Introduction to Relationship Selling

Course Number: ABA

Course Code: ABA

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

Audience
Any branch personnel involved with in-branch sales. Participants attending this workshop should have a working knowledge of their institution’s products and services.

Learning Objectives
After successfully completing this course, you 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: n/a

Prerequisites: None

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