Online lecture series jointly organized by CDEI Business School and Banco Mercantil Santa Cruz (BMSC), taught by sales expert Joaquín Caraballo Matito. Across three sessions, the program combines neuroscience applied to sales, objection handling, and telephone sales techniques, designed to strengthen the commercial skills of banking teams.
Duration: 3 days
Format: Online
Language: English, Spanish
Level: Intermediate
Time commitment: 3 online sessions (August 8, 13, and 15, 2024), approx. 1 to 1.5 hours each
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About the course.
organized jointly by CDEI and Banco Mercantil Santa Cruz (BMSC). This lecture series was delivered by Mr Joaquín Caraballo Matito and took place between 8 and 15 August 2024.
What you will learn
What you learn.
Understand how the emotional brain influences customer purchasing decisions
Apply neurosales techniques to better connect with the customer's mind
Interpret nonverbal communication during the sales process
Detect each customer's buying strategy and adapt your pitch
Manage and neutralize sales objections effectively
Apply specific techniques for telephone sales, including mental preparation and call structure
Curriculum
How the course is built.
Neurosales: how to sell to your customer's mind
Session on August 8, 2024, on neuroscience applied to sales, the emotional brain in decision-making, and nonverbal communication.
How to manage and avoid objections
Session on August 13, 2024, focused on identifying buying signals and techniques for handling and overcoming customer objections.
The art of telephone sales
Session on August 15, 2024, on cold calling strategies, mental preparation, and the structure of an effective sales call.
Target audience
Who is this for?
Commercial and banking teams (retail, SMEs, and corporate), especially Banco Mercantil Santa Cruz staff interested in improving their sales and communication skills.
What "verified" means here
Verified credential.
When you complete the course, CDEI Business School issues your certificate. Your name, the course content and the issue date are encrypted and secured on blockchain, so it cannot be changed, and anyone can check that it is genuine.
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