AIB Relationship Selling to Small Business Customers (AIB 7762)

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The AIB course walks participants through a complete sales cycle- from evaluating needs to responding to objections- focusing on the unique needs of the small business customer. Participants apply the operating cycle and life stages to evaluate needs and present solutions.

Delivery Options

In-Person and Self- Paced Online

Audience

Personnel who are new to the small business market and are responsible for selling bank products and services to small business customers.

Learning Objectives

After successfully completing this program, you will be able to:

• Identify the six steps of the relationship selling process.
• Interview small business customers by using open and close-ended questions to identify needs and creditworthiness.
• Use the customer profile sheet to record and organize information obtained during the interview process.
• Apply techniques to respond to customer objections.

Enrollment Form

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