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PROGRAM INFORMATION

The NCBA is partnering with the American Bankers Association on a special launch of their Small Business Banker Certificate. This training is self-paced, with a launch date of Wednesday, February 10. Attendees will be given a roster of all participants to allow for peer discussion and networking while taking the course. The estimated time allotment for this program is 6.5 hours.

The ABA Small Business Banker Certificate is primarily for branch-based relationship managers who need the skills to build a relationship-centric sales approach, engage business customers to better understand their needs and appropriate solutions, handle objections, plan and execute the perfect sales call, and manage relationships, post-sales. This curriculum provides an approach to building trusted relationships with business banking customers and focuses on the process needed to identify sales prospects and close the deal, and not on making the credit decision.

Topics that will be covered are:

• Small Business Basics
• Small Business Operating and Life Cycle
• Communicating Credit Decisions
• Closing the Sale – Apply What You’ve Learned
• Consultative Selling for Small Business Clients
• Generating Leads
• Preparing to Call on Clients
• Presenting Credit Products
• Presenting Retirement Products
• Presenting Treasury Management Products
• Monitoring Small Business Relationships
• Conducting Site Visits
• Introduction to Analyzing Financial Statements
• Personal Tax Return Analysis
• Creating Sales Portfolios
• Managing Client Portfolios
• Planning a Call