Sales Improvement: Investment Banking
Business Need: This firm was losing underwriting opportunities due to bankers' inability to adapt to different customers' communication styles and lack of consultative selling skills. Both the firm's market share and reputation were at risk.
Our Solution: 1st step: We conducted a Communication Styles Assessment to determine individual banker's strengths and opportunities for improvement. 2nd step: We developed tools and training to recognize individual customer's tendencies and preferences. 3rd step: We designed and delivered an intensive sales training course with customized, industry-specific selling simulations.
Results: Our efforts enabled the bankers to better manage sales cycles, respond to the needs of diverse customers and secure more deals. Our client reported that by being more aware of different customer's communication styles, they were able to adapt their selling strategies and forge stronger business relationships. Within months of completing training they had increased successful underwritings by 23% and doubled referrals from both government and private entities.