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.

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