Consultative Selling Skills

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Aims and Objectives

This programme is aimed at bankers and financiers who would like to generate additional revenues for their employer without compromising their integrity.   

Whether you are in banking, insurance, asset management, or another part of the financial world, you will benefit from this programme if your job is to generate more clients on behalf of your employer.   

The fundamental principle of this programme is that there is no inherent contradiction between revenue generation and high standards of ethics.  In fact, the opposite is true: winning long-term, relationship clients in the banking and financial sector implies putting oneself in the “client’s shoes” and understanding their perspective through effective and active listening.  Once the requirement of the client has been fully understood, then it is possible to offer solutions to clients which they will appreciate and benefit from. 

Attending this training will provide you with the skills and techniques you need to optimise revenues on behalf of your employer whilst simultaneously staying on the right side of modern compliance requirements – and whilst remaining ethical in every way.   

Programme objectives:

  • Describe the skills necessary to understand the requirements of corporates, high net worth individuals, institutional investors, or other clients in the banking and financial sector
  • List various techniques to describe financial solutions in the language of the client
  • Utilise effective and ethical methods to counter client concerns
  • Close more deals on behalf of their organisations
  • Describe how to influence and persuade others effectively on behalf of the bank or financial firm that they work for


Do you have five or more people interested in attending this course? Do you want to tailor it to meet your company's exact requirements? If you'd like to do either of these, we can bring this course to your company's office. You could even save up to 50% on the cost of sending delegates to a public course.

To find out more about running this course in-house:

Our Tailored Learning Offering

If you want to run this course at a location convenient to you or if you want a completely customised learning solution, we can help.

We produce learning solutions that are completely unique to your business. We'll guide you through the whole process, from the initial consultancy to evaluating the success of the full learning experience. Our learning specialists ensure you get the maximum return on your training investment.


We can offer any of our public courses delivered at your office or we can devise completely tailored solutions:

Read more about our offering or complete a call back request to speak to a learning specialist.



Day One

Why ethics and selling go hand-in-hand

o How the best client relationships are genuine WIN-WIN relationships

o Selling as the process of understanding client needs and seeing the world from the client’s perspective

o How to genuinely listen to clients

Making an initial contact with a potential banking or financial client

o Pre-call planning and diagnostics – key questions to ask when researching clients

o Overcoming call reluctance

o Finding completely new clients on behalf of any bank or financial institution

o “Warming up” prospective clients, building trust and devising ‘moments of truth’

o Preparing for a meeting with a potential client

o Testing assumptions and demonstrating understanding

o Improving listening skills for dealing with banking and financial clients

o Key buying signals - what to look out for...

o Gaining referrals and developing your network

Matching the banking or financial solution to the client’s needs

o Linking the offer to the need (how to describe banking products in a way which builds trust and confidence)

o Situation questions and business opportunity questions

o Need Reinforcement Questions – the “secrets” of selling financial services

o Isolating key required benefits when selling complex products

o Features, advantages, benefits and risks

Exercise: Applying these techniques to real-life pitches in the banking and financial sector

Major selling role play

o Participants practise a real-life selling situation in teams

o Role plays are filmed on CCTV

o Participant and trainer feedback – are the selling skills and models from the course being put into practice?

Describing a financial solution to a client ethically and accurately

o Feature and benefit language: describing financial solutions in the language of the client – which characteristics should we describe to clients and why?

Exercise: Features and benefits of different banking and financial products

Day Two

Handling customer concerns in an ethical, appropriate manner

o Interactive discussion regarding client concerns and how to use these to enhance customer relationship and rapport

o Distinguishing the nature of objections and learning to classify them in order to deal with them appropriately

o Participants are briefed on, prepare in teams and role-play a scenario in which a customer objects to a new business proposal

Stop-start role play: Handling objections in an ethical, appropriate manner

Second role play, practising the Questioning Technique

o Participants are given a second typical client scenario

o Showing the client that you really care about his/her needs

o Building a long-term, life-long relationship with your clients

o Teams prepare and role play the second scenario, which is also recorded on video

o Participant feedback from the trainer and from each other

Ethically closing deals in the banking and finance sector

o Direct close/Alternative close/Time close

o Objection close/Contract close/Assumptive close

o But how much do we actually need fancy ‘closing techniques’ if we are to sell ethically?

The Process of Negotiation for Long-Term Relationship Management

o Building multi-year relationships with banking and financial clients

o Winning the deal and winning the relationship

o Variables - when and how to make concessions to clients

o Information - the power-base of negotiation

o Six keys to 'win/win' outcomes

Discussion: Six keys to ‘win/win’ outcomes

Becoming a “trusted advisor” through ethical selling

o Personal Action Planning and committing to develop one’s relationship management skills

o Putting the skills of the course into practice in the reality of ethical selling

Why us

We have a combined experience of over 60 years providing learning solutions to the world’s major organisations and are privileged to have contributed to their success. We view our clients as partners and focus on understanding the needs of each organisation we work with to tailor learning solutions to specific requirements.

We are proud of our record of customer satisfaction. Here is why you should choose us to help you achieve your goals and accelerate your career:

  • Quality – our clients consistently rate our performance ‘excellent’ or ‘outstanding’. Our average overall score awarded to us by our clients is nine out of ten.
  • Track record – we have delivered training solutions for 95% of worlds’ top 100 banks and have trained over 250,000 professionals.
  • Knowledge – our 150 strong team of industry specialist trainers are world leading financial leaders and commentators, ensuring our knowledge base is second to none.
  • Reliability – if we promise it, we deliver it. We have delivered over 20,000 events both in person and online, using simultaneous translation to delegates from over 180 countries.
  • Recognition – we are accredited by the British Accreditation Council and the CPD Certification Service. In an independent review by Feefo we scored 96% on service and 95% on product