A world-leader in global banking and financial services, BNP Paribas has long recognised the importance of skills training in providing its customers with the level of service they expect. Huthwaite took care to completely understand their needs before recommending a SPIN®-based approach which was delivered to more than 1,200 banking staff throughout 2008 and early 2009.

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Selling to board level executives is a coveted opportunity and must be planned and executed with skill and precision. Kate Fleming suggests some steps to improve your chance of success.

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Peter Belsey believes that the bottom line for professional services firms is that without business development there is no business. And firms can learn some valuable lessons from outside the professions.

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Many companies have a surprisingly relaxed approach to the business of negotiation, regarding it as one of those things you are either good at or not. This is an area where the amateur spirit could prove costly.

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Should you cast the win/win ethos of negotiation out of the window because of the current crisis?

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Peter Belsey discusses the emergence of new broker networks in the general insurance sector, and how important it is for providers and brokers alike to use the right negotiating approach to establish satisfactory relationships with networks.

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RSA is one of the world’s leading insurance groups. Following a major restructuring of the Group, as part of its new growth strategy, RSA developed a company-wide Sales Effectiveness Programme. One of the key work streams has been improving selling skills. As part of this, a global training programme was developed in conjunction with Huthwaite International.

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Published in Training Magazine, Jacquie Andrews, senior training consultant at Zurich Financial Services, reviews her experience of SPIN^® sales training that helps sales people face complex selling situations and produces results in terms of increased sales value and the strength and duration of customer relationships. The tailored training and coaching reinforcement proved to be equally effective for direct sales and for sales via intermediaries.

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In the first article Peter Belsey, Financial Services Sector Head of Huthwaite International, examines the changing nature of the relationships between providers and brokers. In the second he explores the implications for providers, in terms of the new skills required of key account managers. In the third he turns his attention to brokers and the negotiation skills required of them and providers to develop and maintain successful relationships.

1. The importance of relationship management (167KB)

2. Building profitable relationships with brokers (150KB)

3. Relationships are a matter of negotiation (158KB)