Program Description:
This course will walk participants through a complete sales cycle focusing on the unique needs of the small business customer. Using exclusively small business examples, participants will apply the operating cycle and life stages to evaluate needs and present solution. A profiling tool that addresses the specific needs of the different business types will be presented.
After successfully completing this course, the student will be able to:
- Describe what support small business customers expect from their banke.
- Identify the six steps of the Relationship Selling process
- Describe the banker's role to meet bank strategies for the small business market
- Use rapport building techniques to establish a professional relationship with the small business customer
- Interview small business customers by using open and closed-ended questions to identify needs and creditworthiness
- Use the Customer Profile sheet to record and organize information obtained during the interview process
- Identify banking needs and match products to those needs
- Apply techniques to respond to customer objections
- Close the sale and explain the need to follow-up with the small business customer
Who Should Attend:
Bank personnel who are new to the small business market and are responsible for selling bank products and services to small business customers. It is suggested that participants attend the Fundamentals of Small Business Banking course before taking this course.
|
