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Retail Banking Sales Training

Meeting Customer Needs by Expanding Solutions

Select Retail Banking Sales Training Clients

  • BMO grayscale logo
  • The World Bank grayscale logo
  • Capital One grayscale logo
  • PNC grayscale logo
  • SunTrust grayscale logo
  • Societe Generale grayscale logo
  • bnp paribas logo
  • wells fargo logo
  • merrill logo
  • ardent credit union logo

Research from PwC shows that more than two-thirds of business leaders in the financial services sector “believe they are at risk of losing business to standalone FinTech companies.” This threat is compounded by additional competition from:

  • The emergence of national banking charters from non-depository companies
  • The rise of the $25+ billion marketplace lending platform industry
  • The expansion of financial services available from major companies like Apple, Google, and Amazon

To overcome these challenges retail banks must access the full potential of their service professionals. This group is uniquely positioned to render a dimensional picture of the customer’s needs. This capability outpaces the flat reading of customer needs through fintech data that is “context-blind.” Retail banking professionals are privy to the customer’s concerns, needs, and interests. They have a read on the customer’s tone and emotions. Effective retail banking professionals use this detail to discover unexpected value for customers.

Richardson Sales Performance’s Enhanced Service Through Consultative Sales training program prepares professionals to deliver on these capabilities by:

  • Executing customer service that rises to the level of a competitive advantage
  • Shifting their mindset to view sales to add additional value to the customer
  • Positioning additional services and products as part of the solution

Richardson Sales Performance’s customization process means that our training addresses the real world, ground level challenges seen in retail banking today.

"The framework of consultative selling and the six critical skills make sense. The program made you stop and think of what you are saying. Thank you for such a valuable tool. The scenarios and tools provided by the instructor were great because they can be utilized in a real world setting in front of a client and were helpful." -- Eastern Bank Sales Training Participant

Retail Banking Sales Training Solutions

At Richardson Sales Performance we customize training programs to the specific challenges of each business. We use information learned from extensive executive interviews to inform the design of the training material. The concepts and practices learned are immediately applicable to the next sale in the pipeline.

This level of customization provides participants with meaningful skills that drive revenue goals. Additionally, the experience becomes more engaging because it speaks to the learner’s true needs. Moreover, leaders adopt a specialized framework that can deployed at scale across the organization.

Retail Banking Training Programs

Enhanced Service Thorugh Consultative Sales

Participants learn to adopt a new mindset in which exceptional customer service involves positioning additional solutions. Retail bank service professionals participate in the growth of the business by personalizing the customer service experience and sparking the customer’s interest in a wider array of services and products.

Consultative Selling

The consultative sales training program gives retail bank service professionals a consistent, repeatable process to more effectively connect their solutions to the customer’s unique set of banking needs. Participants learn the Six Critical Skills which support the Consultative Selling framework, helping retail banking service professionals reveal and address the customer’s underlying needs and unaddressed risk.

Consultative Inside Sales

Retail bank service professionals learn to differentiate themselves from the competition with a constant focus on satisfying the customer’s needs. Leaders benefit from a shared selling language in which each retail bank service professional follows a consistent set of best practices for engaging with customers over the phone.

customer service training programs

Enhanced Service Through Consultative Sales Training Program Brochure

Empower your reps to deliver exceptional experiences that build LTV and creates opportunities to sell more into existing accounts.


Solutions You Might Be Interested In

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Our Impact

  • 900Global Clients

  • 3.5M+Individuals Trained

  • 12%5-12% Increase in Revenue

  • 24%Improvement in skill efficiency

  • 35%Increase in knowledge proficiency

Resources for Retail Bank Sales Professionals

psychology of selling

eBook: The Psychology of Selling - Understanding How the Customer Thinks

In The Psychology of Selling — Understanding How the Customer Thinks, we uncover the psychological principles driving the decision-making process.


modern consultative selling approach white paper

White Paper: Elevate Your Consultative Selling Approach to Compete Today

Download the white paper to discover how adopting a modern consultative selling approach competitively positions sellers to drive revenue.

White Paper

improving retail banking service

White Paper: Elevating Retail Banking Service to Meet the Wider Scope of Customer Needs

Download a complimentary white paper to learn how elevating your retail banking service will help your team meet a wider scope of customer needs.

White Paper