Program Description:
This AIB course provides participants with skills to
cross-sell bank deposit products and services. It
focuses on the importance of cross-selling and the
steps in the process: interpreting clues to customer
needs, cross-selling solutions to match needs,
responding to objections, and closing the sale or
referring a customer to a specialist. A visual aid
introduces the four-step cross-selling sales process with
product solutions.
After successfully completing this course, the student will be able to:
- Explain the importance of cross-selling both to
customers and to the bank
- Identify the steps in the cross-selling cycle
- Describe features and benefits of deposit products
- Interpret clues to customer financial needs
- Respond to customer questions and objections
- Close the sale, or refer the customer to the appropriate bank specialist
Who Should Attend:
Personnel who discuss deposit products and services
with bank customers.
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