Course
Description:

This course introduces the relationship selling process. Participants will practice selling skills and techniques, which support a customer needs-focused sales approach.

Audience:

Any branch personnel involved with in-branch sales. Participants attending this workshop should have a working knowledge of their institution's products and services.

Objectives:

At the conclusion of the program participants will be able to:

• Describe what customers expect from their bank
• State key differences between product-based selling and needs-based selling
• Identify the six steps of the relationship selling process
• Use sales skills and techniques to successfully move through the sales process:
  • Use rapport-building skills to set a relaxed, professional climate
  • Ask probing questions to identify customer needs
  • Match product/service to customer needs
  • Script feature and benefit statements
  • Respond to common customer objections
  • Close the sale
  • Follow up
• Identify techniques to effectively sell against the competition.

Delivery Options:

This course can be delivered in the classroom and is also a self-paced online course.