Consultative Sales for the Financial Services Sector

The EIMF has developed this two day workshop with Mercuri International, a leading sales consulting firm specializing in Financial Services Sales. Mr Richard Higham, Director of Sales Consultancy, will be teaching the workshop.

Introduction

One of the most common mistakes that ineffective sales persons make is trying to sell something to a customer before he or she knows what the customer wants to purchase.

This approach often sets up a confrontational tug of war in which the sales rep keeps pushing products and the customer keeps backing away. This is a recipe for disaster; at the very least, it is a prescription for a low closing rate.

In the financial services sector, where selling of financial products must be done within a framework of regulations and restrictions, people involved in sales and retention of clients are faced with a difficult task; keep a high success rate and promote their product in an efficient way while being compliant with the relevant laws and regulations.

During this highly interactive, hands-on sales training course, participants will learn, through a challenging array of concepts and activities, to help them quickly gain a clear understanding of your customer’s needs, interests, problems and issues, while remaining within the legal and ethical matters involved in financial services sector selling

Trainer: Richard Higham

Richard Higham is an engaging speaker, trainer and coach who combines a warm, enthusiastic style with powerful insight into customer interaction. He has won and led highly effective development programmes with some of Europe’s largest financial institutions. His deep experience of long term projects in the financial sector include the design and delivery of comprehensive relationship management, sales, service and leadership programmes for financial institutions across Europe and the US.

Over the past twenty years he has helped in the development over 5000 individuals from more than 100 financial institutions, ranging from banks to accountants, actuaries, insurers, fund managers and private equity.

He writes regularly for financial publications on business development and relationship management issues.

His speaking has ranged from sales strategy for asset finance CEOs in Texas to professional selling for actuaries in London; from delivering the global account management sessions of a postgraduate diploma in international sales in Dublin to “Structuring Global Account Teams” in Paris; from “Being a Customer Centred Financial Institution” for an executive forum in Vienna to “Extreme Customer Intimacy” for Scandinavian insurers in the Pyrenees.

Beyond the financial sector Richard focuses particularly on strategic account management. He has consulted and trained for leading companies in different sectors; is a guest speaker for business schools, trade associations and professional bodies on both sides of the Atlantic.

Richard holds an MA in English Literature from Cambridge, is a Visiting Fellow of Leeds Business School, a Fellow of the Royal Society of Arts and a Fellow of The Institute of Sales and Marketing Management. He retains a love for the spoken and written word, a fascination with military history and a delight in good conversation. He lives in the West of Scotland with his wife and dogs, where he helps lead a community church and continues to appear as a hockey goalkeeper for club and country!

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In-House Training

If you would like to discuss bringing this or another topic to your organization on an in-house basis please call us at 22274470 or email us at [email protected].