BANKING SALES TRAINING

YOUR GROWTH PARTNER
 Banking Sales Training
E-learning
Upskilling

ELEVATING FINANCIAL ADVISORS

Our banking sales training equips relationship managers and advisors with specialized skills for guiding clients through complex financial decisions across investments, lending, insurance and wealth solutions. Interactive modules and simulations help master consultative advising strategies tailored for high-net-worth individuals and businesses. Advisors learn articulating risk/return profiles, quantifying value propositions, and mapping financial products to long-term goals. The training fosters consultative discovery, holistic needs analysis, and positioning customized strategies as catalysts for safeguarding client’s assets. Equipping advisors to be trusted partners throughout clients' financial journeys.

Book A Call

Pre-Training Assessments

  • Interactive video simulations recreating scenarios like client meetings, product pitches, overcoming objections - Videos branch based on learner choices, providing scorecards on skills like rapport building, needs analysis, compliance, product knowledge, and closing abilities.
  • Online self-assessments on sales strengths and areas to develop - Research-backed tools allowing banking reps to self-evaluate skills like active listening, qualifying, creating urgency, articulating value, securing commitments, and providing personalized feedback.
Book A Call

Banking Sales Fundamentals Training

  • Client Acquisition & Portfolio Management
  • Ideal Client Profile Analysis - Interactive modules guiding banking reps to systematically define their ideal client demographics, psychographics, financial goals/needs, risk profiles and other qualifiers.
  • Prospecting Strategies
    - Leveraging Client Data - Best practices on mining existing client data, conducting institutional research, analyzing competition holdings to uncover prospects and cross-sell opportunities - Centers of Influence - Frameworks for developing strategic referral partnerships with accountants, lawyers, wealth managers, and other influencers to expand client acquisition channels
    - Outbound Messaging - Compliance-approved templates for crafting engaging outreach messaging that drives prospect engagement by highlighting relevant needs, value propositions and competitive differentiators
  • Lead Qualification - Mastering methodologies like BANT, SPIN to effectively qualify inbound
    leads by conducting exploratory needs analysis, understanding finances/goals, identifying
    decision roles and time frames.
  • Portfolio Analysis - Strategies to continually review and optimize client portfolios by risk/return profiles, rebalancing, consolidating assets and capitalizing on lifecycle events like inheritance, retirement, etc.
Book A call

Relationship Management & Value Articulation

  • Client Relationship Nurturing - Proven tactics for developing deeper rapport and trust through personalized client communications, acknowledging life events, providing thought
    leadership content, and making introductions to external subject matter experts.
  • Consultative Discovery - In-depth training on questioning techniques like SPIN, Need-Payoff to uncover clients' full financial pictures - income, assets, goals, time horizons, risk tolerance and making recommendations aligned with their best interests.
  • Banking Product Mastery - Comprehensive training paths detailing all investment products, lending solutions, product pricing/returns, risk profiles, compliance requirements and how to
    map appropriate offerings to client needs.
  • Value Storytelling - Frameworks for quantifying and communicating hard dollar ROI by calculating projected returns, cost savings, tax benefits and risk mitigation based on specific
    client situations and recommended solutions
Book a call

Sales Execution & Revenue Maximization

  • Upselling Strategies - Identifying timely upsell opportunities across the client lifecycle and
    systematically introducing new products/services that increase share of wallet through highlighting additional needs, life events, and ROI potential.
  • Cross-Selling Playbook - Tactics for analyzing clients' full financial pictures to strategically cross-sell lending, investments, insurance, trusts/estates and consolidating more assets by emphasizing synergies and holistic advice.
  • Effective Asset Presentations - Refining abilities to deliver high-impact, client-centric
    presentations that speak to individualized goals, risk profiles and life stages. Techniques for making content interactive, visualizing growth projections, and addressing concerns.
  • Objection Handling Mastery - Comprehensive library of compliant responses to overcome common client objections around pricing, returns, risks, liquidity and competitor claims.
    Mastered through intensive scenario-based drilling.
  • Negotiation & Closing Excellence - Ethical frameworks for driving sales momentum like Summary Closes, Impending Event Closes while avoiding pushy techniques. Nurturing trust and commitment through insightful recommendations.
Book A Call

