Introduction to Relationship Selling
Course Number: ABA
Course Code: ABA
This course introduces the relationship selling process. Participants will practice selling skills and techniques, which support a customer needs-focused sales approach.
Any branch personnel involved with in-branch sales. Participants attending this workshop should have a working knowledge of their institution’s products and services.
After successfully completing this course, you will be able to:
-Describe what customers expect from their bank
-Identify techniques to effectively sell against the competition.
-State key differences between product-based selling and needs-based selling
-Identify the six steps of the relationship selling process
-Use sales skills and techniques to successfully move through the sales process:
Use rapport-building skills to set a relaxed, professional climate
Ask probing questions to identify customer needs
Match product/service to customer needs
Script feature and benefit statements
Respond to common customer objections
Close the sale