Falco Academy

Value Added Consultative Selling For Financial Advisors

Powerful IBF Accredited Course for MDRT Aspirants

Date: 28 Oct 2021 

9:30am – 6:00pm

Course Fee: $800
After IBF Subsidy: $80
Virtual Classroom (Zoom)
IBF Course Code: P210118LFV

Please click Here to register

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About This Course

The problem with transactional sales:
You can’t build long term relationship with clients
Your clients buy from other consultants behind your back
You seldom get referrals
You need to find new prospects to get any sales at all

How can you make a transformational change? Value Added Consultative Selling:

  • Builds trust, loyalty and long term relationships
  • Uses effective questioning and listening techniques
  • Uncovers hidden client needs & motivation
  • Leads to bigger sales
  • Increases the lifetime value of each client
  • Makes it easy to get referrals

The training will be via virtual learning, hands-on assignment and contents building exercise.

Learning Objectives & Outcomes:

By the end of the programme, participants will be able to:

  1. Understand the benefits of applying consultative value-added selling
  2. Identify ways to build trust with clients
  3. Develop long term win-win relationship with clients
  4. Understand what drives customer loyalty
  5. Learn how to create value using 2 simple approaches
  6. Identify and study different customer profiles and apply customer-centric selling
  7. Improve questioning technique to elicit buying needs and motivations
  8. Develop empathy when selling
  9. Deliver an effective presentation to the customer with a clear value proposition
  10. Identify strengths and improve on weaknesses in selling

Trainer's Profile

Jacky Lim 300x300
Jacky Lim

Jacky Lim is a sales innovator, influence coach and keynote speaker who specializes in using consultative value-added sales approach to transform sales performance and improve sales results of organizations.

Over the past 12 years, he has impacted the lives of more than 11,500 business owners, leaders, and sales professionals from across more than 50 organizations. And they include Financial Advisors, MDRT aspirants, Relationship Managers from various organizations such as DBS Bank, Bank of America Merrill Lynch, ING Bank, KGI Securities, AIA, Great Eastern.

He is also a highly sought-after international trainer, having trained many from different parts of the globe like Shanghai, Hong Kong, Taiwan, Vietnam, Thailand, Indonesia, Malaysia and the US. Having been featured as a guest speaker with popular Singapore media such as 93.8FM, the Straits Times and the Sunday Times, he is also an author of a bestselling book which he published back in 2014.

Training Grants & Subsidies

IBF Financial Training Scheme (90%)

IBF course fee subsidies for locals attending accredited or recognised courses up to 90%.

​Training Allowance Grant (TAG)

TAG provides $10 per hour of training. Only for company-sponsored individuals; and
Singapore Citizens or Singapore PRs, physically based in Singapore.

What Trainees Said

Benjamin Tan, Head of Business Development, Stream Peak International​

“With the help of Jacky’s training and coaching, we broke the sales barrier for our team performance in one month!”

Gin Seah, Entrepreneur, The Empowered Choice

“There are many books & trainings out there related to sales. But most of them are just theory and recycled content. Having known that, I applied Jacky’s technique sceptically to my surprise? I managed to close a sale within 2 hours!

Cao Vu, Sales Specialist Siemens Vietnam

“Through Jacky’s program, I have learned to analyze business opportunities better and manage to close 2 order intakes worth 1 billion VND”

Content Outline:

  1. Modern selling
  2. What is consultative value-added selling and benefits of applying it?
  3. Elements of trust
  4. Build relationship with clients at 5 levels
  5. Keys to build customer loyalty
  6. Create value to clients using the value-balance machine
  7. Identify and understand the 4 types of customers
  8. Listening and questioning skills
  9. Make an effective sales presentation with clear value proposition
  10. Increase lifetime value of customer
  11. Asking for referrals