Southeast Regional Center for Financial Training, Inc.

AIB Introduction to Relationship Selling (AIB-4504)

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This AIB course introduces the relationship selling process, and the skills and techniques that support a customer-needs-focused sales approach. It provides useful, must-have knowledge on sales techniques including rapport building skills, matching needs and products, responding to customer objections, and instructions on how to close and follow-up sales leads.

Delivery Options

In-Person, Self-Paced Online 

Audience  

All branch personnel involved with in-branch sales

Learning Objectives

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

• Describe what customers expect from their bank
• State key differences between product-focused selling and needs-focused selling
• Identify the six steps of the relationship selling process
• Use sales skills and techniques to move successfully through the sales process
• Sell against the competition

Enrollment Form

Download and print an enrollment form from here, complete and fax to 904-354-1834