Proven Strategies to Deepen Client Relationships
Sales Training for Financial Services
AN OPPORTUNITY FOR GROWTH
Financial services representatives have the opportunity, perhaps even the responsibility, to make a significant and much-needed difference in the lives of those they serve.
Anthony Cole Training Group’s Financial Services Sales Training equips banks, credit unions, and financial institutions with proven strategies to deepen client relationships, by helping them provide guidance and advice, also driving improved sales performance and results for the FI. With decades of industry experience, we help financial professionals overcome today’s sales challenges with tailored, client focused coaching and relationship building training.
We help financial services representatives approach their potential and current customers with a consultative approach that is not product-focused but client-centric. This same J.D. Power study revealed that almost 30% of the population are very interested in receiving advice or guidance. Financial services sales training will equip relationship managers and advisors with the right skills and techniques to leverage fintech data resources into people-powered discovery conversations.
According to a recent J.D. Power survey, 43% of the population consider themselves “financially vulnerable.”
A CONSULTATIVE APPROACH
Financial Services Sales Training Approach
Due to technology advances, the ability to talk via phone or face to face has decreased in recent years. To sell in today’s environment, financial services salespeople must be proficient at reaching out via channels such as social media, text, and email using video and other techniques to differentiate their value.
Anthony Cole Training Group’s sales approach for financial services is built on a proven, consultative methodology that focuses on changing selling behaviors, not just increasing product knowledge. By combining industry-specific insights, robust evaluation tools, and personalized coaching, we help financial professionals uncover real client needs, build trust, strengthen and deepen relationships and close more business.
Unlike generic training programs, our approach is customized for banks and credit unions, insurance firms, and financial advisors, ensuring long-term performance improvement and measurable ROI.
Teaching a Sales Process
Research validates that salespeople who follow a stage-based sales training approach are more successful. Our approach includes:
✓ Modern Prospecting Techniques
✓ Question-Based Discovery Skills to Identify Compelling Issues & Needs
✓ Extensive Qualifying Skills to Uncover Time, Budget, Resources, the Incumbent
✓ Ability to Diagnose Client Needs and Customize a Solution
✓ Overcoming Budget & Other Objections
✓ Building Trust with Mutually Beneficial Negotiations
✓ Deepening Relationships, Cross-Selling & Building Advocates
Customized Financial Services Sales Training Programs
We always begin our training and development engagement by gaining an understanding of the culture, strengths, weaknesses and goals of the financial organization. We gather this critical information with a combination of findings from an in-depth sale’s specific evaluation of the sales and leadership team along with discovery conversations with leadership. We then customize our programs to the unique challenges and culture of the financial institution.
Banking Sales Training
Insurance Sales Training
Credit Union Sales Training
“This training is a critical first step for us to take in building a sales culture. We are an organization of very nice people who can become an effective salesforce once we realize the need for a process.”
Advantages of Financial Services Sales Training
Most financial services salespeople enter their role due to the focus on their skill of insurance or banking or financial advisory. Few have the skills needed to comfortably and skillfully integrate their technical knowledge with sales advisory techniques and behaviors.
They may be experts in understanding how to minimize risk for a company, but not experts in how to best find and approach business owners in a unique and compelling manner.
Our financial services sales training is fully focused on providing bank, credit union and insurance advisors with the tools and techniques necessary to have client-centered, people-powered conversations that are different from other financial services providers.
Industry-Specific Expertise
Training is tailored specifically for banks, insurance companies, and financial institutions, ensuring relevance to real-world sales scenarios.
Behavioral-Based Selling Approach
Focuses on changing sales behaviors and mindsets, not just teaching techniques, to create lasting improvement in performance.
Customized Coaching and Development
Programs are built around the unique goals, roles, and challenges of your team, from producers to lenders and advisors.
Proven Sales Methodology
Based on decades of experience and a data-backed sales system that delivers consistent, measurable results.
Sales Talent Evaluation Tools
Identifies and develops high-potential salespeople through robust assessments and performance tracking.
Ongoing Support and Accountability
Reinforcement, coaching, and progress reviews ensure that training sticks and drives long-term growth.
TESTIMONIALS
Our Approach Works
What Sets Us Apart?
Deep Domain Expertise in banks, insurance and financial services and industries requiring knowledgeable, longer-sales cycle, consultative salespeople
Instructors are Sales-Experienced Training Veterans with extensive financial services knowledge and experience delivering, role-playing, recruiting, on-boarding and coaching
Sales Managed Environment® Certification – Sales leaders are trained to cultivate and grow company sales culture and results
30 Years of Data & Experience developing salespeople into consistent & predictable producers
Financial Services Sales Training FAQ
Q: Who is Financial Services Sales Training designed for?
A: Our programs are tailored for banks, credit unions, insurance firms, and financial advisors who want to strengthen client relationships and improve sales results.
Q: How is this training different from other sales programs?
A: Unlike generic programs, our training is built specifically for financial services and focuses on changing selling behaviors, not just product knowledge.
Q: What skills will my team gain from this training?
A: Participants learn modern prospecting techniques, discovery and qualifying skills, strategies to overcome objections, and methods to build trust and deepen relationships.
Q: Do you customize training for each financial institution?
A: Yes. We begin by understanding your culture, goals, and challenges, then tailor the training to fit your team’s unique needs.
Q: What are the main benefits of this training?
A: Benefits include industry-specific expertise, a behavioral-based sales approach, customized coaching, proven methodology, and ongoing support to ensure long-term success.
Q: How do you measure results from the training?
A: We use robust sales evaluation tools, coaching, and progress reviews to track improvement and ensure measurable ROI.
Q: Is the training available for both new and experienced salespeople?
A: Absolutely. Our approach supports professionals at all levels, from new advisors learning consultative selling to seasoned lenders seeking to refine and modernize their techniques.