Program Description:
This AIB course introduces the relationship selling
process, and the skills and techniques that support a
customer-needs-focused sales approach. It provides
useful, must-have knowledge on sales techniques
including rapport building skills, matching needs and
products, responding to customer objections, and
instructions on how to close and follow-up sales leads.
After successfully completing this course, the student will be able to:
- Describe what customers expect from their bank
- State key differences between product-focused selling and needs-focused selling
- Identify the six steps of the relationship selling process
- Use sales skills and techniques to move successfully through the sales process
- Sell against the competition.
Who Should Attend:
All branch personnel involved with in-branch sales.
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