New employees generally have a positive work attitude, and it is good to do a good job. For account managers of loan marketing, in order to achieve a double harvest of marketing performance and interpersonal relationship, satisfy leaders and impress colleagues, they must learn more, listen more, watch more and run more.
First of all, we should learn the bank's loan management regulations, loan process, loan varieties, loan procedures and so on. When new employees arrive at the bank and are assigned to credit posts, they should be familiar with the bank's loan-related systems, regulations and processes as soon as possible. Only when you are familiar with all the knowledge related to loans can you use it flexibly in your future work. If a customer wants to talk to you about business, you will be speechless, and you have to look up the information or ask your colleagues. This is really ridiculous.
Secondly, learn from the old bank employees, listen to their experience and see their workflow. No matter where the new employee is assigned to the bank, he feels helpless and doesn't know where to start. At this stage, they can only ask what they don't understand, observe the working methods and processes of the old employees, and record the key points and difficulties of the loan emphasized by the old employees with notebooks.
Third, widely publicize and actively establish relationships with customers. We can mobilize friends and relatives to find customers with loan needs, and we can also introduce some customers with frequent loan funds needs through leaders or colleagues. If you are familiar with the work flow, you can sweep the streets and publicize, go door to door to learn about the economic situation of some merchants and residents, keep records at the same time, actively publicize the loan policy, and strive to let customers find you when they need loans.
It is not difficult to sell loans now. There must be more customers who want to borrow money than deposits, depending on whether they meet the loan conditions. Many bank account managers don't have to think about how to sell. When customers come to consult and meet the loan policy, they will start to handle it on the spot. In fact, loan sales are not difficult. On the contrary, it is becoming more and more difficult to sell deposits now.
Loan sales skills
Marketing is very important for credit managers, besides business ability, marketing is also very important, otherwise a series of combinations can not be made; Having customer resources, but not marketing, will only make customers think that you are unprofessional, so for credit salesmen, the following three mistakes can be avoided in the marketing process.
1
Not familiar with the bank's credit products.
As the saying goes: know yourself and know yourself, and you will win every battle. But now many credit managers have a problem, that is, they know little about the bank's credit products except their own products.
In fact, the products that can handle loans on the market are not complicated, and there are not so many product lines. It is nothing more than wage credit, commercial credit, real estate credit, social security provident fund credit, mortgage vehicle credit, policy credit, secondary mortgage of real estate, automobile mortgage, corporate financing and so on. As long as the credit manager summarizes the business for the customer, he can find the commonality of credit products.
2
Do not understand the needs of customers.
Understanding the needs of customers has become a commonplace topic. However, in the actual credit business, there are indeed many credit managers who don't know the needs of customers thoroughly enough. After a general understanding of customers' ideas, they began to ask customers to submit information and take the loan process, but this practice has certain risks.
Without a thorough understanding of customers' needs, the risks of banks will not be well controlled, and unreasonable situations may occur when designing credit schemes for customers.
As a professional credit manager, when doing credit business, you should understand that you are not lending for the sake of lending, but taking it as your responsibility to help customers solve the financial problem. If a credit manager doesn't even know the needs of customers, how can he design a set of credit service schemes suitable for customers?
three
The customer loan scheme is not reasonable enough.
The loan scheme is actually a fund matching scheme, which is easy to understand. How to design a reasonable credit scheme if you don't understand the needs of customers and the credit products of banks?
Generally speaking, a credit plan includes three steps:
1. Know the customer: qualification, capital demand, capital demand time, etc.
This link is mainly to help credit managers judge the attributes of customers and make financing plans.
Specifically, it mainly includes the following customer information:
Basic customer information: customer's name, ID card, spouse's name, ID card, date of mobile phone, applicant's mobile phone, business, company name, registration number and address of business premises.
Customer data list: identity data, work data, asset data, income data, residence data and social status data.
2. Make a financing plan: This step is to provide customers with a reasonable fund matching plan according to their needs and your understanding of their needs, which can reflect the professionalism of the credit manager.
3. Application: The customer starts to apply after matching the fund plan, which mainly reflects the service efficiency of the company.
In the whole credit business, the marketing performance of credit managers is often determined by internal and external factors, but the subjective initiative of credit managers largely determines the quality of marketing.
