How to do a good job in financial sales _ methods to do a good job in financial sales

First, how to do a good job in financial sales _ methods to do a good job in financial sales

Financial sales and financial marketing refer to the social behavior process in which financial enterprises provide financial products and services to customers and realize the interests of financial enterprises in the process of satisfying customers' needs and desires.

Characteristics of financial sales (1) From the position of financial institutions as the main body of financial marketing, financial enterprises, as providers of financial services, should not only develop different financial products and services according to the needs of different investors in fund-raising activities; It is also necessary to develop and provide different financial products and services for different customers in capital utilization activities to meet the requirements of capital demanders and ensure the efficiency and quality of capital utilization. In addition, it is necessary to give full play to its position and role as a trading intermediary and actively provide various intermediary services for customers.

(2) From the perspective of consumers of financial services, the object of financial marketing, with the development of economic integration and financial liberalization, the financial market is becoming more and more mature, and financing and transaction settlement can be carried out in an all-round, multi-functional and multi-channel way, which also makes the number of financial consumers participating in financial activities increase day by day, the composition is more and more complicated, and the requirements for the quality of financial services are getting higher and higher.

(3) From the purpose and requirements of financial marketing, maximizing income has become the main purpose for enterprises to provide financial services. As the provision of financial services and the consumption of services are often synchronized, it requires financial enterprises to constantly improve their professional quality, establish a good corporate image and win more customers by providing standardized services.

(4) From the object of financial marketing-all kinds of financial products, it is the carrier associated with a specific form of financial management in financial activities, and its characteristics mainly include:

(1) has a form of invisibility.

② Consistency and substitutability in essence.

(3) the diversity of expression forms.

The present situation and countermeasures of financial marketing 1. Current situation of financial marketing

(1) outdated marketing concept

In the financial business activities, the business philosophy of most banks still stays in the promotion stage of financial products, especially some senior bank employees who are in charge of loans are condescending to customers who want him. This bank-centered management orientation obviously does not meet the competitive requirements of modern financial markets.

(2) The understanding of marketing is not comprehensive

Although some of them also draw lessons from the concept and technology of marketing in their business strategies, they often regard promotion as marketing. Publicity lacks integrity and consistency, fails to combine the image publicity of bank products with the bank's business philosophy, and lacks overall marketing.

(3) marketing lacks strategic objectives

There is a general lack of long-term analysis, positioning and control of the market, and the work in improving service attitude, optimizing service quality and improving service level is not connected with marketing strategic objectives and marketing strategies, and lacks pertinence, initiative and creativity.

(4) Lack of marketing professionals

The knowledge structure of employees is basically financial majors, few marketing professionals enter the enterprise, and most of the recruitment and training of enterprises pay attention to financial majors.

(5) The financial market is immature.

The price formation mechanism and trading mechanism of financial products are single, and the market operation has not yet been formed, which greatly reduces the price strategy and price combination of banks. The relationship between property rights is vague, the corporate governance structure is imperfect, and financial marketing lacks internal driving force.

2. Financial marketing strategy

(1) Integrated marketing strategy.

The concept of financial marketing should be the idea of integrating marketing concepts, and all departments that play the marketing function should coordinate their actions in terms of products, prices, channels and promotions under the unified command to achieve comprehensive economic benefits. To this end, financial enterprises should first establish the concept of "big market", that is, break through the traditional time and space boundaries and establish all-round and full-time services. From the traditional homogenization and large-scale marketing concept to the personalized marketing concept.

(2) New product development strategy.

To develop new financial products, we should identify the "niche points" and try our best to increase the functions of the products to meet the interests of customers. We can adopt different methods such as imitation, combination and innovation. We can also learn from the successful experience of foreign banks in this regard. In order to meet the new needs of customers and the needs of banks' own development, we should pay attention to the combination development of products and the renewal of services.

(3) Promotion strategy.

