ABA SELF-PACED ONLINE TRAINING
Part I – Planning the Call
Provides a planning strategy for professional bankers to prepare to make calls to clients. This course focuses on client profiles that are specific to each client or order to evaluate sales potentials. To keep the reason for the calls focused and to make clients feel at ease from the start, this course explores the importance of creating call objectives, scripted introductions and questions.
Part II – Making the Call
Provides a strategy for professional bankers to make calls to clients in the most professional manner possible. It focuses on the unique challenges of telephone sales and the three-step approach to overcome clients’ objections when presenting product features and benefits. This course explores appropriate ways to close the sale using the assumptive close, and six tips for using a system to follow up with clients.
Banking professionals who are familiar with the basic sales cycle and who need to plan outbound telephone service and sales contacts with an assigned customer portfolio.
The New York Bankers Association is a Local ABA Training Provider.
- Establish a rapport and gain customer interest
- Make an effective teleconsulting product presentation
- Use scripts to handle common teleconsulting objections
- Use an organized follow up system
NYBA Professional Development at (212) 297-1679