Calling on Small Business Customers
Course Catalog | Registration
Calling on Small Business Customers teaches students how to plan effective calls with small business clients. It begins with an exploration of small business fundamentals including business legal structures/characteristics, types, needs/expectations, and operating/life cycles. Students then learn the Call Planning Model steps, and practice applying them with fictitious clients.
After completing this course, students will able to plan calls with a high degree of skill and confidence.
| Price |
$130 Nonmembers / $95 Members |
| Course Credits |
AIB: 0.25 |
| Prerequisites |
None. This course builds on the student's experience and skills in using a needs-based selling cycle. A basic knowledge of business/consumer products and services would also be useful. |
| Required Software |
None |
| Optional Software |
Adobe Acrobat Reader and RealPlayer |
Audience
Bank personnel responsible for face-to-face small business customer calls.
Learning Objectives
After completing this course, students will be able to:
- Describe small business fundamentals including business legal structures/characteristics, types, needs/expectations, and operating/life cycles
- Explain the importance of planning calls and setting call priority
- Identify call situations and associate them with the four call types: Introductory, Profiling, Presentation, and Follow-up
- Summarize and apply the Call Planning Model steps including:
- Identify internal and external resources for planning calls
- Formulate first and second goals for calls
- Strategize actions for calls including: opening a call, asking questions, responding to objections, and closing a call
Questions? Please contact training@aba.com for more information.
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