Building Lasting First Impressions 1
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Building Lasting First Impressions
1
Session 1
Creating Personal Impact
2
Creating Personal Impact
(a) Organizational Branding(b) Individual Branding(c) Building an Effective Elevator Pitch
Monday, April 10, 20233
Organizational Branding
Monday, April 10, 20234
Individual Branding
Monday, April 10, 20235
Building an Effective Elevator Pitch
Monday, April 10, 20236
Session 2Telephone Impressions
7
Establishing Telephone Standards
Monday, April 10, 20238
Developing a Contact Strategy
Monday, April 10, 20239
Shopping The Competition
Monday, April 10, 202310
Session 3Face-to-Face Impressions
11
Face-to-Face Meeting Standards
Monday, April 10, 202312
Understanding Body Language
Monday, April 10, 202313
Shopping The Competition
Monday, April 10, 202314
Implementing the Sales Strategy
15
Session 4
Introducing the Service Model
16
Introducing the Service Model
(a) Qualifying Pre-Service Quality Expectations(b) Assessing Post-Service Quality Perceptions(c) Implementing QIB’s Sharia-Compliant Service Model
Monday, April 10, 202317
Qualifying Pre-Service Quality Expectations
Monday, April 10, 202318
Assessing Post-Service Quality Perceptions
Monday, April 10, 202319
Implementing QIB’s Sharia Compliant Service Model
Monday, April 10, 202320
Session 5
Building a Functional Sales Strategy
21
Building A Functional Sales Strategy
(a) Identifying the Elements in the Sales Process(b) Creating a Sales and Service Meeting Plan(c) Correlating Sharia Principles to Sales and Service
Monday, April 10, 202322
Identifying the Elements in the Sales process
Monday, April 10, 202323
Creating a Sales and Service Meeting Plan
Monday, April 10, 202324
Correlating Sharia Principles to Sales and Service
Monday, April 10, 202325
Session 6
Introducing Need Based Selling
26
Introducing Need Based Selling
(a) Identifying Target Market and Goal Setting
(b) Portfolio Analysis and Activity Management
(c) Relating Life Cycle Changes to Sales Strategy
(d) Effective Questioning Skills : The Funneling Technique
Monday, April 10, 202327
Identifying Target Market and Goal Setting
Monday, April 10, 202328
Portfolio Analysis and Activity Management
Monday, April 10, 202329
Relating Life Cycle Changes to Sales Strategy
Monday, April 10, 202330
Effective Questioning Skills: The Funneling Technique
Monday, April 10, 202331
Mastering the Sales Technique:
Ensuring Brand Loyalty
32
Session 7
Objection Handling
33
Objection Handling
(a) Acknowledging Various Types of Objections(b) Handling Objections : The “LACE” Way(c) Applying the “Tip The Bucket” Technique
Monday, April 10, 202334
Acknowledging Various Types of Objections
Monday, April 10, 202335
Handling Objections : The ‘LACE’ Way
Monday, April 10, 202336
Applying The “Tip The Bucket” Technique
Monday, April 10, 202337
Session 8
Cross-sales and Asking for Referrals
38
Cross-sales and Asking for Referrals
(a) Identifying Common Buying Signals(b) Closing the Sale with cross-sales(c) Identifying Criteria for Seeking Referral Sales
Monday, April 10, 202339
Identifying Common Buying Signals
Monday, April 10, 202340
Closing the Sale with Cross-sales
Monday, April 10, 202341
Identifying Criteria for Seeking Referral Sales
Monday, April 10, 202342
Session 9
Agreeing on Follow-Up Action
43
Agreeing on Follow-Up Action
(a) Establishing Post Sale Contact Agreement(b) Identifying Business Opportunity in After Sales Service(c) Building a Framework for a Service Contact Strategy
Monday, April 10, 202344
Establishing Post Sale Contact Agreement
Monday, April 10, 202345
Identifying Business Opportunity in After Sales Service
Monday, April 10, 202346
Building a Framework for a Service Contact Strategy
Monday, April 10, 202347
Continuous Performance Development
48
Session 10
The Accreditation Process
49
The Accreditation Process
(a) Reviewing the Accreditation Framework(b) Scenario Based Role Play Assessment(20 mins max)(c) Written Assessment(1 hour)
Monday, April 10, 202350
Reviewing the Accreditation Framework
Monday, April 10, 202351
Scenario Based Role Play Assessment
Monday, April 10, 202352
Written Assessment
Monday, April 10, 202353
Session 11
Evaluation and Feedback
54
Evaluation and Feedback
(a) One to One Performance Evaluation(b) Identifying Areas of Development(c) Emphasizing Identifiable Strengths
Monday, April 10, 202355
One to One Performance Evaluation
Monday, April 10, 202356
Identifying Areas of Development
Monday, April 10, 202357
Emphasizing Identifiable Strengths
Monday, April 10, 202358
Session 12
Constructive Guidance Action
59
Constructive Guidance ActionPost Course Action
(a) Reporting Performance to Team Leaders(b) Recommending a Development Plan(c) Delivering the Development Plan(Action by Team Leader)
Monday, April 10, 202360
Reporting Performance to Team Leaders
Monday, April 10, 202361
Recommending a Development Plan
Monday, April 10, 202362
Delivering the Development Plan(Action by Team Leader)
Monday, April 10, 202363
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