This is not easy to do.
The sales of China Merchants Credit Card is a credit card business, and the working form of credit card business is doomed to have no great future. It is not the low salary, but the low job growth.
The reason for poor credit card sales may be that in cities, especially first-and second-tier cities, everyone has several credit cards, and the number of credit cards is almost saturated. In some rural areas, it is completely a seller's market, and people who handle credit cards have to give gifts to banks.
Is credit card sales easy to do?
It is not easy to do, but hard work can work miracles.
Sales in any industry are easy to do, but difficult to do depends on your standards. To become a sales elite requires a lot of efforts and high emotional intelligence, which are essential. Credit cards, in particular, involve finance, which requires not only professional storage, but also standardization of services.
Credit card belongs to the service industry and has the product characteristics of the service industry. First of all, service products have the attribute of experience economy, and the maximization of customer contribution comes from customers' own satisfaction and repeated consumption of services. Secondly, the service is difficult to standardize and has the characteristics of heterogeneity or variability of standardization. Finally, due to the intangibility of services, there is a general lack of patent protection, which easily leads to fierce market competition.
Credit card marketing skills
Credit card marketing skills
In the daily counter business process, tellers usually recommend some product folding pages of outlets to customers while handling business for customers, which is also the most basic marketing process in one-word marketing. Here are the credit card marketing skills I brought to you. Welcome to reading.
Six Skills of Credit Card Marketing
In the network, because the teller's main task is to handle business for customers, it is easier to gain the trust of customers, so it has natural credit card marketing advantages. If the teller can master some basic marketing skills in credit card marketing, there will be some unexpected effects. The following are some skills and methods of credit card marketing:
1 business card marketing
In the process of marketing, many people may think that it is useless to send business cards to customers, because customers may throw away their business cards at any time, which will soon be forgotten. However, not all customers will throw away their business cards, especially those who are hesitant. Tellers give them business cards, and with multiple marketing, they will still get unexpected results.
It is understood that the proportion of hesitant customers in the hall is about 50%. They may not handle business when marketing, but after careful consideration or re-marketing, they may agree to handle credit cards. The teller's goal is to let these customers handle it next time.
Therefore, when meeting such customers, tellers must always send business cards, because there are two advantages to sending business cards: first, the counter marketing time is limited, and sending business cards can make these hesitant customers think of themselves in time when they want to apply for credit cards after leaving; Second, even if the credit card marketing is unsuccessful, you can recommend other products of the bank in the process of subsequent communication with customers.
Moreover, tellers can also put their business cards on their own hands, especially for customers who have failed in marketing and are hesitant. Because this method is also applicable to the marketing of other products of banks.
2 "Talking" about marketing
Tellers meet interested customers, and there are not many customers handling business at the counter. Tellers can conduct "heart-to-heart" marketing for customers, which can be divided into two aspects:
1 advertisement
Now most customers have applied for bank credit cards. In the marketing process, tellers should take the initiative to ask customers whether they have applied for credit cards. Once the customer answers that he has applied for a credit card, the teller can ask about his credit card usage and experience, and introduce some unused benefits and conveniences, so that other customers in the hall can hear that this publicity effect is far better than introducing themselves, and learn to let customers advertise for themselves. Of course, when some customers ask questions about the use of credit cards, they should also answer them patiently, because this is also an advertisement to solve customers' doubts quickly and efficiently in front of many customers.
2 Reverse marketing
Reverse marketing is to talk to customers about some preferential rights of credit cards first. Of course, there is no need to mention credit cards. Credit cards can be launched after customers are interested in rights and interests. This method is of great help to the marketing of products such as annual fee and card fee. Directly introducing products and costs as soon as they come up, customers sometimes resent it.
3 Request marketing
Request marketing is also called "request closing method". It means that when marketing is opposed or rejected by customers, tellers can show weakness to customers in time and ask them to explain in order to win their sympathy or consent.
Of course, after the counter has said the above, it is also necessary to frankly inform customers of the points for attention that credit cards are easy to be deducted and fined. Generally speaking, customers will support the teller's sincere request and agree to apply for a credit card.
