13th Feb 2007 08:00
An intensive program for financial services was unveiled today byOmega Performance, which combines risk management techniques withconsultative selling skills. Selling Risk-Based Solutions enablesrelationship managers to apply risk management approaches to complexsales situations, resulting in stronger, more profitable relationshipswith commercial clients. £ "In order to sell risk-based solutions effectively, commercialrelationship managers need a powerful combination of risk managementknowledge and needs-oriented sales techniques," said Vicki Martell,Omega Performance vice president-product manager, credit andcommercial sales. "Typical programs address either the required creditskills or sales skills, neglecting the value of integrating thedisciplines. Omega's Selling Risk-Based Solutions is the only programof its kind that brings together the vital credit knowledge andconsultative sales savvy required for bankers to compete successfullyand win profitable middle market and large corporate lendingbusiness." £ Selling Risk-Based Solutions is a flexible program designed toaccommodate the unique requirements of individual financial serviceinstitutions. Prior to implementation, Omega's credit experts conducta preliminary onsite assessment to identify performance improvementneeds and map them to specific training content elements, casestudies, and implementation strategies. Then, participants engage in18 to 20 hours of self-study followed by a three-day workshop thatincludes videotaped skill practice. £ The program focuses on important aspects of the commercial lendingprocess -- including opportunity assessment, borrowing causes,industry risk management, and business risk analysis. This creditknowledge is blended with sales techniques such as call planning,questioning strategies, and identifying and presenting appropriateneeds-targeted credit solutions. Videotaped skill practice givesparticipants an opportunity to practice what they learn, and isreinforced with feedback from the workshop instructor and peers. Theprocess equips participants with the full spectrum of tools toprofitably serve high-level corporate clientele. £ For more information about Selling Risk-Based Solutions, visitOmega Performance's website at:http://www.omega-performance.com?XMKTG7501 £ About Omega Performance £ Omega Performance has enabled more than 2,500 firms worldwide todrive and sustain improved business results. The company is a whollyowned subsidiary of Informa plc (INF on the London Stock Exchange),the leading international provider of specialist information andservices for the academic and scientific, professional and commercialbusiness communities. Informa has over 150 offices in more than 40countries and employs over 7,000 staff around the world. OmegaPerformance is headquartered in Charlotte, N.C., USA, with majoroffices in Auckland, London, Melbourne, Nigeria, South Africa, Sydney,Singapore, and Toronto. Copyright Business Wire 2007Related Shares:
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