Relationship Selling to Small Business Customers

Relationship Selling to Small Business Customers


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.
Course Description:  Relationship Selling to Small Business Customers describes how customer expectations can be met in each of the six steps of the Relationship Selling Process. It focuses on planning for a successful interaction and how verbal and nonverbal communication affects the customer’s first impression. This course also provides techniques on how to effectively use open-end and closed-end questions and listen to the customer’s financial needs based on business and operating cycles. This course explores ways to present products solutions by using transition and benefit statements. It also presents a three-step process to handle the customer’s objections. This course offers methods to recognize the business customer’s buying signals and close the sale.
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 take Fundamentals of Small Business Banking before enrolling in this course.
Learning Objectives:  After completing this course, students 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 customer 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.
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