Summary
The Sales Effectiveness for Finance Professionals course is designed to help finance professionals improve their ability to engage clients, deliver value, and drive meaningful conversations that lead to actionable outcomes. This practical course provides the skills, strategies, and confidence needed to approach sales conversations with a customer-first mindset, enhancing trust and success in your advisory role.
This course focuses on essential techniques to identify customer needs, overcome objections, and position financial solutions effectively.
Benefit to you
By completing this course, you will:
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Gain a structured approach to client meetings, ensuring confidence and clarity in communication.
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Develop effective sales and advisory techniques to increase client conversions.
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Improve objection-handling skills to overcome common client hesitations.
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Build stronger client relationships by offering financial planning solutions that truly meet their needs.
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Learn proven strategies for positioning financial services in a way that resonates with different client demographics.
This course is for:
This course is ideal for:
- Financial advisers and planners looking to improve their sales effectiveness.
- Banking professionals and credit union staff involved in client advisory roles.
- Sales representatives working in financial services.
- Insurance and investment professionals seeking to refine their client engagement skills
Delivery and Assessment
- Format: Online (On demand)
- 5 short modules followed by a short quiz to reinforce your learnings of each module
CPD
1 hours towards your annual CPD requirement with LIA.
Fee
€200 for LIA members
€250 for Non –LIA members
Certification of Completion
Upon completion participants will be awarded a Certificate of Completion from LIA.
Find out more
For more information about this course contact our education team education@lia.ie or call 01 456 3890
Alternatively you can register your interest here to receive more information.
This module explores the importance of financial planning and how advisors can confidently position their services. It emphasises how client needs vary and how to introduce financial planning discussions naturally, ensuring advisers ask the right questions and believe in the value they provide.
This module focuses on the importance of research and preparation before client meetings. Advisers learn how to structure effective pre-call planning, develop clear objectives, and articulate their value proposition. The module also covers handling objections and ensuring that financial discussions remain client-centric.
Advisers will learn how to conduct well-structured and engaging client meetings. This includes setting the right agenda, positioning financial products and services effectively, and using questioning techniques to uncover client needs. The module also covers how to ensure meetings are productive and aligned with compliance requirements.
This module highlights the critical role of fact-finding and active listening in the sales process. Advisors will develop the ability to gather essential client information, analyse financial goals, and tailor solutions accordingly. Key communication strategies, including questioning techniques and paraphrasing, are also explored.
This module empowers financial professionals with essential regulatory knowledge and best practices for client onboarding, from verifying identity and conducting due diligence to understanding AML and sustainable finance obligations. It also covers how to tailor advice and ensure product suitability while upholding consumer protection standards.
Key Dates
This course is available on demand, allowing you to complete the modules at your own pace. You will have access to the course content for 90 days from your enrolment date.
Delivery and Assessment
This online course, delivered on LIA Elevate, consists of six one-hour modules designed for self-paced, self-directed learning. Modules are completed sequentially, with each followed by a brief multiple-choice quiz to assess your understanding.
You can progress through the modules at your convenience, allowing you to manage your learning in your own time.