Our sales and coaching training services cover essential skills and disciplines that develop competency in relationship sales. Our training focuses on creating win-win relationships and building long-term relationships with customers and clients.
Our training programs are available in multiple formats and can be customized to suit your unique needs. Choose from either online programs or on-site programs at your office location.
Getting the opportunities to help people.
Creating solutions based on their needs.
Delivering value as a true partnership.
Keeping everyone focused and improving.
Learn how to identify the unique characteristics of your client’s personality and align your approach to build greater rapport, understanding, and trust. With deeper understanding, you can accurately assess your client’s needs and create mutually satisfying deals that make money for your client and your organization.
Embrace the value of service excellence and gain the skills and process training to deliver a higher level of services that ensure the customer’s needs are met in the initial account opening and long after. The Customer Care System™ ensures happier customers, increased job satisfaction among the staff, and more sales.
This one-day training program teaches participants to effectively make that first important step to “hook” the customer. Review your organization’s existing sales infrastructure, so we can customize the training for your particular situation as necessary.
Develop a robust service and sales culture and build a referral infrastructure, including source tracking, destination tracking, efficient referral transmittal, effective referral documentation, summary reporting, performance accountability, and coaching by managers. Read this ebook for helpful guidelines for referral source development.
Build a solid sales and service culture focused on maintaining asset quality, achieving high-quality core earnings, developing superior service, providing for overall revenue growth, and retaining the best staff. We provide the resources you need to address the weak links that inhibiting your success.
Take our three-day Relationship Sales Workshop to learn and practice a process that proves highly effective in increasing sales, including role playing and sales instruction aides. Designed for Senior Management, Trust and Wealth Management Relationship Managers, Investment Representatives, Private Banking Representatives and Loan Officers.
The true evidence of a sales culture is a market-driven focus and orientation woven throughout the fabric of an organization. In all but a few financial institutions, this environment is being developed, but it also must be managed on a continuing basis. Management of the selling function requires planning, setting goals, training, reporting, one-on-one sales coaching, and sales meetings to keep your team motivated. We can help you effectively manage your full or part-time sales force and train your staff to become onsite sales managers.
Our sales management workshop provides the skills and sales management training you need to lead your organization’s sales efforts and train unit mangers as sales leaders. We review planning, establishing sales goals, management information tools, quantitative and qualitative evaluations, sales coaching, and leading effective sales meetings – providing the tools you need to effectively manage your full or part-time sales force.
You need to make sure your clients are happy, because happy clients are more likely to be loyal, long-term clients and provide your best opportunities for business growth through referrals. A client survey lets you see your business through the eyes of your clients and provides early warning signs when you need to address emerging issues. We facilitate the survey process including receipt of responses and collation and collaborate with you to evaluate survey results and identify the key areas considered critical to client satisfaction.
Personal is an individualized approach to sales and performance improvement that focuses the sales person’s efforts on the activities that are most important in the sales process. It is ideal for any sales person that wants to move to the next level of production, new sales people learning to apply a sales process, sales people struggling to meet increased expectations, and one-person departments where there are no internal support systems for coaching.
This one-day program focuses on management issues (including metrics to evaluate department performance) and the regulatory issues important for the oversight body to understand. It provides practical, usable information that can equip Board Members and Bank Executives for their role and responsibility in Trust oversight. The course is delivered on-site.
The first step in any improvement program is an assessment of the current situation. Understanding your employees’ specific needs is critical if training is to be successful. We tailor our instruction to fill the gap between your team’s current skill level and what’s needed to meet your business goals. By including employees in the process, our needs assessment process helps get employee buy-in to training and skill development as essential to meet individual and company goals.
Client experience often varies widely depending on the trust officer, resulting in uneven service quality and regulatory risk. Without a unified framework, organizations struggle to meet both client expectations and examiner standards.
Pohl Consulting and Training, Inc. helps institutions build client experience infrastructure, including service models, communication standards, and workflow expectations that create consistency across teams. We developed this offering because organizations repeatedly told us they wanted predictable, uniform service, but they lacked the time and expertise to design the system internally.
Clients often report that onboarding feels confusing, overly technical, or disjointed because wealth and trust onboarding spans legal, operational, and communication functions. Industry-wide, this is a major point of early dissatisfaction and increased attrition.
Pohl Consulting and Training, Inc. works with institutions to redesign new client onboarding, creating clearer steps, better communication templates, and more client-friendly workflows. We introduced this solution because we observed that a well-structured onboarding process dramatically increases client engagement, advisor confidence, and long-term loyalty.
Most institutions know they need segmentation, but struggle to define tiers, assign the right service levels, and communicate differences to staff. Inconsistent segmentation leads to over-servicing some clients and under-servicing others.
Pohl Consulting and Training, Inc. helps organizations build client segmentation and tiering models that reflect client complexity, revenue, and strategic importance. We developed this service after seeing countless trust teams exhausted by trying to treat every client the same, a model that is neither scalable nor aligned with fiduciary best practices.
Many trust / wealth departments hesitate to define service standards because they fear creating unrealistic commitments. Yet regulators increasingly expect formalized standards, and clients expect clarity and predictability.
Pohl Consulting and Training, Inc. creates service standards by line of business, helping define what “excellent service” looks like in a way that is achievable and sustainable. We launched this offering because institutions struggled to balance client expectations with operational capacity. They needed a practical, implementable framework.
Institutions often find that client meetings vary dramatically in structure, preparation, follow-up, and documentation. This inconsistency affects client satisfaction and increases compliance risks.
Pohl Consulting and Training, Inc.’s Client Meeting Enhancement process introduces standardized meeting agendas, preparation guides, and follow-up procedures that elevate both the client experience and the advisor’s confidence. We created this offering because client meetings are the primary relationship touchpoint, yet they are often the least standardized part of client service.
Many trust / wealth departments operate with legacy processes, undocumented routines, and informal delegation, creating duplicated effort and delayed client responses. Industry-wide, this is a frequent source of client frustration.
Pohl Consulting and Training, Inc. maps and redesigns client service workflows, clarifying who does what, when, and how handoffs occur. We built this service because leaders consistently told us that their teams were not working efficiently, consistently, or with shared expectations.
Clients increasingly expect timely, clear communication, but many institutions struggle to strike the right balance between transparency and overload. Industry trends show clients prefer fewer, more meaningful touchpoints with clear expectations.
Pohl Consulting and Training, Inc. helps design communication frameworks that define cadence, messaging guidelines, and client-friendly templates. We developed this offering to help organizations communicate more effectively while reducing noise and maintaining regulatory clarity.
Even when staff want to provide great service, disjointed systems and outdated processes limit their ability to do so. Many institutions rely on work-arounds that create inconsistency and slow response times.
Pohl Consulting and Training, Inc. evaluates and redesigns client experience systems and structures, ensuring workflows, tools, and roles support high-quality delivery. We introduced this offering because institutions needed practical, step-by-step improvements to create modern, responsive service without expensive overhauls.