Reference speech
"Hello, Mr. Li! Our bank does have the task of credit card products, which everyone is so familiar with. Please support this time! "
4 Beautify marketing
The "beautification" here is not cheating and boasting, but moderately raising the price of our products within the normal market scope, magnifying the highlights and achievements of our products, enhancing customers' desire to bid and increasing their determination to bid.
For example, when tellers introduce department store co-branded cards, they can describe them as "symbols of urban fashion life"; Installment credit card can be described as a "fashionable financial management method", and high-end product credit card can be described as a "status symbol".
If the credit card products being marketed have won well-known awards, have a specific number of applicants or are being used, have a long history, and have related well-known activities, etc. Tellers can also tell customers all this information when marketing, because this is the embodiment of credibility. Moreover, properly "beautifying" one's own products is also a sign of self-confidence.
5 "Intentional" Marketing
Intentional marketing is a very important marketing method, aiming at attracting many unrelated people to apply for credit cards. However, "intentional" marketing needs the assistance or cooperation of the lobby manager. When a customer agrees to apply for a credit card under the marketing of the teller, he can call the lobby manager to take the customer to fill out a credit card application form. At this time, the lobby manager can do the following two tasks when the customer fills out the application form:
0 1 When the customer fills in the application form, the lobby manager should stare at all directions and make some "propaganda" to attract people near the customer to watch;
When explaining the related functions of credit cards to customers, the lobby manager should raise the volume appropriately to arouse the interest of colleagues around him. This will also bring some opportunities to market other customers.
6 Credit card marketing objection countermeasures
After mastering the marketing skills, tellers should also pay attention to some common customer problems when marketing credit cards. Especially when customers object or refuse, tellers can give reference answers to these questions, which may add some weight to successful marketing. Below, the author lists several objections or questions that customers often ask:
1 "Your bank has few outlets, so it is inconvenient to repay."
In fact, the customers who ask this kind of questions are all manifestations of customer integrity, and these customers are often high-quality customers of banks. In the face of such customers, it is necessary to explain various repayment methods to increase the income of customers in handling and using cards, and at the same time accelerate the construction of their own channels.
Reference speech
"Our credit cards generally have a long interest-free period when swiping their cards, so you just need to spend some time at the outlets during the interest-free period. Our self-service bank is speeding up its construction. You can also set up a debit card in our bank to deposit some money, and bind it with a credit card to realize automatic deduction, or use Alipay or our online banking to repay the money online without any handling fee. In addition, mobile payment is convenient now. Our credit cards also support WeChat and Alipay repayment. It is very convenient to complete the repayment directly on the mobile phone. "
"I already have a credit card, so I don't need to do it again."
This is a common reason why customers refuse in credit card marketing at present. When you meet such a customer, you can first ask which bank's credit card the customer applied for, and then highlight the advantages of our credit card or impress the customer with the advantages of other products of our bank by means of comparative marketing. At the same time, it is also very important to learn and be familiar with the credit card products of various banks, which is the key to successful marketing.
Reference speech
"It's really good for you to run a bank credit card now, but in contrast, our credit card enjoys more discounts! If you can also use our credit card to swipe your card at Wal-Mart and spend more than 1000 yuan, you can not only get some points, but also enjoy a full discount of 98%. In addition, you can enjoy a monthly discount of 1 ticket 10 when you go to the designated cinema on weekends. This is the discount on your credit card. So you might as well consider our credit card? "
3 "It's too complicated to fill in so much information."
Many customers prefer simplicity and efficiency. After all, the filling of credit card application materials is still complicated, so customers can tell them when they ask this question that they can give points or gifts if their personal information is complete, so maybe customers will be moved.
Reference speech
"The more detailed you fill in, it will help us to tell you the first time when there are preferential activities or problems with the card in the future, and it will not disturb you and your contacts at ordinary times."
4 "Where can I enjoy the discount with this card of your bank?"
Introduce the inquiry platform for customers to enjoy preferential treatment, such as telephone and website. It is best to have a discount list (or brochure) at hand and show it to customers, or list some activities with market influence in cooperation with big merchants, which will reassure customers and increase their determination to handle cards.