After China's entry into WTO, in the face of strong competitors, China's financial enterprises should increase investment in the use of promotion strategies to form a scale; On the other hand, it is necessary to organically combine all kinds of good promotion methods and make a series of promotion methods, unified planning and organization, so as to achieve good overall results. The main strategies of promotion are advertising promotion and marketing promotion. The promotion tools commonly used in the financial industry at home and abroad include prize-winning sales, gifts, supporting concessions, free services, relationship marketing, joint promotion and so on. The third is the promotion of personnel. Fourth, public propaganda and public relations.

(4) Marketing strategy of brand manager

On the premise of maintaining the overall image, values and corporate culture of financial enterprises, or under a common brand image, how to shape their own characteristics, form loyal consumer groups of their own brands, win a broader market and living space for financial enterprises, and avoid the embarrassing situation that one brand group of financial enterprises conflicts with another.

The way to do a good job in financial sales is 1, the simplest and rudest way to grab customers directly from companies in the same industry.

Everyone learned the dry goods of this skirt: 3042 197 14. A-A: 3 15。 As sales friends, you can go in and exchange experiences. The management in the group is very enthusiastic, and advertising is not allowed.

In terms of operation methods, Zhaopin listed a number of companies that have done very well in the industry. For example, there may be 10 P2P companies in Building A. Collect some announcements from these companies and call for information.

Usually at this time, the salesman will take the initiative to tell us that they have a financial salon to attend in the afternoon. Well, we can go and listen to their financial salon.

There are many benefits:

1) Learn their products and words;

2) In this process, you can basically judge which customer is interested;

3) Remember to change the contact information with customers as soon as possible;

4) No chance to leave early and go downstairs to the company after the meeting?

If you don't want to listen, just go downstairs to their company. At the front desk on the first floor, someone will ask a company how to get there. These are the customers invited by their company.

Wandering downstairs in such a financial building, you will meet potential customers every day. The customers here are at least Class B and Class A, but many of them have been sold in the company. But we are not afraid of rejection. Let's squeeze into their purchasing sequence first and act as the price whetstone of Party A ... Insurance companies often say that the proportion of family assets cannot be put in one basket, and the same is true for these customers who invest in other companies, matching and diversifying risks! Hehe, are you familiar with this statement, buddy?

2. Financial clients consulted by banks.

Go to the bank to do business, or when you have nothing to do, go to the bank to do business. Business is not the main purpose. The purpose is to observe that customers go to the bank wealth management manager. After their consultation, you kick them out. Generally, customers who choose bank financing will be more cautious, or squeeze into the customer's procurement sequence first. The customers here are all Class A or Class B customers. In addition, every month 10, 15 and 18 are the days when our customers' uncles and aunts get paid. They lined up at the gate of the bank after 8 o'clock in the morning, and we were not tempted?

3. Wholesale market.

Self-employed bosses who engage in wholesale usually start busy at 4 am at noon and get off work at 2 pm. During the period from noon to 2 o'clock, many people sit idly with our company's publicity color pages, and usually read them when they are idle?

Many people have our business cards or telephone numbers in their booths, which is very convenient for communication in the future. This kind of customer's acceptance ability is very fast. If we do this channel well, the order volume should be more than 1-2 times, and we know what the customer does and where is the address? These customers are all positioned as Class B customers.

4. Go to the residents.

There are many households in Shanghai, many of which are around. If there is more, every household has a lot of money. At this time, the account managers of the bank have gathered to visit those households? These people are easy to deal with. As long as they trust you, they won't break their word!

5. Used car market.

These people make more short-term investments. It is easier for used car manufacturers to make a deal with Li Xia than with Land Rover. Because Land Rover is not easy to sell, will rich people buy second-hand Land Rover? So, are we going to find its owner?

