MIME-Version: 1.0 Content-Type: multipart/related; boundary="----=_NextPart_01CCFB9B.6A1FE6C0" This document is a Single File Web Page, also known as a Web Archive file. If you are seeing this message, your browser or editor doesn't support Web Archive files. Please download a browser that supports Web Archive, such as Microsoft Internet Explorer. ------=_NextPart_01CCFB9B.6A1FE6C0 Content-Location: file:///C:/AF2822B3/RelationshipSellingtoSmallBusinessCustomers.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="us-ascii" Southeast Regional Center for Financial Training, Inc

<= span style=3D'font-size:18.0pt;font-family:Arial'>Southeast Regional Center for Finan= cial Training, Inc.           =         

  

HOME<= /span>

            = ;            &n= bsp;            = ;            &n= bsp;            = ;            &n= bsp;            = ;      

 

AIB :Relationship Selling to Small Business Customers

 

 

Relationship Selling to Small Business Customers<= /i> covers how to apply foundatio= nal sales skills when selling banking products to small business owners. Using = your skills effectively will help the customer see that, in the long run, he or = she will save money, increase revenues, and run a business more smoothly.

You are making a commitment to your customer to find the best way to solve his or her problem.

 

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 take FUNDAMENTALS OF SMALL BUSINESS BANKING before taking this course.

Learning Objectives

After completing this course, students will be able to:<= /span>

  • Identify the six steps in= the relationship selling process
  • Use rapport-building tech= niques to establish a professional relationship with the small business custo= mer
  • Interview small business customers by using open-ended and closed-ended questions to identify n= eeds
  • Identify where a customer= is in the business life cycle and the business operating cycle

 

Enrollment Form

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

 

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