How can senior sales advisers benefit from sales training? – Case Study

This UK based financial services business has a team of senior advisers who advise private clients on their wealth management.
The regulation framework for financial services businesses has changed since the creation of the Financial Conduct Authority. This has resulted in, amongst many other things, a different framework with fees for financial advisers.

The training need was to help look at the new FCA framework from the client’s perspective and look to explain fee structures, as well as refresh the team’s approach. The team is made up of very experienced people often with between 15 and 30 years in the market.

Following conversations with the senior management and with a sample of the team, the agenda was developed. We also used a pre workshop task to explore the individual’s thoughts on where training could add value.

The agenda included; positioning of value, explaining value to different clients, ITD work style model for understanding the client’s personality, pre-handing objections and matching value to the client. 

The training was delivered in a one day workshop which was a blend of explaining ideas, discussion and practice. What did our client say? “The training has gained great feedback to date, but there is more to do.” Managing Director. “The training really helped these senior people to look at how they do things with a new perspective.” Sales Director

What did the participants say? “We felt it was very useful and there are many things we can take forward.” “I wasn’t sure what to expect, but it was very good.” “A great refresher.” “I thought it was very useful and a good session for us to discuss and agree how we do certain things. Very good to have an external trainer / facilitator.”

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How can senior Sales Advisers Benefit from Sales Training? – Case Study
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