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AIB - EFFECTIVE REFERRALS
Course Description:
This course will provides branch or operations personnel with the skills
to provide confident and effective referrals. By the end of the course,
students will be able to identify sales and service opportunities and
use benefits statements to make the referral.
Audience:
This program is designed for branch or operations personnel who initiate
the needs assessment but are not involve in making or closing the sale.
The audience may not see their roles as sales-related. They are
generally involved in transactional and service interactions with
customers.
Learning Objectives:
After completing this course, students will be able to:
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Describe what customers expect from their bank.
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Identify the four steps in the Effective Referral
Model.
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Identify sales and service referral opportunities.
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Match referral opportunities with the appropriate
financial need type.
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Make an effective referral using the appropriate
referral technique.
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Follow up with a customer when necessary.
Prerequisites:
Before proceeding through this course, students should have a basic
knowledge of their bank's or financial institution's products and
services.
Course Credits:
AIB: 0.25;
CEU: 0.5
Delivery Methods:
This course is available in the following formats:
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