Banking Mastery & Enablement

  • Regulatory Compliance - Comprehensive training paths covering all banking industry regulations including privacy, KYC/AML, fiduciary responsibilities, advertising practices, ethics
    standards and disclosure requirements.
  • Financial Planning Certification - Formal accreditation covering financial planning principles like cash flow, insurance, tax, retirement, estates and portfolio management customized for your product suite.
  • Economic & Capital Markets - Self-study programs covering macroeconomic indicators, changing market dynamics, monetary policy, and their impacts on banking product performance
    and client portfolios.
  • Sales Technology Mastery - Videos detailing your sales stack including CRMs, investment research tools, portfolio rebalancing software, remote meeting platforms, e-signature and more.
Book A call

Post-Training Assessments

  • Simulation Certification - An immersive, multi-day scenario spanning the full sales cycle from prospecting to closing, cross-selling and cultivating relationships - requiring demonstrated mastery of all banking sales skills, compliance and ethical advice.
  • Banking Sales Certification Exam - A comprehensive scenario-based multimedia
    assessment testing skills, methodologies, banking knowledge, regulations and real-world applications.
Book a call

FAQs

How is this training customized for the banking/financial services industry?

The entire curriculum gets fully customized to align with the specific products, services, compliance requirements, and sales processes of your banking institution. All examples, exercises, and multimedia scenarios mirror real-world client situations and selling motions within banking. The training also incorporates your in-house sales methodologies, tools and systems.

What regulations and ethical standards are covered in the training?

Extensive modules cover all key banking regulations like privacy rules, KYC/AML, fiduciary responsibilities, ethical sales practices, advertising compliance, disclosure requirements and more. Participants get trained on analyzing client suitability and providing recommendations aligned with their best interests. Ethical negotiation and closing methods emphasize nurturing trust over pushy tactics.

How does the training develop relationship management abilities?

Multiple modules focus on developing deeper client rapport through personalized communications, providing thought leadership content, making valuable introductions, and acknowledging important life events. Comprehensive frameworks also cover systematically nurturing client relationships and identifying cross-sell/upsell opportunities across their full financial lifecycles.

What product knowledge and financial planning skills are included?

In-depth training paths detail all of your banking products like investments, lending, insurance, trusts/estates and more - covering pricing, returns, risk profiles, use cases and suitability for different client needs. Participants earn formal financial planning accreditation customized to your offerings, covering retirement, tax, cash flow analysis and more.

How is the training oriented around consultative selling techniques?

Extensive coaching covers consultative discovery methodologies like SPIN Selling and Need-Payoff models to thoroughly uncover clients' complete financial pictures, life goals, risk tolerance and present tailored recommendations. Skills like quantifying ROI/returns, presenting value stories and overcoming objections are mastered through real-world scenarios.

What types of assessments and certifications are included?

Pre-training video simulations benchmark existing skills, while scenario-based role-plays throughout allow for applied learning. At the end, reps must pass an intensive simulation spanning prospecting to closing to get certified, as well as score successfully on a comprehensive, multimedia certification exam covering knowledge, skills and applications.

YOU ARE IN GOOD Company

LET’S WORK TOGETHER

Maximize your banking team's revenue impact with our tailored financial sales training solutions. We'll partner closely to architect an engaging, multi-modal learning experience that forges essential client acquisition and advising capabilities. Develop prospecting proficiency, relationship nurturing skills, consultative discovery mastery, value storytelling expertise, ethical negotiating tactics, and an unwavering commitment to providing trusted financial guidance. Contact us today to collaborate with our banking enablement specialists in designing an immersive training journey that drives sustained productivity gains and portfolio growth across investments, lending, insurance, and wealth management solutions.

Book a call