Program Description:
This AIB course provides a systematic method for
establishing a portfolio of new and existing clients.
Participants learn to create useful sales tools, and
identify opportunities to sell additional products and
services using need-based selling techniques.
After successfully completing this course, the student will be able to:
- Describe the benefits of utilizing a client portfolio system
- Create a paper-based client portfolio system categorized by clients with high, medium, and low
need for additional products and services
- Effectively use a Client Profile Sheet, Client Conversation Register, and Portfolio Tracking Sheet to identify and track existing and additional
products and services for clients
- Segment for easy access during focused sales campaigns and promotions
- Use client portfolios to increase cross-sell opportunities by using needs-based selling techniques
- Develop a script using key components for the first sales calls to portfolio clients
Who Should Attend:
Personnel who currently sell bank products to clients.
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