Key Benefits
- Strengthen consultative selling by linking products and services to client needs, life stage, and buying motivations.
- Improve questioning, active listening, objection handling, and trust-building in complex sales conversations.
- Build stronger customer journeys, from first dialogue to completion, upsell, cross-sell, and long-term relationship growth.
Do You Need to Attend This Course?
Advanced financial services sales training is a ‘must know’ for:
Financial services professional in client-facing roles
Accountants, Auditors, Legal representatives and insurance professionals who are direct client contact
Brokers, Account Managers and Client Managers who handle building client relationships
Wealth Managers in relationship-building roles
Financial services professionals who handle client relationships in face-to-face meetings and also online meetings
This is also a ‘nice to know’ for:
Service businesses looking to enhance relationships through cross-selling and up-selling
Financial services client relationships teams
Technical Content
The Principles of Selling in Today’s Market
This financial sales training begins by exploring online and face-to-face
Processes to customer journeys
Why emotion is motion
People still buy from people
How salespeople add value
Making the complex purchase an opportunity
Exercise: Click to buy – or help to buy?
The Buyer’s Core Needs & Wants
What are you really selling?
The four basic financial needs
Linking products/services to customers' life stages
It’s not your product, it’s how they feel about it
Exploring the process as a competitive edge
Exercise: Defining needs and wants – from your product pick
Defining the Process/Your Part in the Customer Journey
Your last big buy
Identifying the Critical Success Factor Analysis
Spotting improvement opportunities
From rapport to completion - step-by-step
Timelines: how long asking/how long talking solutions
Designing the paths to the sale, the upsell and the cross-sell
Exercise: What did you buy – and how did you buy it? In-depth analysis in pairs
Essential Skills to Advanced Skills
Initial impressions
Questioning to build understanding and trust
Advanced active listening
Signal spotting
Understanding their positions
Seeking solutions using benefits
Identifying the obstacles
Moving to the best solution concludes this section of financial services sales training
Exercise: Selling the room – uncovering buyer’s needs
From Transactional to Relationship
The ABC of retail
WIIFT (What's In It For Them)/WIIFM (What's in it for me)?
Touchpoints
Talking benefits
Building dialogue through effective questions
Finding in-depth customer desires
Using questions to provoke thought
The vision thing
How trust is developed
Example: The complex sale – identifying the first point of sale
Question & Objections: Handling and Prevention
What will they ask?
Why it’s not the price, it’s the value
Question or objection?
Basic objection tools
Advanced objection handling
The root causes of objections
If not now, then when?
Exercise: Question & Objection roulette – call black or red?
Completing the Business & Building for the Future
Completing the process
From commitment to action
Identifying the next steps
One-stop or repeat the process?
Building your skills
This section of sales training for financial services ends with developing through feedback
Exercise: The complex sale – why should they buy from you? Practice, including individual feedback
Conclusion
Training Objectives
This advanced financial services sales training is interactive and suitable for professionals in finance and other industries where sales are becoming more dependent upon relationships rather than online transactions.
Participants will:
Learn the importance of selling skills
Develop selling skills appropriate to their market
Describe the buying process
Understand buying motivations
Develop relationships, and not just sales
Improve skills focused on lifetime values
Make sales a conversation, not a pitch
Considering the customer's needs and wants
Using questions to uncover needs and wants
Improve handling of customer questions
Make more sales to their chosen segment
Training Course Summary
No, it’s not all done on Amazon, and it never will be.
The role of sales is changing. Today, salespeople do not have to be talking brochures or order takers: they add value to the process, the customer and the sale. Working with the latest thinking in this area, you will see how important your skills are and how important it is to develop them.
This can be especially important when you sell services or intangible products, where the “shiny box” does not exist.
Realising that customers have increased choice means the competition is not just in products or services, but in how customers experience them, and the sale is the first stage of that experience.
Redcliffe Training's Advanced Selling Skills for Financial Services Professionals training course is for sales professionals experienced and working in high-value sales, the sale of services/intangibles, or business-to-business, when the sale may be part of a consultative process. Realising there are no limits to how far skills can be improved, you will gain a wealth of knowledge and skills for a variety of situations.
Training is highly interactive. It includes practice sessions where you can try new skills in a situation where learning from mistakes has no downside.
Your trainer
Course Trainer · 10 yrs experience
- Soft Skills Courses
Advanced selling skills for financial services professionals courses at Redcliffe are delivered by an expert who helps develop new skills and improve organisational sustainability for all levels of management. He specialises in helping organisations achieve their goals by developing their people skills and increasing sales. He designs training for companies to help managers and leaders understand how their decisions affect performance.
Recent projects include Finance for Sales with Tata Steel, Finance and Commercial Negotiation Skills for ESPO, and a “mini MBA” programme for Oman Broadband. This also includes leadership and communications skills programmes for financial services, manufacturers and healthcare professionals.
His financial sales training courses, delivered in 25 countries, cover Europe and the Middle East with clients in at least 150 organisations. This includes 8 insurance companies, 7 banks, 5 energy services companies, hotels, automotive companies, retailers, agriculture, charities and public sector organisations.
His background in financial services enables him to work with a wide range of institutions to develop their business and communications skills. He can combine this with coaching and leadership skills while remembering that professionals in many organisations have to develop their communication skills to match their responsibilities.
He holds an MBA from Cranfield University and is a Master's Practitioner in NLP. He holds the Financial Planning Certificate, is Level A qualified in Psychometric Testing through the British Psychological Society, and is a Fellow of the Chartered Institute of Personnel & Development.
Alongside this impressive list of honours, he is:
A Member of the Institute of Training and Occupational Learning
The Chartered Institute of Bankers
An Associate Member of the European Mentoring & Coaching Council
A Fellow of the Professional Speaking Association
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