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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Following a major restructuring of the RSA Group, leading behaviour change consultancy, Huthwaite International, was appointed to develop a global training programme to improve selling skills - as an integral part of a broader change initiative to create a stronger sales-oriented culture and business focus.

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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)

Regional business teams at Zurich Municipal - a specialist division of ZFS, providing insurance to the public sector, such as local authorities and housing associations - began attending Huthwaite's Major Account training in 1996. Throughout 1997 and 1998, ZM was in an unusual position: it was market leader, but facing 85% of its business in England being put out to tender. The aim of the Major Accounts programme was to equip the business teams with the tools and framework to help them to plan and execute sales strategies for both existing and new customers.

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The opportunities for IFAs to encourage clients back into investment products are now greater than for some time, so how should they go about persuading their clients to invest again in equity markets?

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