Program Description:
This AIB course provides participants with the skills
needed to identify sales and referral opportunities and
provide confident and effective referrals. It supports
the Relationship Selling model used in the course
Introduction to Relationship Selling.
After successfully completing this course, the student will be able to:
- Describe what customers expect from your bank
- Use benefits statements to make the referral
- Make the “hand off” to a specialist
- Identify follow-up situations and develop appropriate techniques
Who Should Attend:
Branch or operations personnel who initiate needs
assessment but who are not involved in making or
closing the sale, especially tellers, safe deposit and
operations support staff.
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