This AIB course provides participants with skills to cross-sell bank deposit products and services. It focuses on the importance of cross-selling and the steps in the process: interpreting clues to customer needs, cross-selling solutions to match needs, responding to objections, and closing the sale or referring a customer to a specialist. A visual aid introduces the four-step cross-selling sales process with product solutions.

   Audience: Personnel who discuss deposit products and services with bank customers

    Learning Objectives

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

• Explain the importance of cross-selling both to customers and to the bank
• Identify the steps in the cross-selling cycle
• Describe features and benefits of deposit products
• Interpret clues to customer financial needs
• Respond to customer questions and objections
• Close the sale, or refer the customer to the appropriate bank specialist

Enrollment Form

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