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

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When Finland's Mandatum Private Bank approached Huthwaite, to help their private bankers move into a customer relationship management role, they were delighted to get more than they bargained for! Not only did the sales training impress their most cynical (and better) private bankers, they also saw the value of allowing the coach into their client meetings. Feedback from the private bankers, coaches and customers has been very positive.

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As the future for investment starts to look a little more secure, IFAs still face the challenge of selling products which include an element of risk. Peter Belsey looks at the skills required to move clients away from putting all their money into bricks and mortar and asks, is any investment ‘as safe as houses’?

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Following its earlier aquisition of majority shareholdings in seven banks in the former Communist-bloc, Milan-based Unicredito Italianio approached Huthwaite in mid-2004 to emded a fully customer-centric sales approach. The banks requirements went much further than simply sales training, what it needed was a credible, high quality approach to cultural and behaviour change, which would be both consistent across national boundaries and, critically, link with other change projects already underway. It was agreed that the behaviour change would be trialled initially at Czech subsidiary, Živno, seen in its marketplace as a strongly traditional private bank. A key part of the change process was to help private bankers expand their skills, as Živno sought to expand its client base from the ultra-high net worth to the mass affluent.

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In the first article Peter Belsey, sector head at Huthwaite International, examines the face-to-face selling skills required by today's wealth managers. In the second he explores how to work with colleagues in order to make the most of cross-selling opportunities. In the third he turns his attention to the role of intermediaries and how to get the best out of third party relationships in building HNW business.

1. Better selling to high net worths

2.Cross-selling to high net worths

3. Making third party cooperative relationships work

How can successful financial sales advisors build on existing technical strengths in a tougher high-net-worth marketplace? Peter Belsey investigates.

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Peter Belsey, Financial services sector head at Huthwaite International, looks at the strength of the high net worth market and the requirement for even the most technically competent advisers to take a structured approach to improving their sales performance.

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Paul Segall, Sales Director of Fleming Premier Banking, outlines the training approach taken to help his team to build relationships with Independent Financial Advisers, solicitors and accountants to attract business for its premium banking services, aimed at high net worth individuals within excess of £50,000 to invest.

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