Excellence in Receivables: Business Development and Sales

Workshop overview

This interactive day will explore aspects and components of a successful sales process and uncover methods to build the motivation to buy. The key themes of the day will be based on the below, enabling delegates to benefit from the experience of their trainers - with content tailored to the attendees’ existing knowledge and skill-set.

Perceptions (of Product and Personnel) are key
Consultative selling – what is it and its merits
Understanding and creating the ‘motivation to buy’
Gaining insight - effective questioning and proactive listening
Rapport – why it’s important and how to build it
Understanding yourself
Habits/behaviours of a good salesperson
Managing the sales process and wider stakeholders

By the end of this workshop, you will be able to:

Gain an in-depth understanding of sales and business development to enable career enhancement and ensure you are better equipped to perform well in your existing and future roles within the invoice finance industry.

Excellence in Receivables sessions

This course is part of the Excellence in Receivables Series, which includes four sessions in total. See below for information on each:

Excellence in Receivables: Collections - 10 September

Excellence in Receivables: Audit and Risk Management - 24 September

Excellence in Receivables - The Foundation Day - 20 November

Where delegates complete all four sessions, they will gain a co-branded (UK Finance / Hilton-Baird Group / FRP Advisory) electronic certificate and badge for completing the course of ‘Excellence in Receivables Finance’, which they can utilise online on their LinkedIn profiles, should they wish to.

Interested in attending all four sessions or registering multiple delegates? Please contact training@ukfinance.org.uk for an exclusive discount.

Interested in taking any of our workshops in-house?

Whether you are seeking to upskill your team, enhance productivity or foster a culture of continuous learning, we can deliver customised training programmes designed to meet your specific needs. If you have an enquiry, you can complete the in-house form and our training team will be in touch with next steps.

IN-HOUSE TRAINING

Area of expertise:

Commercial finance Invoice finance & asset-based lending

Evette Orams

Managing Director, Hilton-Baird Financial Solutions (Partner at FRP Advisory)

Evette has been Managing Director of Hilton-Baird Financial Solutions since 2007, shaping the business into a client centric, solutions-led business, ...

Evette has been Managing Director of Hilton-Baird Financial Solutions since 2007, shaping the business into a client centric, solutions-led business, with a
strong knowledgeable team.

With almost 30 years’ expertise spanning operations, credit, risk, underwriting and sales, Evette has held positions within a number of invoice financiers, as
well as intermediary firms. She has worked closely with SMEs, mid-market businesses and lenders both within the UK and overseas. Her extensive
commercial finance knowledge base is crucial in enabling the brokerage to effectively match clients with the right facility and funder.

Evette’s in-depth understanding of risk, coupled with her commercial acumen, allow her to ensure facilities balance business expectations with lenders' security needs.

John Nelson

Learning and Development Director, FRP Advisory

John is Learning and Development Director at FRP Advisory. He has 38 years’ experience in Banking and Asset Based Lending, having worked in varied sen...

John is Learning and Development Director at FRP Advisory. He has 38 years’ experience in Banking and Asset Based Lending, having worked in varied senior roles for a number of banks and independent lenders.

John is a qualified Business Psychologist and prior to his current role, ran his own training business.

This course is ideal for anyone working within the receivables finance sector.

It is applicable for those who are looking to expand their understanding of sales and business development within the receivables finance sector. This could be someone who currently works in a sales and business development role, or likewise, someone who works in another function who is keen to learn about other areas of an invoice finance firm. Equally, it is suitable for those who have more experience in their roles that are looking to, either broaden their knowledge, or simply keep up to date with industry best practices and learnings.

The opportunity to view the invoice finance industry through a wider lens than the standpoint of the business they are working for can be invaluable for progression in their current and future roles.