The best vocabulary for telemarketing loans
The best vocabulary for telemarketing loans
The best words for telemarketing loans, for different sales "lists", the effect of using different words by salespeople will be very different. The sales pitch of telephone loan is almost the same as other sales pitches. This is targeted and effective marketing. The following are the best words for telemarketing loans.
Best words for telemarketing loans 1
Loan telemarketing
First, the loan sales opening remarks
The word 1- is simple and clear.
Guest: Hello, where is it?
Credit Manager: Hello, excuse me, we are loan officers of xx Loan Company. Is there any demand recently?
Guest: No need.
Credit Manager: Never mind. You can spend two minutes learning about our loan products, and you can use them in the future if you need them, right?
Speech art 2- friend recommendation method
Loan officer: Hello, is this Mr. Wang?
Guest: Yes, who is it?
Loan officer: Hello, Mr. Wang, this is Xiao Li from xx Loan Company. Your friend Zhao Zong told me that you may need funds recently. He just borrowed money from us recently, so he asked me to contact you. I don't know when you need funds here!
Client: Mr. Wang? Who is manager Wang? I don't know!
Loan officer: Huh? He hasn't told you yet? I guess he's too busy to talk to you recently! He's not in a hurry, I'm in a hurry first! I'm really sorry!
Guest: Never mind!
Loan officer: Now that the phone call has been made, let me briefly introduce our products! It won't take you long. Is it convenient for you?
Speech 3- Humorous Methods
Loan officer: Hello, is this Mr. Wang?
Customer: Who are you? What can I do for you? )
Loan officer: Mr. Wang, I am sending you money!
Guest: Oh? What money should I send?
Loan officer: Well, my name is Xiao Li, and I am a loan officer of xx Loan Company. We specialize in unsecured credit loans. We can borrow up to 500,000 yuan, and we can lend money in about three days. If you need funds recently, you can come to us!
Customer: Didn't you say to send money?
Loan officer: There is interest on the loan, but I can treat you to dinner for free!
Speech 4- Pretending to be familiar with the law
Loan officer: Good morning, Mr. Wang!
Customer: Who are you? Can I help you?
Loan officer: I'm Xiao Li from xx Company. I contacted you some time ago and talked to you about the loan! Do you remember?
Customer: Why don't I remember?
Loan officer: Mr. Wang, you must be very busy recently! This is Xiao Li from xx Company. Our company specializes in unsecured credit loans, which can be lent within three days within 500 thousand! I should remember something this time!
Best vocabulary for telemarketing loans II
Knife penetration method
Credit Manager: Hello, I am a bank loan, unsecured, unsecured, and the fastest loan 1 day. Do you need it recently?
Customer: No need!
Credit Manager: Never mind. We can add a WeChat. If a friend asks you for money, you can recommend my WeChat to him. You won't be embarrassed to solve his problem, don't you think?
Guest: You can have this. Please add it.
Friendly reminder: Go straight to the list suitable for general quality, especially those who are uncertain or unfamiliar with the list type. This method is the most suitable. For example: calls from colleagues, list of joint numbers.
Invitation notification method
Credit Manager: Hello, is this Mr. Wang from XX Company?
Customer: Who are you? Can I help you?
Credit Manager: We are XX Small and Medium Enterprises Association. In order to help promote the development of enterprises in XX area, your company's conditions meet the conditions of our bank's credit loan support funds. The interest is XX to XX, and the maximum support amount is 20,000 to 500,000. I wonder how much money your company needs at present?
Customer: What information do you need?
Friendly reminder: this method is suitable for loans to enterprises or shareholders, and can be used by an association, a financial institution or an institution. For example, the credit card center allows you to apply for installment, and cooperation between certain institutions. Or XX company and XX enterprise cooperate to launch XX loan products.
Notification of new products and activities act
Credit Manager: Hello, is this Mr./Ms. XX?
Customer: Who are you?
Credit Manager: Hello, this is Manager Li who gave you a loan earlier. Now the company has introduced a new product with low interest. I think this product is more suitable for you. Do you need to handle it?
Customer: OK, what information do you need?
Friendly reminder: this method is most suitable for old customers or customers who have been rejected before, as well as the post-loan customer list of other channels, which will make customers feel your attention and then communication will be more convenient.
Pretend to be familiar
Credit manager: Good morning, Mr. Wang!
Customer: Who are you?
