SPIN®-off. A by-product of change.
When Finland's Mandatum Private Bank approached Huthwaite, to help their private bankers move into a customer relationship management role, they were delighted to get more than they bargained for! Not only did the sales training impress their most cynical (and better) private bankers, they also saw the value of allowing the coach into their client meetings. Feedback from the private bankers, coaches and customers has been very positive.
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Not all logic is persuasive
As the future for investment starts to look a little more secure, IFAs still face the challenge of selling products which include an element of risk. Peter Belsey looks at the skills required to move clients away from putting all their money into bricks and mortar and asks, is any investment ‘as safe as houses’?
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Strong leadership drives successful change at Živno Bank
Following its earlier aquisition of majority shareholdings in seven banks in the former Communist-bloc, Milan-based Unicredito Italianio approached Huthwaite in mid-2004 to emded a fully customer-centric sales approach. The banks requirements went much further than simply sales training, what it needed was a credible, high quality approach to cultural and behaviour change, which would be both consistent across national boundaries and, critically, link with other change projects already underway. It was agreed that the behaviour change would be trialled initially at Czech subsidiary, Živno, seen in its marketplace as a strongly traditional private bank. A key part of the change process was to help private bankers expand their skills, as Živno sought to expand its client base from the ultra-high net worth to the mass affluent.
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A series of three articles published
in High Net Worth magazine
In the first article Peter Belsey, sector head at Huthwaite International, examines the face-to-face selling skills required by today's wealth managers. In the second he explores how to work with colleagues in order to make the most of cross-selling opportunities. In the third he turns his attention to the role of intermediaries and how to get the best out of third party relationships in building HNW business. 1. Better selling to high net worths 2.Cross-selling to high net worths 3. Making third party cooperative relationships work
Winning hand
Published in Sales & Marketing Professional
How can successful financial sales advisors build on existing technical strengths in a tougher high-net-worth marketplace? Peter Belsey investigates.
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Selling to High Net Worth individuals
published in High Net Worth magazine
Peter Belsey, Financial services sector head at Huthwaite International, looks at the strength of the high net worth market and the requirement for even the most technically competent advisers to take a structured approach to improving their sales performance.
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Fleming Premier Banking - A professional approach to financial service sales
Paul Segall, Sales Director of Fleming Premier Banking, outlines the training approach taken to help his team to build relationships with Independent Financial Advisers, solicitors and accountants to attract business for its premium banking services, aimed at high net worth individuals within excess of £50,000 to invest.
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Telephone selling skills for Telenor
The article discusses the challenges of a deregulated market faced by Telenor Direkte, the Norwegian Telecommunications Company and the training initiatives taken to help the direct sales force meet those challenges. Nina Sundy, Sales Director of Telenor Direkte, comments on the results of the initiative.
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Major Swiss Bank endorses SPIN®
Hans Ulrich Schwegler of Huthwaite Switzerland, considers the training delivered to Bank Leu in Zurich for both private bankers and customer portfolio managers at the bank. Bank Leu prides itself on the quality of personal service provided to its customers and the need for its employees to adopt a customer-focused approach based on careful exploration and attention to customer needs.
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