7 Class Hours

Instructor: Stan Viner

This course will give you foundational “sales skills” needed to approach current and potential clients as they consider adding new financial products or services from your bank. We will discuss the basics needed in client focused sales situations as well as the tenets needed in approaching Retail clients vs. Commercial clients. While there is common ground between the two “sides” of the house (Retail vs. Commercial), there are also notable differences. A better understanding of these differences will improve your approach in any sales situation – while staying “Client Focused” as you work with your customers. Additionally, we will dedicate a considerable amount of time working on the best way to approach a person or company representative during a sales engagement and how to gain client trust.

Annual School Session

Second/Third Year, Second Week Elective Course

Track: Innovation & Engagement