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. 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 attend the Fundamentals of Small Business Banking before taking this course.

Learning Objectives

After completing this course, students will be able to:

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

Enrollment: To enroll in this course, please click on the link below for the registration form. Print and complete the form and submit it to your supervisor for approval. Then submit the approved form to your human resources department for processing.

Registration Form