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// Industries

Financial Services Sales Training

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

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.
2020-stevie-busdev

with Chatham Financial

Cass Information Systems, Inc
Chatham Financial
Factset
NewLane Finance
Oliver Wight

Challenges Facing Financial Services Firms

Selling financial services requires a different approach than most industries. Banks and financial institutions struggle to engage conversations that lead to new business and generate the internal referrals necessary to grow accounts as much as they should. Financial services companies that overcome these challenges experience much greater profit and revenue growth than the rest.
Cross Selling at Key Accounts

Cross Selling at Key Accounts

From gaining greater share of wallet to family planning, opportunities for growing accounts abound. Give your advisors the skills to uncover and tap into these additional lines of revenue.
Differentiate

Differentiate

Your firm’s value is more than just the services you provide. Train your advisors to position themselves competitively and lead with education and insights as a trusted partner, not just a seller.
Make Time to Prospect

Make Time to Prospect

It’s easy for financial services advisors to get wrapped up in working with and responding to existing clients, leaving pipelines dry. Give your team the time management skills they need to prioritize their most important activities, such as reaching out to new prospects.
Build Social Proof

Build Social Proof

Most financial services firms don’t have a system in place to generate referrals, testimonials, and case studies from clients. Teach your team to develop the rapport and trust needed to secure these valuable forms of social proof.

Financial Services Sales Training

Foundations of Consultative Selling

Your clients are making a significant investment by working with your firm. Why should they trust you? Value is more than just money spent, and Foundations of Consultative Selling training can give your team the skills to uncover client needs and communicate this.
Foundations of Consultative Selling
Foundations of Consultative Selling

Foundations of Consultative Selling

Your clients are making a significant investment by working with your firm. Why should they trust you? Value is more than just money spent, and Foundations of Consultative Selling training can give your team the skills to uncover client needs and communicate this.
Sales Prospecting

Sales Prospecting

Your advisors aren’t investing as much time as they should into generating new conversations with potential clients. RAIN Sales Prospecting teaches your team how to qualify leads, customize outreach, and establish a rapport from the first touch.

Strategic and Key Account Management

Do your clients know all the services you provide? When your advisors don’t proactively cross-sell upsell to their client portfolios, they leave money on the table. Expand and protect your key accounts with Strategic and Key Account Management training.
Strategic and Key Account Management
Strategic and Key Account Management

Strategic and Key Account Management

Do your clients know all the services you provide? When your advisors don’t proactively cross-sell upsell to their client portfolios, they leave money on the table. Expand and protect your key accounts with Strategic and Key Account Management training.
Financial Negotiation

Sales Negotiation

When differentiation is based on price, you lose margin trying to race to the bottom. With RAIN Sales Negotiation, your team will learn how to trade for value, win business in the face of competition, and keep your margins high.

Learn more about our full suite of business development programs to help your financial services agents succeed.


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

Experience Success Like Our Clients

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.


Chatham Financial

Results include:

  • On track to achieve 200% of sales targets
  • Average deal size increased over 180% 
  • Shortened sales cycle from 150 to 81 days 
  • Sharp uptick in $500K+ opportunities 

Transform Your Team with Sales Training

Learn how we can help your financial services team differentiate, grow their accounts, and win new business.


Experience RAIN Group's Training in Action.

Contact Us

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+1 508-405-0438 +1 508-405-0438
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+1 416-992-3284 +1 416-992-3284

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