Financial firms have been training their sales professionals for years on solution/consultative selling and have had limited success in overcoming old sales behaviors. The old behavior of pitching their product and services is much easier than developing skills that requires asking the right questions to uncover needs or problems and then determining how best to present the right solution. As a result, today only a small percentage of sales people have been able to achieve true mastery of the process.
TMC Group's training is the next evolution of solution or consultative selling. It provides sales people with insights on the current financial environment and how to work more effectively with their clients. The training lays out a clear roadmap on how to engage, qualify, and sell their firm's solutions.
Our consulting team examines the strengths and weaknesses of an organization through communication with executives, management, support staff and when appropriate clients.