Uncovering the known and unknown needs, the current needs, and the future needs of your customers and prospects is the core of a needs assessment. During this session, we will focus on the effectiveness of open-ended and closed-ended probing questions and statements that take you to the financial recommendations for your customer or prospect. You will learn the steps to note-taking in three areas of financial need, pairing features of a product with one of the big five financial benefits, and which opportunity events to note for future follow-up.
WHO SHOULD ATTEND?
This interactive session will benefit those who lead new account representatives and those who open new accounts.
If you are having issues with registering online, please contact CBAO's Education & Training Coordinator, Lianne Simeone, (614) 610-1877.