In the dynamic and competitive world of financial services sales, whether traditional asset management or fintech, staying ahead of the curve and abreast of processes is crucial for not only success but diversifying business. We have demonstrated some of the most effective sales techniques tailored towards the financial services b2b channel, with the hope that it will help others build stronger client relationships to achieve great results.

It seems the most logistical way to approach clients, but it hasn’t always been viewed that way. During an interview, I once asked what made a candidate so successful and they replied with “if my client has a problem, I will give them a solution, if my solution doesn’t work then I’ll keep the relationship until it does”. Clients are seeking more than just products; they want comprehensive solutions that address their specific challenges and deliver tangible value. The relationship with your client is deepened when you begin to understand their pain points, conducting in-depth needs analysis, and presenting customized solutions that align with their business goals. In the event that your product suite doesn’t fit the desired solution, then being honest and keeping the relationship can be far more lucrative than overselling a service.

Similar to Solution - Oriented Selling, positioning yourself as a trusted advisor is vital. It is simple to adopt a consultative based approach by actively listening to your clients, asking insightful questions, and offering expert guidance and advice. It is important to keep on top of industry knowledge, so that you are able to share relevant insights, and provide strategic recommendations that showcase your expertise. By acting as a consultative partner, you build credibility, foster long-term relationships, and position yourself as a useful resource.

Both approaches lend themselves into relationship building, which is paramount in any b2b sales environment. Relationship building must occur through regular communication, including face-to-face meetings, phone calls, and personalized emails. It also is about showing a genuine interest in client business and seeking opportunities to add value outside of immediate sales transactions. By building trust and rapport, you position yourself as a reliable partner and increase the likelihood of repeat business and referrals.

As B2B service sector sales professionals, mastering effective sales techniques is key to achieving success in all markets. By embracing solution-oriented selling, adopting a consultative approach, building strong relationships, focusing on value, and continuously learning and adapting, you position yourself as a trusted partner to your clients. Embrace these techniques, adapt them to your specific market and clients, and watch your sales thrive in the ever-evolving B2B service sector.