Description: Calling on Small Business Customers provides provides guidelines on how to plan effective calls with small business clients. It explores the steps in the Call Planning Model and focuses on gathering resources and identifying goals for the call. This course also provides steps to strategize the actions to take during the call.

Audience: Bank personnel who are responsible for face-to-face small business customer calls.

Learning Objectives: After completing this course, students will be able to:

• Identify the importance of planning calls and setting call priorities
• Use the Relationship Selling Model and the Call Planning Model as tools for building and maximizing client relationships
• Develop action strategies to help you successfully close a call and build a strong business relationship.