Learning outcomes

Over two days, advisers will build on their existing knowledge by learning to successfully:

• understand the sales and advice process from the prospects’ perspectives as well as the advisers
• utilise questions, features and benefits based on the prospects’ needs to increase sales results, and
• provide a tool which will enable advisers to measure their success on a daily basis.


• staying on top of your game
• qualities of a prospect and the value of referrals
• viewing the meeting as the prospect
• setting the scene
• opening the interview
• logic and emotion
• justifying the decision
• features and clients’ benefits
• what if they say ‘NO’
• closing the sale
• adviser productivity

Course dates


  • Tuesday 28 March -  Wednesday 29 March 2017


  • Tuesday 23 May - Wednesday 24 May 2017


  • Tuesday 30 May - Wednesday 31 May 2017