Course Goal
This course moves participants beyond number crunching and shows how the commercial loan decision process works from beginning to end. They will learn to integrate financial analysis, cash flow analysis, forecasting, management assessment, business and competitive environment analysis, loan structuring and customer negotiation in the loan decision process.

Participants will analyze cash flow statements, perform sensitivity analysis, and develop a greater understanding of the effects of management style and financial management on the business.

Course Objectives
Upon completion of the course, participants will be able to execute the essential elements of a successful sale including:

• Prospecting and getting appointments
• Establishing contact and building rapport
• Probe for needs
• Provide solutions
• Handle objections
• Close the sale
• Cross sell and follow-up

Format and Timeframe
The course materials and timeframe are tailored to meet the needs of the audience; be they senior management, relationship managers, product managers or call center personnel. The training seminars and case studies give participants the tactics and skills they need to succeed in real world situations.

Who should attend?
Anyone within the organization who is in a customer contact role.