Our clients across the Financial Services Sector have posed a number of challenges and questions over the years, which highlight their different needs:
Corporate and business banking
How to develop product sellers into solution providers
- How can we win more new client business?
- How can we improve the levels of cross-selling?
- What's the best way to up-tier our client relationships?
- How can we obtain better deals with negotiated tariffs?
Banking in Central and Eastern Europe
How to develop banking staff with good product knowledge into effective sellers
- How to remove negative stereotypes of what banking staff fear they may be expected to do when selling
- How to achieve long lasting behaviour change by banking staff
- How to align excellent products and systems with selling skills
Wealth management
How to develop technical specialists into consultative sellers
- How can we win new business with increasingly self-reliant and sceptical HNW clients?
- Our product range is too complex for one person to handle, what's the best way to ensure products don't get overlooked?
- What's the best way to make use of introducers in our sales process?
- How can we help our relationship managers to bring in the right specialists at the right time?
General and life insurance
How to help sellers to 'raise their game'
- How do we help our people counter the move towards transactional relationships?
- What are the new skill sets required to bring real value to broker relationships?
- Negotiating agreements will be crucial, how do we give our people the skills to deliver agreements which work?
- Our internal training department is swamped with compliance training, how can we work on our teams' selling skills at the same time?
