The Brief
We were asked to assist training the Stock Broker teams at Hong Kong and Shanghai Bank. Motivation was an issue following a restructure, as well as developing their ability to sell the increasingly complex financial products. It was essential that the training generated a rapid response, as annual targets needed to be met.

The Solution
Working in partnership with the Bank’s Personnel Team we devised a series of programmes that provided motivation, negotiation skills training and technical product awareness. Appreciating the speed at which these Dealers work, we knew that they needed to be energised throughout the programme. A stream of innovative ideas and ingenious challenges engaged them.

The success came from a carefully blended course combining just the right balance of practical sales skills and motivational activities. In particular, our invigorating simulation ‘Parlez’ created a eureka moment, providing the delegates with insights of self-discovery. This opened up the discussion on alternative ways of operating and ensuring that they benefited from advanced sales skills.