Relationship Selling to Small Business Customers
Course Catalog | Registration
Relationship Selling to Small Business Customers 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.
| Price |
$130 Nonmembers / $95 Members |
| Course Credits |
AIB: 0.25 ; ICB: 2.5 CPB |
| Prerequisites |
None, but it is suggested that participants attend the Fundamentals of Small Business Banking before taking this course. |
| Required Software |
None |
| Optional Software |
Adobe Acrobat Reader and RealPlayer |
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.
Learning 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
Questions? Please contact training@aba.com for more information.
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