Credit card discount is one of the core issues that customers care about, and it is also an important reason for customers to apply for and use cards. Clearly list discounts, give convenient inquiry channels, and let customers truly experience the benefits of credit cards. This is an effective way to maintain customer loyalty.
Reference speech
"We have a lot of credit card discounts. I have a brochure of credit card discounts here. I can send you a copy with detailed preferential activities and preferential places. If you are not clear, you can ask me separately. "
5 "What benefits can you enjoy when we enjoy the discount?"
Usually, there are very few things happening in this world, and customers will not easily believe that banks will give them money for nothing, understand the vested interests of banks, and care whether they will suffer losses. This is reasonable and universal. Therefore, in the face of such customers, we should tell the banks the benefits they can enjoy as truly as possible.
Reference speech
"Take your normal credit card as an example. Generally speaking, if you make a credit card transaction of 100 yuan, the bank will charge the merchant a handling fee of 1 yuan, not the customer. There are more customers who swipe their cards, and the income of the bank will be obvious. This is the biggest advantage. When you swipe your card at ordinary times, as long as you remember to repay on time during the interest-free period, you will not incur unnecessary expenses. "
Routine of credit card sales
Many people have credit cards, but countless people are still promoted by credit card center staff (hereinafter referred to as cardholders) or intermediaries every day. So what is their routine?
As the saying goes, "the true feelings can't be kept since ancient times, and only routines win people's hearts!" This sentence also applies to credit card sales.
With the development of social economy and the improvement of people's income level, banks are desperately trying to sell credit cards, and the conditions for attracting cardholders have been lowered again and again. Now as long as you have a college degree, it's OK!
With the rapid increase in the number of card handlers and the assessment of the performance of card centers, card handlers generally use some routines when handling cards.
1. Our bank has a high quota!
Credit cards are generally divided into gold cards, platinum cards and diamond cards. There are many subdivisions inside, so I won't list them in detail. Each level of card has a limit range, such as gold card 5000-50000, and the conditions for card handling are the lowest (different banks have different policies, and the conditions are slightly different). Platinum card 10000- 100000, the card condition is slightly higher. There are also some cards with a quota of 50 thousand, but the conditions are relatively high, and most people are not qualified to apply. At this time, the card clerk will say that we started with 50 thousand batches. Although all the materials are filled in, we will apply for a lower card level when we go back to the company after completing the formalities. The amount of the card received by the customer is only 30,000. When the card clerk asks, it will be automatically downgraded, saying that the background audit qualification does not meet the requirements, and the amount will be raised soon. By the way, I open the first card for my customers and earn another wave of commission!
2. Our banking activities are good!
Every bank's credit card has activities, such as full reduction activities, 50% discount activities on weekends, refueling discounts, road rescue, insurance delivery, some high-end card annual fees, and some free golf, beauty SPA, physical examination and other activities. But there is a premise to use it. Sometimes UnionPay will do some very affordable activities for promotion. At this time, the card clerk will say that our bank has this activity, but it needs to pay with UnionPay to help customers download the UnionPay APP, and only by registering can they earn another wave of rewards.
3. Our card looks good!
Nowadays, the credit cards of banks are becoming more and more fancy, and various co-branded cards are popular. Some of them use activities to market each other, and some drain each other to gain fans. There are some famous themes in the market, such as Little Yellow Duck, Forbidden City, Chinese Style, Zodiac and so on. The customer looked at the pattern and it really looked good, and then told you that this has a business card printing fee, and it is not expensive, from tens of dollars to less than 100 dollars. If you don't open the card, you won't accept it. Most of the cards received will be opened to earn another wave of commission.
4. We can get a discount of 100%!
Many people want to apply for a card, but if the basic conditions can be approved, the card clerk will say that we can apply for a card 100 discount. In the past, customers like you all got off the card. If I know that I can't get off the card and fill in the information for you, it will not only waste your time, but also waste my time. Our daily performance is so stressful that time is precious! Saying "100%" is all a bluff. Whether the card can be approved mainly depends on many conditions such as credit information, work, income, age, card level and so on. No one can guarantee that they will take off their cards!
