This course provides the skills needed to cross-sell retail bank deposit products and services. The course explores the importance of cross-selling and focuses on steps in the cross-selling process: interpreting clues to customer needs, cross-selling solutions to match needs, responding to objections, and closing the sale or referring the customer to a specialist. Features and benefits of deposit products are compared to match solutions to customer needs. Participants receive tools for on-the-job use.
Any bank personnel in a position to discuss deposit products and services with customers. Participants should have a basic knowledge of their institution's products and services.
At the conclusion of the program participants will be able to:
Explain the importance of cross-selling
Describe typical bank products and their features and benefits
Interpret clues and identify customer needs
Cross-sell deposit product solutions that match customer needs
Respond to questions and objections from customers
Close the sale or refer the customer.
Note: Cross-Selling Deposit Products is printed on demand as ordered. The Participant's Handbook(s) and Trainers Guide may not be returned to ABA.
Participant's Handbook (c) 2007/rev.2011
$73.50 List Price
$47.25 Member Discount
$135 List Price
$ 95 Member Discount