Course Demos   Log Into ABA eLearning   AIB Overview   AIB Online Courses   AIB Textbooks RELATIONSHIP SELLING TO SMALL BUSINESS CUSTOMERS Self-paced online course - ABA eLearning  (length: 1.5 hours) Price: $95 members; $130 non-members Print Registration Form     Enroll Online This course is also available at discounted prices under an annual license.  A Learning Extension is available for this course. Call or email for details.  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 ·         Use rapport-building techniques to establish a professional relationship with the small business customer ·         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. The New York Bankers Association is a Local ABA Training Provider.