Introduction to Relationship Selling

Explores the Relationship Selling Process to improve selling abilities and pay attention to client needs and expectations by focusing on techniques to prepare for the first encounter with a new client; use verbal and nonverbal communication; use open and closed questions and listening skills; present products and solutions; handle client objections and sell against the competition; and close the sale.                   

Re-versioned: Aug. 2016

Learning Obj​​​​ectives

After completing this course, students will be able to:
  • Describe the six step relationship selling process and how it relates to meeting your client's expectations
  • Determine how to plan for the success of your sales interaction
  • Take action to set a relaxing, positive, and professional sales climate and establish credibility with your client
  • Determine how to uncover your client's needs by evaluating their situation
  • Ensure client satisfaction through the suggestion of appropriate products and solutions to meet their needs
  • Identify how to appropriately respond to client objections and concerns
  • Determine actions to close and follow up with a client


Bank personnel who are involved in sales activities in a retail-banking environment.

Course Credits

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

​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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