Case Studies

Challenge

Genworth Financial provides lifestyle insurance, mortgage protection and accident insurance, focusing on customer financial goals. Genworth wanted to introduce more consistency, clarity and structure to its sales process in addition to developing core sales competencies to further enhance sales performance. Genworth wanted advisors from all over Europe to take part, in 3 separate training sessions.

Solution

Natural Training developed a 1 ½ day training workshop to integrate with an internal training programme. This workshop established 'The Genworth Way' - a professional approach to the sales cycle giving a solid structure for success. Over the course of the workshop the team focussed on planning tools to recognise the phase of the sale and how to move to the next phase, objection handling skills to ensure every opportunity to close is capitalised upon and closing skills that will seal more business than ever before.

In addition to giving consistency and development of the skill set within the team, it has also given them the confidence and ability to aim high within target organisations and the ability to introduce new product lines to create opportunities and improve product penetration.

"I simply had to write to express my appreciation of your team's highly successful delivery of our sales training programme in June. Natural Training did a brilliant job and the material itself was spot on. The feedback from the delegates was better than I could have hoped for. We are already planning to schedule a third session of the same programme for the third or fourth quarter. On top of this my mind is racing with ideas for using your expertise to deliver against other training opportunities for our commercial team."
Marc Merel, Commercial Effectiveness Leader, Genworth Financial