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AIB - RELATIONSHIP SELLING TO SMALL BUSINESS
CUSTOMERS
Course Description:
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.
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 take
Fundamentals of Small
Business Banking before enrolling in this course.
Learning Objectives:
After completing this course, students will be able to:
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Identify the six steps in the relationship selling
process
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Use rapport-building techniques to establish a
professional relationship with the small business customer
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Interview small business customers by using open-ended
and closed-ended questions to identify needs
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Identify where a customer is in the business life
cycle and the business operating cycle
Prerequisites:
There are no prerequisites for this course, but it is suggested that
participants take
Fundamentals of Small Business Banking before enrolling in this
course.
Course Credits:
AIB credits: .25;
ICB credits: 2.5
Delivery Methods:
This course is available in the following formats:
For further
information, please call Elisa Legg at 212-297-1679 or
elegg@nyba.com.
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