Credit Manager: This is Xiao Li from XX Company. I contacted you some time ago. Before that, you told me that you wanted to know about the loan. Do you remember?
Customer: I don't remember?
Credit manager: Mr. Wang, I guess you have been too busy recently! I'm from XX loan company. What is our company mainly engaged in? Unsecured credit loans, the application materials are also very simple, and you can lend money within 500,000 on the same day! Do you need funds now?
Friendly reminder: this kind of opening remarks requires you to know more about the customer's information, such as name, company, position, etc. This will improve the efficiency a lot, and customers will not feel so disgusted when dialing.
Friend recommendation method
Credit Manager: Hello, is this Mr. Wang?
Guest: Yes, who is it?
Credit Manager: Hello, Mr. Wang, this is Xiao Li from XX Loan Company. I was recommended by your friend Zhao Zong. He has just applied for a loan in our company. Let me ask you if you have any financial needs recently.
Guest: Zhao Zong? Zhao Zong who?
Credit Manager: Well, what does our company do? A loan? Interest? Do you think you have any needs?
Customer: So, what about your company's loan?
Credit manager: Our handling is also very simple? .
Best vocabulary for telemarketing loans 3
First, the opening formula
Hello! I'm manager Li of XXX company. Do you have any needs recently?
Yes, start asking about the demand.
No, I'm sorry to bother you. I wish you peace! Goodbye! Remember to send text messages or add customer wechat, which is convenient.
Contact you later!
Second, guide the in-depth formula
According to the different types of loans, ask customers whether to go to work or do business. If there are both, ask whether it is a legal person first.
Table,
What is the purpose of your loan? Be sure to ask what the loan is for and when it is needed. Want to borrow more
Less? How long will it take?
Third, the formula for office workers to sell electricity
Question: working hours, salary, average income, and whether there is comprehensive credit card debt.
Four, the merchant power marketing formula
Inquiry order: company information, whether the company is a legal person, and how long the company registration period will be publicized to the public.
Personal situation, average income, total credit card, other assets compared with other liabilities.
Five, the house and car sales formula
Is the house a mortgage or a full personal loan or how many square meters has it been provided for how long?
Is the car mortgaged? What's the price of naked cars? How many years have you used it?
Sixth, the opening remarks are simple and straightforward.
Guest: Hello, where is it?
Credit Manager: Hello, I am the credit specialist of xx Loan Company. Do you need it recently?
Guest: No need.
Credit Manager: Never mind. You can take two minutes to learn about our loan products, and you can send them later if necessary.
Yes, you're right!
Seven, opening remarks, friend recommendation skills
Loan officer: Hello, is this Mr. Wang?
Guest: Yes, who is it?
Loan officer: Hello, Mr. Wang, this is Xiao Li from xx Loan Company. Your friend Zhao Zong told me that you may need funds recently.
Yes, he just borrowed money from us recently, so let me contact you too. I don't know when you need it
Where is the money!
Client: Mr. Wang? Who is manager Wang? I don't know!
Loan officer: Huh? He hasn't told you yet? I guess he's too busy to talk to you recently! He's not in a hurry. I'm here.
First hurry! I'm really sorry!
Guest: Never mind!
Loan officer: Now that the phone call has been made, let me briefly introduce our products! It won't take you long.
Room, is it convenient for you?
How to do a good job in loan sales
First, make clear which market to develop, and then find out where this market is in your area, so that you can systematically publicize and develop and occupy this fast market more quickly.
Secondly, credit staff should have strong professional knowledge and business skills, and colleagues who solve customer problems should be able to promote our loan projects according to the actual situation of customers.
Thirdly, as an excellent credit worker, we need not only good professional knowledge, but also rich relevant knowledge, which requires us to "know ourselves and ourselves" and make our relationship with customers closer.
Fourth, credit personnel must have comprehensive analytical ability, so that credit evaluation and decision-making can be based on scientific, reliable, safe and basic conditions, and the loan risk can be minimized.
Finally, loan officers should have a deep foundation in the superficial ability of language and writing. Otherwise, it will directly affect the image and service quality of loan officers. This requires that the loan officer must have a series of positive, effective and strict organization and coordination, be good at coordination, be humble and impatient, be rude and informal, and fully display the good image of himself and the Postal Savings Bank.
