Financial Services Sales Training

Selling financial services is more challenging today than ever. Buyers have insights on stocks, bonds, investments, and financial news at the tips of their fingers 24/7.

This has changed the role of financial advisors significantly, as their job is no longer just about knowing and selling products and services—it's about looking at the broad picture and providing financial planning advice and education. Advisors must focus on developing relationships and finding ways to differentiate in a saturated market. To succeed, advisors need to change the way they sell and prospect.

This starts with creating a business development culture across your institution. Everyone from bank tellers and branch managers to financial advisors and brokers must have the skills to connect with decision makers, lead conversations to uncover need, and provide guidance that educates and resonates, all while managing an existing portfolio.

RAIN Group works with global and regional financial services firms to expand key accounts, lead persuasive conversations with clients, and build a culture of business development to improve sales performance.

Quote

Our team learned they can’t just assume someone is going to respond to email. They have to call them and explore other ways to connect. They’re finding people with similar connections and asking for their help in making introductions. It might take a few more steps, but they’re getting through and experiencing success. Their ability to effectively sit down with the C-suite has greatly improved, and the overall morale is better because our team feels they’re more in control. The training changed our mindset and gave us the skills we needed to be successful B2B sellers.

Ed Powers, VP of Membership and Business Development, First Tech Federal Credit Union

Financial Advisory and Technology Company Increases Average Deal Size by 180%

Chatham Financial is a financial advisory and technology company specializing in the debt and derivative markets serving the investment and risk management needs of its clients.

Chatham engaged RAIN Group to help train their technical experts on business development to match the growth of the organization. RAIN Group delivered a customized RAIN Selling training program and an advanced curriculum designed specifically around the areas of greatest potential impact for Chatham. Chatham leaders were empowered to deliver training, coaching, and reinforcement on their own with a Train the Trainer program.

Following the engagement, Chatham has seen a significant impact on their results across the board.

// Industries

Financial Services Sales Training

Build trust and stand out in a crowded marketplace with business development for financial services.

Challenges Facing Financial Services Firms

Cross Selling at Key Accounts

Differentiate

Make Time to Prospect

Build Social Proof