This AIB course provides participants with the skills needed to identify sales and referral opportunities and provides confident and effective referrals. It supports the Relationship Selling model used in the course Introduction to Relationship Selling.

   Audience: Branch or operations personnel who initiate needs assessment but who are not involved in making or closing the sale, especially tellers, safe deposit and operations support staff

    Learning Objectives

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

• Describe what customers expect from your bank
• Use benefits statements to make the referral
• Make the “hand-off” to a specialist
• Identify follow-up situations and develop appropriate techniques

Enrollment Form

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