Creating value in Financial Services Selling

Programme Overview

Selling value to buyers today can feel like trying to stop a boulder that is hurtling towards the sales graveyard of commoditisation and discounting. The challenge is even bigger for the seller of financial services which has seen unprecedented changes in customers' buying behaviour, thanks to the digital revolution. “How do I, as a seller, build trust based relationships with a highly empowered customer, who has easy access to information, uses technology to access the services and is deemed to be low on loyalty?” - this question is paramount in the minds of organisations faced with the daunting task of building and keeping their clients.

However, the good news is that the buyers still seek trust, authenticity and clarity to help them synthesise value from their resources. Hence, sellers can differentiate themselves by delivering on those needs, provided they can unearth them in the first place.

This programme is designed to provide a framework to the sellers which can help them tweak their sales approach for deeper conversations. This obviously needs a well thought-through strategy based on building and sharing insights and moving away from the conventional wisdom of “persuading” a client.

Progamme Objective and Pedagogy

This course is designed to create best-in-breed financial sales professionals who excel at creating value for their customers in a highly commoditised industry and thereby, move up the value chain from being a “vendor” to a “ trusted partner”. Hence the programme aims to provide a comprehensive understanding of the key concepts and time tested approaches towards the complex task of services selling. It is a completely practice-oriented, skill based learning; through a combination of case studies, role-plays and live industry examples all the following aspects will be covered :

  • Appreciate the unique characteristics of services and understand the implications to marketers.
  • Apply the additional elements of the Marketing mix, to analyse marketing strategies determine the key drivers for success.
  • Lead generation and pipeline management, including “qualification” of opportunities.  
  • Basics of Account Management
  • Aligning the sales process to customers' buying process
  • Objection handling

Learning Outcomes

  • A deep understanding of the sector-specific challenges and customers' buying behaviour
  • Knowledge of fundamental concepts and their application in services selling  
  • Ability to influence the "buying vision" of the customer by a differentiated approach of engagement
  • Ability to build and retain deep and sustainable client relationships.

Who Should Attend

This programme is extremely relevant for professionals from the BFSI sector whose role entails business development, consultative selling and managing high stake customer accounts. This is also helpful for people wanting to switch to roles in personal banking/ wealth management/ corporate banking etc.

Programme Dates & Fees Details :

Mumbai Campus :


 05th-06th July,  2019


 09:30 a.m. - 5:30 p.m.


 Rs. 25,000 + 18% Taxes

Delhi Centre :




 09:30 a.m. - 5:30 p.m.


 Rs. 25,000 + 18% Taxes


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Discounts on Fees

 Early Bird for first 5 participants


 Group of 5 to 6 participants


 Group of 3 to 4 participants


 Bhavans Alumni ( SPJIMR, SPCE & SPIT)



Contact Details:

Mumbai Campus:

Contact person: Sonal Bajla
Tel:  +91 22 61454296/ 9167478295

Delhi Centre:

Contact person: Bharat Khanna
Tel:  +91 8130545577

Click for cancellation and refund policy


Bhavan's Campus
Munshi Nagar | Dadabhai Road,
Andheri West | Mumbai - 400 058, India
Reception: +91 22 61454200
Delhi Centre
Bharatiya Vidya Bhavan Campus, 3rd Floor
Gate No. 4, Copernicus Lane
Kasturba Gandhi Marg, New Delhi-110001
Tel: 8130545577, 011-23006871, ext-871 

Link to SPJIMR Location Google Map