Ways to find customers:
Find some effective phone numbers through your own channels, make strange phone calls, conduct telemarketing, and introduce yourself as a lender by phone. Pay attention to polite language when making a phone call, and don't disturb others when they are resting.
Send messages in groups by mobile phone, edit short messages in advance for your business, send them to others in groups, and spread the net widely.
Go to the street, go to crowded places, and send out your company's publicity pages. Remember to leave your phone number on it. Remove the company number so that others can contact you directly if they need it.
By going to some office buildings, office buildings, residential quarters and other places, we will promote our business by sweeping the buildings.
Start the circle of friends and classmates around you and let them introduce you. If you succeed, you can give some benefits to your friends and classmates, please eat and so on. In your own way.
Cooperate with classmates from other companies. For example, if a person doesn't have enough money to borrow from other companies, he can go to his own company to refinance through the introduction of fellow salesmen, and then return the commission to the introducer.
Promote business through self-media promotion, such as Weibo, WeChat, QQ Space, QQ and other channels.
The other is to serve the well-developed customers and make secondary sales in the future.
Credit sale method: a way for newcomers to open 1 million during the probation period.
Many new sales people have experienced such distress: they are full of confidence and enthusiasm during on-the-job training, but after they officially take up their posts, they don't open a single order for a month or two, and it is difficult to become a full member. Some people give up at this time, and those who stay continue to suffer. Can they do it in the face of severe assessment? Can I pay the bill? Can you stay in the company?
How to successfully pass this test period and then become a full member is a problem that every novice salesman should seriously consider. Of course, it's really lucky not to arrange some "lucky" friends and make the order in a few days. But this is only a special case after all. So what can I do to give it to Bill as soon as possible?
At this time, we must calm down, stop calling customers blindly, and make an analysis based on the fact that Sharif should always inspire his own advantages when selling, because we have been familiar with the business for some time, contacted some customers, and the customer base has accumulated to some extent. At this time, what we need to do is to find out the accumulated intentional customers, study them carefully, analyze them one by one, find out the most interested customers with Serif's customer intention vertical and horizontal method, and then study them carefully.
Usually, you have been in contact with customers for some time, but customers still don't place orders for the following reasons:
1: customers are unfamiliar with you, don't understand you and don't trust you. Some people don't quite understand. What does sales have to do with this? People who have this idea may not perform very well. Let me give you an example: take our credit industry as an example. When applying for a loan, customers should explain their own situation in as much detail as possible, including personal assets, income, liabilities, marriage, harmonious relationship between husband and wife, school where they graduated, and even whether they are in arrears with telephone bills, which means that customers are basically streaking in front of you. Do you think that if it were you, you would casually disclose your personal information to an unfamiliar salesman?
2. The customer has not fully understood your company, products or services, and is not sure what benefits your products or services can bring him; Among them, the company's situation includes company strength, word of mouth, market recognition and so on. I won't elaborate on this point. Everyone knows how to solve it.
3. It's easy to understand that you didn't dig out the real needs of customers, which led to customers' disinterest in the solutions you provided. For example, customers care about after-sales products, but you have been talking about product quality. If it were you, would you place an order?
4. The image of the product or service is not well shaped, and the real value is not highlighted, which makes customers hesitate on the price and think it is not worth spending so much money!
5. The reason why customers lack buying is also crucial. Why do customers buy? Why buy it now? Why should I buy it from you?
The biggest problem of new salespeople is that they do things blindly, lack serious and in-depth thinking, waste time and energy in meaningless busyness, and as a result, they are tired to death and have not achieved results. More sales of dry goods will be deducted from Yang Jun (2952 1 127 1 Verification 397). I'll tell you everything.
Skills and vocabulary in loan sales.
(1) Keep a good attitude.
In sales, rejection is normal. What is abnormal is that no one refuses us. In that case, we don't need to run business. Have 200% confidence in your products and services, and be very optimistic about the market prospects of your products. It is their loss that others don't use or need our products or services. At the same time, it summarizes several advantages of its own products.
(2) Be good at summarizing.
We should thank every customer who refuses us. Because we can learn from them why we are rejected. After each call, we should record the way they rejected us, and then we will sum up how to solve similar problems next time. The purpose of doing this is to make us confident enough to solve common problems again, without fear or fear.
So much for the introduction of how to make a sales loan.