(914) 834 4555
Selling and Credit Skills
Length 2 to 3 days
This course combines formal credit and sales training. Participants learn to plan the call, communicate with customers and prospects, and explain the bank’s products and services in a manner that focuses on benefits to the customer not simply the features of the product.
They become more knowledgeable with both business financial statements and tax returns. This gives them greater confidence in discussions with their business clients. They are taught the elements that go into an underwriting decision but would not be trained to do the underwriting themselves. They are trained to effectively communicate the credit decision (including declines) and cross-sell other appropriate bank products and services.
Upon completion of the course participants will be able to:
The Eensight approach is to customize all materials and case studies to reflect the lending environment actually experienced by the participant. Classroom lecture and discussion is supplemented by group exercises and role-play to keep the course both fast paced and interesting.
The class can be shortened to two days if participants have completed other sales training.
Who Should Attend?
This course is appropriate for anyone who works in a branch setting or in retail banking including: Branch Managers, Assistant Branch Managers, Small Business Lenders, Relationship Managers, and Portfolio Managers.
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