Needs-Based Selling

Needs-Based Selling offers logical steps for selling deposit products effectively. This course teaches how to conduct sales interactions with clients, and how to prepare for effective needs-based selling to maximize sales of deposit products and ensure client satisfaction. Course exercises provide opportunities to practice needs-based selling concepts through realistic client scenarios.

Re-versioned: June 2016
Updated: Oct. 2016

Learning Obj​​​​ectives

After completing this course, students will be able to:
  • Explain the importance of needs-based selling 
  • Describe typical bank products and their features and benefits 
  • Interpret clues and identify client needs 
  • Cross-sell deposit product solutions that match client needs 
  • Respond to questions and objections from clients 
  • Close the sale or refer the client


Any bank personnel in a position to discuss deposit products and services with customers.

Course Credits

ABA Certificates​: This course applies to the following ABA Certificates:

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​Questions? Please contact for more information.

 Benefits of Self-Paced Training

  • Ultimate flexibility
  • Quizzes to support learning
  • Mobile format available

 Registration & Pricing


Individual Purchase:
ABA Member • $95
Non-Member • $130

Purchase for a Team:
To license this course to your bank for multiple learners, please contact ABA Training.


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