Relationship Selling to Small Business Customers

Course
Description:

This course covers how to apply foundational sales skills when selling banking products to small business owners. Using your skills effectively will help the customer see that, in the long run, he or she will save money, increase revenues, and run a business more smoothly. You are making a commitment to your customer to find the best way to solve his or her problem.

Audience:

Bank personnel who are new to the small business market and who are responsible for selling bank products and services to small business customers. It is suggested that participants attend the Fundamentals of Small Business Banking before taking this course.

Objectives:

After completing this course, students will be able to:

  • Identify the six steps in the relationship selling process
  • Use rapport-building techniques to establish a professional relationship with the small business customer
  • Interview small business customers by using open-ended and closed-ended questions to identify needs
  • Identify where a customer is in the business life cycle and the business operating cycle.

Delivery Options:

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

Note:  Relationship Selling to Small Business Customers is printed on demand as ordered.  The Participant's Handbook(s) and Trainers Guide may not be returned to ABA.

Participant's Handbook (c) 2006
Catalog #3003783
$73.50 List Price
$47.25 Member Discount


Trainer's Guide 
Catalog #3003809
$135 List Price
$  95 Member Discount



For more information about this product, please contact Customer Service .