Financial Services Sales Training

The rise of fintech solutions and digital banking channels has made it harder for financial services sellers to gather customer insights from in-person interactions. This shift has created challenges in growing fee income, loans, and profitability in new markets.

As a result, financial sales professionals now struggle with:

• Prospecting and networking due to reduced foot traffic
• Cross-selling diverse and complex products
• Differentiating offerings beyond rates and terms

Sellers can overcome these challenges by using consultative sales tactics to better understand and serve customers’ needs. Additional sales training programmes from Richardson can help banks and financial services firms increase sales by:

• Building consistency into customers’ banking experiences to execute change at scale
• Properly tracking customers’ changing financial needs across relationships
• Considering both financial and non-financial factors when deciding what customers to pursue

In addition to developing and sustaining essential selling skills, financial sales professionals need to build trust in all their customer interactions. To accomplish this, sellers need to shift focus from product features to people as differentiators. At Richardson, our financial sales training teaches your team thorough questioning strategies that reveal underlying customer needs.

Addressing Your Financial Services Sales Training Needs

Our financial services sales training has helped dozens of Fortune 500 companies. We interview senior leaders to understand goals, then design a blended learning programme combining online training and instructor-led workshops. The resulting curriculum leverages the unique value of the company's offerings while accounting for industry regulations and the complexities of financial products. This highly tailored approach helps financial professionals develop the sales skills that matter most.

Financial Services Sales Training Programmes

At Richardson, we know every financial sales professional needs to develop proficiencies across these 15 key selling capabilities. We also know each seller has their own unique strengths and weaknesses so a one-size-fits-all training solution cannot possibly close the skill gaps each individual has at scale.

That’s why we’re excited to bring our customers a solution that uses your seller’s unique performance data to create a personalised learning journey that prioritises developing the specific skills each seller needs to close the performance gaps most directly impacting their bottom line.

We call this solution the Accelerate Sales Performance System.

The system aggregates data from your existing sales tools like your CRM, conversational intelligence software, and content management platforms. It connects each seller's activity and outcomes to the performance gaps holding them back. Then it suggests modular learning content to help the seller close their competency gaps, enabling them to deliver more revenue. As your seller’s skills improve, the system adapts to provide new learning recommendations ensuring continuous learning across the organisation.

Financial Services Sales Training Drives Results for Oppenheimer Funds

Facing commoditisation, Oppenheimer Funds partnered with Richardson to deliver a deeper customer experience. Sales professionals learned to engage customers with better questioning techniques, enabling them to communicate relevant value to customers that went beyond the product’s surface features.

Sustaining this approach required coaching skills for leaders to drive consistent change and long-term results. Richardson's coaching programme empowered Oppenheimer's managers to create a culture of commitment to the new sales methodology. The training produced measurable improvements:

• 60% increase in strategic dialogue skills
• 23% improvement in follow-up and closing abilities
• 17% gain in skills for building trust and access among prospects

By equipping sellers with consultative skills and leaders with coaching capabilities, the partnership with Richardson transformed Oppenheimer's customer interactions.