Typical programs address either the required credit skills or sales skills, neglecting the value of integrating the disciplines. Omega's Selling Risk-Based Solutions is the only program of its kind that brings together the vital credit knowledge and consultative sales savvy required for bankers to compete successfully and win profitable middle market and large corporate lending business.
Charlotte, NC (PRWEB) February 13, 2007
An intensive program for financial services was unveiled today by Omega Performance, which combines risk management techniques with consultative selling skills. Selling Risk-Based Solutions enables relationship managers to apply risk management approaches to complex sales situations, resulting in stronger, more profitable relationships with commercial clients.
"In order to sell risk-based solutions effectively, commercial relationship managers need a powerful combination of risk management knowledge and needs-oriented sales techniques," said Vicki Martell, Omega Performance vice president-product manager, credit and commercial sales. "Typical programs address either the required credit skills or sales skills, neglecting the value of integrating the disciplines. Omega's Selling Risk-Based Solutions is the only program of its kind that brings together the vital credit knowledge and consultative sales savvy required for bankers to compete successfully and win profitable middle market and large corporate lending business."
Selling Risk-Based Solutions is a flexible program designed to accommodate the unique requirements of individual financial service institutions. Prior to implementation, Omega's credit experts conduct a preliminary onsite assessment to identify performance improvement needs and map them to specific training content elements, case studies, and implementation strategies. Then, participants engage in 18 to 20 hours of self-study followed by a three-day workshop that includes videotaped skill practice.
The program focuses on important aspects of the commercial lending process--including
opportunity assessment, borrowing causes, industry risk management, and business risk analysis. This credit knowledge is blended with sales techniques such as call planning, questioning strategies, and identifying and presenting appropriate needs-targeted credit solutions. Videotaped skill practice gives participants an opportunity to practice what they learn, and is reinforced with feedback from the workshop instructor and peers. The process equips participants with the full spectrum of tools to profitably serve high-level corporate clientèle.
For more information about Selling Risk-Based Solutions, visit Omega Performance's website at: http://www.omega-performance.com?XMKTG7501
About Omega Performance
Omega Performance has enabled more than 2,500 firms worldwide to drive and sustain improved business results. The company is a wholly owned subsidiary of Informa plc (INF on the London Stock Exchange), the leading international provider of specialist information and services for the academic and scientific, professional and commercial business communities. Informa has over 150 offices in more than 40 countries and employs over 7,000 staff around the world. Omega Performance is headquartered in Charlotte, N.C., USA, with major offices in Auckland, Johannesburg, Lagos, London, Melbourne, Sydney, Singapore, and Toronto.
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