Introduction to Relationship Selling

Course Number: IRS1

Course Code: ABA 4504

This course introduces the relationship selling process. Participants will practice selling skills and techniques, which support a customer needs-focused sales approach.

After completing this course, students will be able to:

-Describe what customers expect from their bank

-Identify techniques to effectively sell against the competition.

-State key differences between product-based selling and needs-based selling

-Identify the six steps of the relationship selling process

-Use sales skills and techniques to successfully move through the sales process:

-Use rapport-building skills to set a relaxed, professional climate
-Ask probing questions to identify customer needs
-Match product/service to customer needs
-Script feature and benefit statements
-Respond to common customer objections
-Close the sale
-Follow up

Audience: Bank personnel who are involved in sales activities in a retail-banking environment

Prerequisites: n/a

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