FSM Certification Level I

Overview

The program is designed for sales professionals transitioning into the role of a Financial Services Manager.

It provides a solid foundation in communication principles and the key selling strategies required to deliver an outstanding customer experience.

Confidence is key when starting in a new role or even industry. This program deals in proven communication and selling principles that protect authenticity and make it possible to achieve terrific sales revenue results almost immediately.

It combines a collection of best practices with a series of interactive, and adaptive exercises that push the sales creativity of each participant to the limit.

Every student is challenged to journey past their comfort zone and master the transferable skills required to excel in every sales challenge they encounter.

The FSM Performance Series employs an Adaptive Freestyle Sales Approach, which allows us to focus on the individual elements inside a presentation and strengthen them independently, rather than overhauling a complete presentation system.

Products can be presented in a manner which suits the profile of each customer instead of following a cookie cutter one-size fits all approach.

Our core teaching principles are based upon discovering the reasons behind customer behaviour first, then building solutions that are relevant and adaptable to each specific customer.

Understanding WHY people do what they do and say what they say is key to delivering long term sustainable results.

Duration

Course duration varies depending on number of students and scheduling.

Training Format

Course material is divided into 8 Elements which focus on both hard and soft skills.

We combine distance learning and classroom sessions with additional workplace practical skills applications.

What’s included

All materials are provided including take away assignments, complete activity reports, performance evaluations for management review, and a certificate of completion for all participants.

Certification

All participants are required to complete an exam and submit a video presentation to achieve certification.

Class Size

Participation is limited to a maximum of 6 students per session.

Fee Schedule

Pricing is based on an all-inclusive daily fee of $2195.

Deposit of 25% is required to confirm booking and dates.

Facilitators

Gordon J. Swail; Certified Training Manager – Langevin Learning Services.

Former National Training Director with First Canadian Group of Companies (20 years) and former National Director of Training & Brand Strategy SAL/IA Group (3 years)

Steve Allen: Certified Training Professional - Langevin Learning Services.

Previous Training & Performance Specialist with First Canadian Group of Companies & SAL/IA Group.

Learning Objectives

Understand the principles behind the Value Scale and how it is influenced.
Develop confidence in using visual aids to amplify the value proposition of each product sold.
Develop skills at conducting engaging and thorough consumer credit interviews.
Develop valuable tools to self evaluate and discover gaps in performance.
Master the psychology and unique fundamentals behind selling intangible products.
Adopt new and refreshing concierge-style approach to sales.
Develop adaptive presentation techniques suitable for all demographics.
Develop strategies to overcome common customer objections for every product available.
Create a sales pathway which is engaging, informative and produces results.
Improve active listening skills.
Increase both product knowledge and confidence.
Create Winning Customer Profiles for every product and service available.
Develop a solid personal and professional brand message.
Develop and deliver a rock solid value proposition to all non-captive customers.
Overcome obstacles to selling Creditor Insurance protection plans.

What We Offer

1ST Choice Training Solutions delivers customized training modules which are interactive, engaging and include job practice exercises to ensure new success habits develop immediately. We partner with your team to develop a personalized training plan which reflects each person’s individual style and objectives. Our focus is on core F&I products, customer profiling, communication fundamentals and improving your teams’ EQ. Our training solutions can be customized to suit the needs of all dealerships across Canada. It all starts with our Dealership Opportunity Profile. The D.O.P. provides us with an in-depth evaluation of the current state of your dealership processes, efficiencies and team proficiency. It represents the essential starting point for all coaching and training plans created and launched with your team.
Our Approach:

We go way beyond the basic product selection and process analysis, to examine all of the influences impacting your customers’ experience. In addition to sales data, we include staff surveys and conduct journalist style interviews with key stakeholders in all departments. We then create a 360◦ view of your current state including your business practices and sales proficiency and revenue breakdown by product category.
What You Receive:

Recommended coaching plan based on your Brand, Region, Industry Best Practices and the Learning style of each specific team member. Our success coaches work with your team throughout their journey to help build their confidence and assist with their development of new success habits and techniques.