5. Get a card and send a gift!
Many people are attracted by the so-called gifts when they apply for cards, but many gifts are small commodities ordered by cardholders in bulk in the wholesale market. Quality can only be said to be "you know!" There are still many cardholders who say they have gifts, but they have to approve or even open cards. They can't get it when they apply for a card. Whether you can get it in the end depends on the cardholder's conscience and the subsequent potential of this unit!
In addition to the above routines, salesmen sometimes claim that if you don't need a credit card for the time being, you can apply first. Anyway, if you don't open the card and activate it, you won't charge an annual fee. Most credit cards are like this, but some credit cards charge an annual fee whether they are activated or not. Once the card is put on hold, it will be greatly affected if the cardholder fails to repay in time. Therefore, when you apply for a card, you must ask about the specific matters related to the annual fee.
At present, the market is full of people who run POS machines and pretend to be bankers to recommend customers to apply for credit cards online to earn commissions. They are not bank employees, so it is too exaggerated to promote credit cards! If you believe it, you will be disappointed!
We must remember these common "routines" because salesmen go to do business. As long as you can get a card, you will have completed the task. Therefore, when handling cards, we must be rational. You must have a demand to apply for a card, and you can't blindly. In addition, if the card is issued, it should be consumed reasonably during use and repaid on time, and personal credit information must not be affected.
Spend tomorrow's money to round today's dream! It seems beautiful, but it is also devouring the healthy consumption concept and life of many young people!
Strive hard and create happiness with your own sweat and wisdom, which is truly green and pollution-free!
How long can credit card sales last?
How long credit card sales can last depends on the personal strength of the sales staff. Because salespeople are usually under great pressure, they can do it if they can bear the pressure. If they can't stand it for a long time, they can only leave as soon as possible.
First, how to do credit card sales?
First of all, we should do a good job in psychological construction. Don't think of this job as a very tall job. Don't talk about projects in suits and ties, docking. This is a very basic sales job, only selling credit cards. The second is to do a good job in career planning. If you don't have a good career plan, it's very likely that you are still working as a credit card salesman in your thirties and forties. In this case, the turnover rate will be high. I hope everyone can do the above and become an excellent credit card salesman.
Second, how to improve personal sales performance?
In fact, credit card sales is the most basic sales work, so in the daily work process, do you want to protect your existing customers, develop as many new customers as possible, and let them introduce customers to you? Do you want to contact some key personnel of high-quality companies and use bank endorsements to be mass organizations? We must improve our work independently and develop our own characteristics, which can improve our sales performance.
Extended data
Credit card, also called debit card, is a credit certificate issued by a commercial bank or credit card company to eligible consumers. It is a card with name, expiration date, number and cardholder's name printed on the front, and a magnetic stripe and signature strip on the back. Consumers with credit cards can go to specialized commercial service departments for shopping or spending, and then the bank will settle accounts with merchants and cardholders, and cardholders can overdraw within the prescribed limits.
Credit card consumption is a non-cash transaction payment method, which does not need to pay cash when spending, and repays on the bill date.
Is there a future for bank credit card sales?
It depends on personal circumstances. The financial industry is actually a high-threshold industry, and so are banks. The threshold here has two aspects-education and strength. Generally speaking, if you have a postgraduate degree or above from a famous school (such as Tsinghua Peking University Shangcai or Jiangxi Finance), even if you are selling credit cards now, you will have a good career as long as you work hard. If you are only an ordinary school or major (for example, the finance major of two universities and the management major of 2 1 1), but you have a strong background (for example, your father, your uncle, your sister-in-law is a bank executive, the leader of the banking supervision system, or a super-large customer of the bank), you can't just enter, and the bank recruitment threshold is very high, so you can't get in with your education. If you don't have the above two points, don't get involved in this muddy water, honestly take the social recruitment exam issued by the bank, and strive to enter the bank and be a comprehensive teller. Work harder, so as to ensure that your income can survive the drought and flood. Or take the civil service exam or something. Never sell credit cards! In the end, it's as difficult as selling insurance.
So much for the introduction of credit card sales.