This AIB course provides a systematic method for establishing a portfolio of new and existing clients. Participants learn to create useful sales tools, and identify opportunities to sell additional products and services using need-based selling techniques.

   Audience: Personnel who currently sell bank products to clients

    Learning Objectives

   At the conclusion of the program participants will be able to:

• Describe the benefits of utilizing a client portfolio system
• Create a paper-based client portfolio system categorized by clients with high, medium, and low need for additional products and services
• Effectively use a Client Profile Sheet, Client Conversation Register, and Portfolio Tracking Sheet to identify and track existing and additional products and services for clients
• Segment for easy access during focused sales campaigns and promotions
• Use client portfolios to increase cross-sell opportunities by using needs-based selling techniques
• Develop a script using key components for the first sales calls to portfolio clients

Enrollment Form

(Download and print from SER-CFT website, complete and fax to 904-354-1834)