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

Product-led conversations

Teams default to feature comparisons and rate discussions instead of uncovering client priorities and quantifying measurable ROI.

Crowded market commoditisation

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

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

Concessions

Inconsistent negotiation skills lead to unnecessary fee reductions that erode profitability, damage positioning, and set unsustainable pricing precedents.

Missed differentiation

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.

ROI conversations

Differentiate through value

Arm relationship managers to articulate unique value propositions that influence credit committees, investment boards, and procurement – even when offerings appear similar.

Differentiate through value

Confidently defend pricing

Eliminate margin-eroding fee concessions through structured negotiation strategies grounded in demonstrated value and competitive positioning.

Confidently defend pricing

Impact bottom line

Our training programmes are designed to deliver sustainable behavioural change, ensuring long-term impact on revenue and profitability.

Impact bottom line

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.

SPIN Selling

SPIN Selling

Generate more sales and reach higher levels of customer satisfaction.

Complex Negotiation

Complex Negotiation

Learn proven techniques that deliver measurable results in real-world complex scenarios.

Sales Opportunity Management

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

Fifty years of research

Global reach

Trusted by businesses in over 100 countries

Global reach

Behaviour change that lasts

We don’t just train skills – we help you embed them for sustainable success

Behaviour change experts

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.

Ready to improve your commercial skills?

Complete the form below to find out how we can help your business reach its commercial potential.