We recently accredited a team of Sales and Business Solutions Managers for a global wealth management company in our Intelligent Selling™ program. The four-day accreditation program enabled the in-house facilitators to offer an advanced program designed to develop the relationship building skills of their Financial Advisors across Australia. The company had identified this as a critical need after commissioning some research highlighting the opportunity to better focus on the client’s emotional needs during the fact-finding meeting.

The Intelligent Selling™ program provided an ideal platform to equip Financial Advisors with the interpersonal sensitivity, emotional self-awareness and self-management abilities fundamental to the development of trusting relationships with clients who are often unfamiliar with financial products. Each Sales and Business Solutions Manager learnt how to run the standard two-day program with their Financial Advisors. In addition, they were exposed to the skills needed to conduct one-to-one and small group debriefs when using an EI self-assessment report. The four-day program was comprehensive and introduced the facilitators to some advanced concepts in emotional management and self-awareness. The group conducted their first in-house workshop in February.

There is a growing body of research highlighting the relationship between successful sales results and high EI, particularly in the financial services sector. Please feel free to contact us if you would like to receive some research in this area.