AI-Powered Selling for Portfolio Managers
A systematic sales method for portfolio managers: sales steps, FAB, objection handling, closing, and AI-powered KPI management. A 6-module, 1-day workshop.
Duration
1 Day
Modules
6 Modules
Level
Beginner–Intermediate
Format
In-Class
What You Will Gain
Understanding the consultative
selling approach in portfolio management; segmenting your portfolio (ABC/RFM) to reach the right customer at the right time
Applying the 7
steps of the sales process end to end; conducting needs analysis with the SPIN questioning technique
Communicating value with
the Feature-Advantage-Benefit (FAB) framework; using hooking, objection handling and closing techniques in role-play scenarios
Using AI tools
safely for meeting preparation, message drafts, objection rehearsal and proposal support (without entering customer data)
Reading and managing
sales KPIs; breaking SMART goals into activity targets and building an AI-supported 30-60-90 day personal sales plan
Curriculum Roadmap
6 ModulesThe difference between transactional and relational (consultative) selling; ABC and RFM segmentation; customer lifetime value and share of wallet; the common DNA of portfolio selling across industries; 80/20 time allocation.
Sales funnel and pipeline; the 7-step sales process; pre-meeting preparation discipline; needs analysis with the SPIN questioning technique; active listening and role-play practice.
The FAB framework; the feature-dumping mistake; building a value proposition statement; storytelling and social proof; managing the price conversation; FAB card workshop.
Hooking techniques; the anatomy of objections and handling methods (LAER); closing techniques and timing; cross-selling and upselling; the objection cards game.
The salesperson's AI tool map; AI-powered pre-meeting briefing; e-mail and message drafts; objection rehearsal with AI; proposal support; KVKK and customer data red lines; live demo.
The sales KPI dictionary; separating outcome goals from activity targets; SMART goals and AI-powered target simulation; a weekly self-review routine; the 30-60-90 day personal sales action plan.
Your Trainer
Serkan Sentuna
Trainer & Consultant & AI Architect
20+ years of training and development experience. 2,000+ professionals trained.