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RELATIONSHIP SELLING TO SMALL BUSINESS CUSTOMERS
Delivery Options: This course
can be delivered in the classroom and is also a self-paced online course:
·
ABA eLearning Self-paced online course
Price: $95 members; $130 non-members ENROLL NOW
·
Participant's
Handbook and Trainer's Guide -
Tools for in-house training
Handbook: Catalog #3003783
$47.25 member; $73.50 non-member
Trainer's Guide: Catalog #3003809
$95 member; $135 non-member
Publication
Order Form
Please note: Relationship Selling to Small Business Customers is printed on demand as ordered. The Handbook
and Trainer's Guide may not be returned.
Course Description: This course 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:
·
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
·
Identify
where a customer is in the business life cycle and the business operating
cycle
For further information, please call NYBA Professional Development at
212-297-1679 or elegg@nyba.com.
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