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Financial Services Sales Training - Cross selling & Consultative Sales Training
Financial Services Industry Sales Training
Inbound call centers needed to improve their ability to cross-sell and be perceived as a consultative seller
Business Issue
A large financial services firm prided itself on the product knowledge and responsiveness of their inbound call center employees, but felt that many sales opportunities were being missed.
Sales Training Needs Assessment
Sales Training And Results, Inc. (STAR) interviewed the two call center managers, followed by a focus group meeting with a selective group of employees. It became apparent that the employees did many things well from a sales and service perspective, such as professional phone presence, responsiveness, and product knowledge, but missed the opportunity to ask questions to identify additional sales opportunities.
Sales Training Solution
STAR designed a customized sales training workshop with two objectives in mind: first, to improve the confidence and competence of the call center employees to be more consultative and less product-focused and, second, to learn to ask better questions. One of the most valuable concepts from the Selling Skills Workshop was STAR's trademarked questioning technique known as IDEAL® Questioning, for which participants received our electronic email reinforcement kit as a post-workshop tool.
Now Available:
Free Sales Training Webinars
The following three online sales training webinars provide an example of our teaching approach
"Selling During a Business Downturn"
"25 Most Difficult Negotiation Tactics"
"Strategic Prospecting & Business Development"
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