Driving growth in Finance, Banking & Insurance with proven methodologies
Sellers are faced with digital disruption and regulatory change that demand new approaches to client engagement and value creation. It's time to prove your solution integrates seamlessly with legacy infrastructure.
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What’s not working for commercial teams in the Finance, Banking and Insurance sector?
Regulation, digital transformation, and demanding customers are reshaping financial services. Relying on product features or brand reputation no longer works. Firms that can't demonstrate measurable ROI risk commoditisation and margin erosion. The leaders? Those who engage consultatively, quantify value in financial terms, and negotiate confidently while staying compliant.
Product-led conversations
Teams default to feature comparisons and rate discussions instead of uncovering client priorities and quantifying measurable ROI.
Crowded market commoditisation
When competitors offer similar products and fintech disruptors control customer touchpoints, differentiation becomes nearly impossible without a value-based approach.
Reactive not strategic
Relationship managers respond to RFPs instead of proactively leading insight-driven conversations that position them as trusted advisors to C-suite buyers.
Concessions
Inconsistent negotiation skills lead to unnecessary fee reductions that erode profitability, damage positioning, and set unsustainable pricing precedents.
Missed differentiation
Teams struggle to articulate ESG credentials, regulatory expertise, and strategic capabilities as competitive advantages that resonate with sophisticated procurement committees.
These challenges not only weaken your competitive advantage but also make it harder to build long-term customer relationships.
Ready to improve your commercial skills?
How Huthwaite solutions address these challenges
Success requires strategic insight, the ability to quantify value in client terms, and structured approaches to navigating complex buying committees. Huthwaite skills development programmes will help you master these capabilities to protect margins and build competitive advantage in an increasingly demanding market.
ROI conversations
Deploy consultative techniques that quantify client value in financial terms and position solutions as strategic business enablers, not commodity products.
Differentiate through value
Arm relationship managers to articulate unique value propositions that influence credit committees, investment boards, and procurement – even when offerings appear similar.
Confidently defend pricing
Eliminate margin-eroding fee concessions through structured negotiation strategies grounded in demonstrated value and competitive positioning.
Impact bottom line
Our training programmes are designed to deliver sustainable behavioural change, ensuring long-term impact on revenue and profitability.
Solutions for the Finance, Banking and Insurance industry
With 50 years' research guiding our understanding of consumer behaviour, our Academy has evolved beyond traditional sales. Discover our comprehensive range of courses below.
Complex Negotiation
Learn proven techniques that deliver measurable results in real-world complex scenarios.
Opportunity Management
Unlock the psychology behind successful decision making and manage complex sales.
The Huthwaite SPIN training has made my life a lot easier and really helped me to develop my team. Unlike some other training methodologies that I have encountered, SPIN really does work.
Justin Stone, Head of UK Advisory Sales Desk, Schroders
Why choose Huthwaite?
Fifty years of research
Research-proven behavioural science for real world sales, negotiation and communication results
Global reach
Trusted by businesses in over 100 countries
Behaviour change that lasts
We don’t just train skills – we help you embed them for sustainable success
Instant return on investment for Close Brothers Motor Finance
Huthwaite delivered SPIN Selling learning for Close Brothers, supported by SPIN Coaching, Marketing, and CRM-integrated tools for lasting impact and sustainable behaviour change.
Training built for the Banking, Finance and Insurance sectors and delivered by our experts
Ensure compliance-ready delivery - Huthwaite training well aligned with regulated environments.
Our licensed trainers combine our unique methodology with consistently high-quality learning experiences.
Here are just a few of the trainers you could work with.
Dorota Porazka
Dorota is a behaviour change expert, facilitator and executive coach with extensive Banking experience
Robin Hoyle
Head of Learning Innovation
Robin has over 30 years’ experience in L&D, having worked internationally designing programmes, running development sessions for people at all levels in most sectors and building innovative learning interventions. He has designed award-winning corporate development programmes in the UK, seamlessly integrating synchronous and asynchronous digital delivery.
Katie Adgie
With 15+ years of experience in L&D, Katie provides an innovative and energetic learner experience.
Katie Adgie
Learning Development Consultant
Katie is a highly experienced learning facilitator with over 15 years in L&D. Her experience of creating, developing and embedding learning journeys has given her valuable insight and expertise in successfully managing the requirements of an organisation, alongside the individual learner needs.
A self-confessed L&D fanatic, Katie shares her extensive knowledge and passion with participants, providing an innovative and energetic learner experience in both virtual and face-to-face training environments.
Walid Galal
Walid has been a seller and professional trainer for over 20 years, speaking fluent Arabic and English and brings extensive Banking sector experience.
Shaun James
Head of Learning & Skills
Shaun has been a Learning and Development professional for 25 years, specialising in sales, negotiation and communication skills. His current role is as our Head of Learning and Skills, where he has responsibility for the quality of delivery across the international network of trainers.
Anders Hjort
One of our Regional Directors, Anders leads multinational behaviour change projects across various sectors.
Anders Hjort
Regional Development Director
As Regional Development Director and behaviour change expert at Huthwaite International, Anders takes a robust approach to change management, ensuring stakeholder buy-in, participant support, and clear communication of project goals for the highest chance of success and he understands how to bridge the gap between the different cultures across a breadth of different industries.
Rob Honeyman
Rob encourages an engaging environment that focuses on fostering wider exploration.
Rob Honeyman
Learning Development Consultant
Rob is a professional and affable personality with experience of delivering to groups of all sizes and has worked in L&D roles in a variety of sectors. Growing up in a military family, Rob has experience living and working in many different cultures in various countries. He currently delivers sales and negotiation skills development to Huthwaite International’s clients across the globe.
Marco Weijers
Marco, our Regional Director for Netherlands & Germany, leads global projects in all industries.
Marco Weijers
Regional Director
Marco has been Huthwaite’s Regional Director for Netherlands and Germany since 2003. His current role is underpinned by an impressive 20-year career in sales and sales management at leading companies in the field of medical supplies and technology.
Now primarily responsible for business development in the Netherlands and Germany, Marco and his team successfully deliver the full Huthwaite suite of programmes throughout those countries.
Ready to improve your commercial skills?
Complete the form below to find out how we can help your business reach its commercial potential.