Program Description:
This course will give participants the tools needed to recognize factors that drive the need for small business credit, use profiling questions to better understand individual customer needs, and match bank credit products to customer needs. The features and benefits of small business credit products will be reviewed. Techniques will be discussed to aid in communicating credit decisions, including approval, counter-offer, and decline. Bank regulations related to small business lending will be reviewed.
After successfully completing this course, the student will be able to:
- Describe characteristics of the small business market that make it desirable for lenders
- Describe how business cycles drive the need for credit
- Ask questions to determine a business's life cycle and asset conversion cycle
- Identify typical borrowing causes and loan purposes
- Identify features and benefits of small business credit products
- Match business credit products to customer needs
- Use techniques for communicating credit decisions, including approvals, counter-offers, and declines
- Describe bank regulations related to small business lending, and the actions taken to ensure compliance
Who Should Attend:
Bank personnel responsible for selling credit products to the small business customer and/or responsible for identifying sales opportunities and referring small business lending prospects to the appropriate bank contacts.
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