At Questa, we believe that bankers who are valuable to their small-business clients and prospects set themselves apart from the competition. These bankers ask the right questions and know when to listen. They take time to understand their client’s business, solve the owner’s problems and provide them with tailored solutions.

Selling to Small Business is a one-day program divided into two segments. The first focuses on the process of managing a face-to-face sales conversation with a business owner. Participants learn the "negotiating ladder." They learn how to create permission, how to uncover a client’s pain and needs, and motivate them to action. They also learn how to determine who are the decision-makers, how to present a financial solution and create a proposal designed to gain a client’s commitment.