Relationship Sales for Small Business Clients Suite

Course Number: ABA

Course Code: n/a

This suite of three courses, two exercises, and one toolkit develops critical skills for retaining customers and meeting business goals. Gain a solid understanding of ways to meet small business clients’ needs through consultative or needs-based selling.

Completing this suite helps develop the key skills needed to create and sustain successful small business relationships. Through a blended-learning approach with micro-lessons, practice exercises and toolkits, lessons can be applied on-the-job immediately.


*Only available as a suite

  • Consultative Selling for Small Business Clients
    Discover how to best match products with your small business clients’ needs, and get tips on proposing product features and benefits.
  • Relationship Sales for Small Business Clients – Apply What You’ve Learned
    Practice applying consultative selling skills to small business client interactions.
  • Generating Leads
    Learn how to identify internal and external channels for building and managing relationships. Discover best practices for generating new leads and working with partners in the bank.
  • Preparing to Call on Clients
    Explore how to plan a call with a small business client using the Call Planning Model. Learn ways to strategize the actions you will take during a call to build your credibility and appear prepared and professional.
  • Sales Planning for Small Business Clients – Apply What You’ve Learned
    Practice applying sales planning concepts and skills to client interactions.
  • Relationship Sales for Small Business Clients – Learner Toolkit
    Investigate practical applications to increase learning retention, with plenty of additional reference materials.

The estimated time to complete these five courses and exercises is approximately 25 minutes. Students have access to the curriculum for one year from date of purchase.

Audience: Universal Bankers, Personal Bankers and Commercial Lenders looking to expand their portfolio; Community outreach personnel; Bank personnel who are responsible for servicing or selling to small business customers

Prerequisites: n/a

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Member Price: $135.00
Non-Member Price: $180.00
Textbook Charge: $0.00

Credits: 0.5 CFMP, 0.5 CLBB

Length: Approximately 25 minutes.

ABA Training