A new SPIN^® on sales 

Zurich Financial Services

Published in Training Magazine, Jacquie Andrews, senior training consultant at Zurich Financial Services, reviews her experience of SPIN^® sales training that helps sales people face complex selling situations and produces results in terms of increased sales value and the strength and duration of customer relationships. The tailored training and coaching reinforcement proved to be equally effective for direct sales and for sales via intermediaries.

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A series of three articles published 

in General Insurance magazine

In the first article Peter Belsey, Financial Services Sector Head of Huthwaite International, examines the changing nature of the relationships between providers and brokers. In the second he explores the implications for providers, in terms of the new skills required of key account managers. In the third he turns his attention to brokers and the negotiation skills required of them and providers to develop and maintain successful relationships.

1. The importance of relationship management

2. Building profitable relationships with brokers

3. Relationships are a matter of negotiation

Results for the long term at Zurich Financial Services 

Regional business teams at Zurich Municipal - a specialist division of ZFS, providing insurance to the public sector, such as local authorities and housing associations - began attending Huthwaite's Major Account training in 1996. Throughout 1997 and 1998, ZM was in an unusual position: it was market leader, but facing 85% of its business in England being put out to tender. The aim of the Major Accounts programme was to equip the business teams with the tools and framework to help them to plan and execute sales strategies for both existing and new customers.

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Committing to investment again 

Published in IFA Review

The opportunities for IFAs to encourage clients back into investment products are now greater than for some time, so how should they go about persuading their clients to invest again in equity markets?

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Consultative selling skills are the key to success for IFAs  

Published in Selling Financial Services

As the financial services industry undergoes yet more change, IFAs need to differentiate themselves if they are to survivie and prosper.

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Negotiating network relationships 

Published in General Insurance

Peter Belsey discusses the emergence of new broker networks in the general insurance sector, and how important it is for providers and brokers alike to use the right negotiating approach to establish satisfactory relationships with networks.

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Standard Life Healthcare - ensuring telebusiness service quality  

Linda Hamilton of Standard Life, reflects on the training initiatives taken in conjunction with Huthwaite International to help the newly formed telebusiness operation both to win more business and to comply with the regulators' requirements through a more consultative style of selling. As a result, out-bound call success has doubled and upgraded premiums have improved.

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A Huthwaite training solution Success for Swiss Re Life & Health  

Peter Belsey, Financial Services Sector Head for Huthwaite International, comments on the training and coaching initiative undertaken in Swiss Re Life & Health, to help the sales team take a more long-term strategic approach to major sales in an increasingly competitive market.

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Why compliance is not the whole story 

Published in Investment Week

Peter Belsey, Financial Services Sector Head with Huthwaite International, discusses the opportunity to raise the level of seller competence while seeking to ensure regulatory compliance. He concludes that supervisors can use their observation of live sales calls not just as a means for ensuring compliant selling but as a vehicle for coaching their people to a higher level of sales competence, which is compliant, ethical and customer focused.

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