a recommendation
  • Know how to persuade an advisor to build long-term relationships and provide information in a way that the advisor would like to receive it

Who should attend?

  • Wholesalers
  • Inside Sales Wholesalers

Recommended Keynote Addresses or Sessions: Avoiding the Firewall; Ignite Your Competitive Difference; Fuse the Flame

 

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Contact us for more information at (416) 969-2850.