FINANCIAL SERVICES INDUSTRY
IMPROVEMENT IN CRITICAL SALES SKILL #1: BUYER/SELLER RELATIONSHIP
BUYER/SELLER RELATIONSHIP is the salesperson’s knowledge of and ability to use a sales methodology to navigate through each of the customer’s incremental buying decisions in the proper sequence. When salespeople do this correctly, they experience an improved ability to gain commitments while building a lasting relationship with the client.
REMARKABLE FINDINGS ABOUT BUYER/SELLER RELATIONSHIP SKILLS IN THE FINANCIAL SERVICES INDUSTRY
- Financial services showed a greater improvement in Knowledge (74% Vs 58%) primarily because it lacked knowledge prior to the training (55% Vs 60%).
- Application scores for this skill were on a par or slightly lower than the Universe (57% Vs 64%). This is the only skill that didn’t have a dramatically larger gain than the Universe.
Financial Services lagged the Universe in every pre-sales training category. Overall, they started 4 points behind the Universe in Knowledge and 5 points behind in Application. However, they had one of the highest percentage improvements of any industries in the study.