Financial Services Sales Training
Attract New Customers and Build Trust with Clients and Prospects
Sales Challenges in the Financial Services Industry
Selling financial services in today’s marketplace offers a unique set of challenges. First of all, your salespeople are tasked with selling something that’s intangible. They must be extremely skilled at communicating to prospective clients the value of your services and the level of expertise your financial institution can offer.
In addition, many people today are skeptical of the financial service industry, so your salespeople must be able to build rapport and establish a relationship of trust. To succeed, they must empower and educate potential buyers by making complex information and decisions simple to understand for the client. And finally, they must differentiate your firm from lower-priced competitors and free online tools.
How The Brooks Group Can Help
Financial Services sales training programs from The Brooks Group show your sales representatives how to differentiate your services from the competition and establish trustful, long-term relationships with clients. Your sales team will learn to use a structured, consultative sales process to guide them through every interaction with prospects. From getting their message in front of the right people and identifying qualified prospects-to building value and selling consistently at premium prices.
Financial planning and investment advising is a complex role that requires frequent personal interactions and exchanges. Your sales team will master the techniques of understanding buyer behavior style and adapting their personality to approach the prospect in the most effective way.
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Sales Sustainability and Increased Performance in Financial Services Depends on These 3 Key Anchors
The first step in a successful sales training initiative is making sure the right people are in place to do the job. TriMetrix assessments identify talent matched for the position, and give sales managers a guide for coaching in the most effective way.
IMPACT Selling is a straightforward, memorable sales process that can be applied to a wide range of products. Training is customized to incorporate industry challenges and terminology and gives sellers the skills needed to consult with opportunities, build value, and sell more at higher margins.
A sales training program must be met with consistent coaching and reinforcement from sales management in order for the results to stick and produce long-term success. Our reinforcement programs solidify the training, and ensure that reps don’t revert back to old habits.
With Financial Services Sales Training from The Brooks Group your team will learn to:
Fill the Pipeline with Qualified Prospects
An effective sales process begins with strategic prospecting. Your salespeople will learn to define your target customer and quickly evaluate how qualified a prospect is. They’ll learn to leverage current clients for referrals and implement tips for expanding their outreach.
Become a Respected Partner and Advisor
Your organization’s sales performance depends on how well your salespeople can position themselves as expert advisors. A consultative sales process helps reps establish trust and credibility and enhance your firm’s reputation as a financial service provider.
Build Value in the Eyes of Your Prospects
Selling intangible solutions requires expert value-building skills and the ability to convince buyers of an immediate need for your service. A buyer-focused sales process allows your reps to identify wants and needs and present undeniable value to your prospects.