Financial Services Sales Training Programs

Train for Trust, Growth, and Long-Term Customer Value

Today’s financial services sellers face more complexity, more competition, and more empowered buyers. Rising interest rates, regulatory pressure, embedded finance, and digital disruption have raised the stakes. In this environment, success depends on more than product knowledge — it requires consultative selling, cross-functional insight, and the ability to lead value-based conversations across the entire customer lifecycle.

Richardson Sales Performance equips financial services sales teams to adapt, grow, and lead — by delivering customized, industry-specific training that builds credibility, sharpens strategic focus, and drives measurable performance.

Why Sales Teams in Financial Services Must Evolve

The financial services industry is undergoing rapid transformation:

• Embedded finance (EF) introduces new competition by enabling non-financial companies to offer banking, insurance, investing, and lending services, placing a barrier between financial institutions and their customers.
• Retail and commercial banks face slowing loan production and an urgent need to grow deposits.
• Insurance providers must manage rising costs without losing customers to EF-driven experiences.
• Asset managers are expanding direct-to-consumer channels while fighting customer attrition.
• Commercial real estate sellers must drive new business in an environment of high capital costs and office vacancies.

Sellers must adapt by building strategic relationships, differentiating on insight (not product), and navigating tech-enabled, buyer-led journeys with confidence.

Richardson’s Approach to Financial Services Sales Training

Our training focuses on empowering sellers to:

• Cross-sell financial products and deepen client relationships
• Position price increases without damaging trust or retention
• Diagnose complex needs and tailor value-based solutions
• Control negotiations through strategic preparation and persuasive value framing

Each solution is customized to your business model, regulatory requirements, and customer segments, ensuring relevance and practical application.

Sales Training Programs for Financial Services Teams

Richardson delivers a curriculum that strengthens 16 essential sales capabilities. We support these skills through blended learning models and targeted programs, including:

Consultative Selling

Equip sellers to uncover needs, shape the buyer’s thinking, and move beyond transactional discussions. The Six Critical Skills help sellers ask better questions, listen actively, and deliver tailored recommendations that create real value.

Consultative Opportunity Pursuit Training

Teaches sellers how to manage opportunities more accurately, improve pipeline health, and align selling motion with deposit and loan priorities.

Positioning a Price Increase Training

Guides sellers through a three-stage framework (prepare, notify, respond) while building negotiation strategies that protect margin and trust.

Consultative Prospecting Training

Equips sellers to create multi-channel cadences using email, phone, video, social media, and referrals — perfect for hybrid client engagement.

Consultative Negotiations Training

Builds negotiation confidence, helping sellers manage tough conversations with trust, value, and long-term thinking.

The Accelerate Sales Performance System for Financial Services Sales Teams

For financial institutions seeking a data-driven learning ecosystem, our Accelerate Sales Performance System delivers personalized, real-time enablement.

Leaders gain insight into which selling behaviors drive performance and can tailor coaching and reinforcement accordingly. Each seller receives an individualized learning journey, accelerating skill adoption at scale.

Outcomes You Can Expect

By investing in financial services sales training, organizations can expect:

• Stronger pipeline management and forecasting accuracy
• Higher cross-sell rates and share of wallet
• Greater customer retention in the face of pricing changes or EF threats
• Improved negotiation outcomes with fewer concessions
• Faster adoption of modern sales practices across distributed teams

Success Story: Oppenheimer Funds

Facing commoditization, Oppenheimer Funds partnered with Richardson to elevate its sales performance. We helped their sales professionals adopt consultative behaviors that led to measurable gains:

• 60% improvement in strategic dialogue skills
• 23% increase in follow-up and closing effectiveness
• 17% gain in building trust and securing access to new prospects

Leadership coaching supported adoption, driving a lasting culture shift toward insight-driven customer engagement.

FAQ: Richardson's Financial Services Sales Training Solutions

Q. What is financial services sales training?

A. It’s customized training that helps banking, insurance, asset management, and real estate sellers build consultative, value-focused, and regulatory-aware sales skills.

Q. How does financial services sales training help with cross-selling?

A. It teaches sellers to lead broader client conversations, uncover needs beyond the initial ask, and match multiple solutions to those needs, increasing revenue per client.

Q. Can sales training help us compete with embedded finance providers?

A. Yes. Richardson helps sellers reframe the conversation, differentiate through trust and service, and maintain relevance even as digital intermediaries grow.

Q. Which sales training programs are best for financial institutions?

A. Consultative Selling, Consultative Prospecting, Consultative Negotiations, and Positioning a Price Increase are especially effective for financial services teams navigating complex buyer journeys.

Q. What kind of ROI can we expect?

A. Clients consistently report measurable improvements in pipeline quality, sales velocity, and relationship strength, often outperforming peers in market cap growth and client retention.