Southeast
Regional Center for Financial Training, Inc.
AIB Relationship Selling to Small Business Customers
Relationship Selling to Small Business Customers covers
how to apply foundational sales skills when selling banking
products to small business owners. This course explains how
using effective skills will help customers see that in the long
run, they will save money, increase revenues, and run a business
more smoothly. This course also stresses the importance of
committing to finding the best way to solve customer problems.
REVISED 2009
Delivery Options
Self-Paced Online
Audience
Bank personnel who are new to the small business market and who are responsible for selling bank products and services to small business customers. It is suggested that participants attend the Fundamentals of Small Business Banking before taking this course.
Learning Objectives
At the conclusion of the program participants will be able to:
Identify the six steps in the relationship selling process
Describe the key strategies for the small business market
Use rapport-building techniques to establish a professional relationship with the small business customer
Identify where a business is in the business life cycle and the business operating cycle
Present solutions that match customer needs
Name the steps for handling objections
Close the sale and follow up with customers
Download and print an enrollment form from here, complete and fax to 904-354-1834
