Relationship Selling to Small Business Customers


Describes six steps of the Relationship Sales Cycle. Explains effective verbal and nonverbal communication, and open-end and closed-end questions to listen to the business customer’s needs. Explores parts of transition and benefit statements, a process to handle business customer objections, and methods to recognize buying signals to close the sale.      

Updated: Jun. 2017
Re-versioned: Aug. 2016

Learning Obj​​​​ectives

After completing this course, students will be able to:
  • Identify the six steps in the Relationship Sales Cycle
  • Describe the key strategies for the small business market 
  • Create an impression of credibility and professionalism by using rapport-building techniques with small business customers
  • Identify where a customer is in the business life cycle and the business operating cycle to evaluate   their needs
  • Present product solutions that match customer needs
  • Respond to objections from customers
  • Close the sale and follow up with customers

​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.

Course Credits


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

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​Questions? Please contact training@aba.com 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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