Introduction to Relationship Selling

Introduction to Relationship Selling


Price: $95 members; $130 non-members

Member Online Enrollment | Non-Member Online Enrollment
This course is also available at discounted prices under an annual license. 
 A Learning Extension is available for this course.  Call or email for details.
Participant’s Handbook and Trainer’s Guide – Tools for in-house training

Handbook: Catalog #3003781 – $47.25 member; $73.50 non-member

Trainer’s Guide: Catalog #3003808 – $95 member; $135 non-member

Please note: Introduction to Relationship Selling is printed on demand as ordered.  The Handbook and Trainer’s Guide may not be returned.
Course Description:  Introduction to Relationship Selling explores the Relationship Selling Process to improve selling abilities and pay attention to client needs and expectations by focusing on techniques to prepare for the first encounter with a new client; use verbal and nonverbal communication; use open and closed questions and listening skills; present products and solutions; handle client objections and sell against the competition; and close the sale.
Audience:  Bank personnel who are involved in sales activities in a retail-banking environment.  Students should have a basic knowledge of their bank’s or financial institution’s products and services.
Learning Objectives:  After completing this course, students will be able to:
  • Describe the six step relationship selling process and how it relates to meeting your client’s expectations
  • Determine how to plan for the success of your sales interaction
  • Take action to set a relaxing, positive, and professional sales climate and establish credibility with your client
  • Determine how to uncover your client’s needs by evaluating their situation
  • Ensure client satisfaction through the suggestion of appropriate products and solutions to meet their needs
  • Identify how to appropriately respond to client objections and concerns
  • Determine actions to close and follow up with a client.
The Nebraska Bankers Association is a Local ABA Training Provider.
For More Information Contact:

Joanne Smith
Education and Member Information Coordinator

Nebraska Bankers Association / 233 South 13th Street, Suite 700 / PO Box 80008 / Lincoln, NE 68501-0008