Relationship Management and Team Selling Many financial institutions are seeking to meet a broad range of financial needs of their customers and to enhance customer loyalty and retention. Through its research, BPG has identified 4 levels of relationship, characterized by specific sales tactics and behaviors. In addition, BPG has identified the specific knowledge, behaviors, and aptitudes required to build trusted advisor relationships.

If understood and built purposefully, trusted advisor relationships can provide a significant competitive advantage.

Relationship building often involves a team approach to selling and serving a customer. To be successful, a team approach to selling requires clearly defined roles and responsibilities and a clearly defined and consistent process for working together. This is where financial institutions often fail.

BPG's Relationship Management system focuses on the roles and responsibilities of all of the members of the relationship team and on specific tactics for working together as a team to leverage the relationship and win more business.

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