P E N N S Y L V A N I A   B A N K E R S   A S S O C I A T I O N A Provider of AIB Products Relationship Selling to Small Business Customers
Course Description: Relationship Selling to Small Business Customers covers how to apply foundational sales skills when selling banking products to small business owners. This course explains how using effective skills will help customers see that in the long run, they will save money, increase revenues, and run a business more smoothly. This course also stresses the importance of commitmenting to finding the best way to solve customer problems. Audience: Bank personnel who are new to the small business market and who are responsible for selling bank products and services to small business customers. It is suggested that participants attend the Fundamentals of Small Business Banking before taking this course. Learning Objectives: After successfully completing this program, you will be able to:   • Identify the six steps in the relationship selling process   • Describe the key strategies for the small business market   • Use rapport-building techniques to establish a professional relationship with       the small business customer   • Identify where a business is in the business life cycle and the business operating cycle   • Present solutions that match customer needs   • Name the steps for handling objections   • Close the sale and follow up with customers Course Credits: AIB: 0.25 ; ICB: 1.75 CPB, CBT, CCSR Prerequisites: None, but it is suggested that participants attend the Fundamentals of Small Business Banking before taking this course. Required Software: None Optional Software: Adobe Acrobat Reader and RealPlayer Cost: Members $95   •   NonMembers $130       Forms Page ... Registration ... Requests ... Withdrawal PBA Contact: Jackie Catalano • (717) 255-6939 • jCatalano@paBanker.com
This educational opportunity is brought to you by Pennsylvania Bankers Association