6. Make a phone call.

If it's a phone call from the company, it's better to have a list of customers in the same industry. If you want to make your own phone bill, Renhe 58 can collect some boss phones and used car phones. The biggest advantage of these customers is that you can know what customers do, talk to them about business, talk to us about financial management, or go to the parking lot to find a car-watching uncle and ask him to help you get some mobile phones. It is more accurate to get such a mobile phone.

7. Find a director-level doctor.

What's the story? Horses that don't eat night grass are not fat, and people have to make extra money to get rich, you know?

8. Cooperate with the aunt and elder sister who do insurance.

There are some experts in the same industry who are good at this. Are you happy to see this?

9. Pay attention to those who are released.

The ones released are quite rich, but if you win such customers, unless you are a master, don't think about it. You'd better know something about Buddhism, otherwise there is no basis for communication. Every big city has relatively concentrated release areas, such as rivers, reservoirs and mountainous areas. Going to these places often on weekends may lead to unexpected gains. Do your best?

10, a large-scale housing exhibition in this city.

If so, you should go out and wait at the booth of the mansion. Maybe you can meet a vendor at the meeting. There is a lot of news about this in local portals and newspapers. This kind of customers generally have some investment friends around them, and they are doing well and imaginative.

1 1. If the company supports it, do some business activities and community activities.

Blur our sales proposition. For example, you can do various competitions in the community and give some prizes. Some wealth management companies have done square dances, cultural performances and other projects. It's simple. First of all, we will give a wonderful performance and talk about products in the middle, but our company is the sponsor. Performing on the stage, we first collect customers, understand their needs, list the intended customers with investment needs, and finally call. By the way, remember to take pictures. Next time we visit our customers, we will also send photos of their activities to surprise them first.

Guess you like:

1.3 financial sales work plan

2. Do a good job in sales methods

3. The slogan of the financial industry to encourage sales

4. Financial sales incentive quotation

5. How to plan sales well?

6. Financial sales summary.

7. Financial sales staff work summary

Second, what kind of financial knowledge should salespeople learn?

First of all, 1 should know everything about the property. Second, the pros and cons of real estate should be clear. When selling to customers, focus on the advantages of real estate, of course, the disadvantages should also be mentioned, but it can be mentioned artistically. Third, what are the customer groups targeted by real estate? Fourth, the preferences of customer groups should be clear in the sales process, what is your goal, and how to make some relevant plans around the goal. Clear industrial values, I believe you will be an excellent salesperson. The particularity of real estate products requires salespeople to have profound product knowledge and professional knowledge. Especially in the case that there are competitive properties around the sold properties, and there is little difference in the properties, the sales staff who know why and why are the decisive weight to beat the competitors. Commercial housing is often a bulk product that customers have been buying all their lives. After repeated comparisons, indecision is a common phenomenon. When the customer is still undecided about the perceived use value of the property after repeated comparisons, if the salesperson can explain the use value of the property that the customer can't perceive, he can tell the customer: "Our property is not? Structure, but? Structure, use? Features, can this structure be simplified? Can it be improved? " ; "Interior wall paint is someone else's? We adopt? , is it? Environmental protection products, do you have them? Efficacy "; "Socket is it? Product, right? Materials, right Features and so on, it is possible to win the recognition of customers and achieve sales. Salespeople deal with the whole society, which is constantly changing all kinds of people and things. In the era of knowledge economy, knowledge changes fate, so they must have all kinds of knowledge and experience. Therefore, to master the basic principles of marketing, understand the real estate policies and regulations promulgated by the state and local governments, and have basic common sense such as general sociology, psychology, behavioral knowledge and consumer psychology. Attaching to one's own professional knowledge is the basis of sales staff's self-confidence and the guarantee of sales skills.

Third, the basic knowledge of finance

From Users to Content: Jin Xin Science and Technology Education Information Technology Service Platform

Basic knowledge of banking)

Author: Lan (original) 2008-3-1313: 21Keywords

First, multiple choice questions

1, Chinese and foreign scholars agree that the important basis for dividing the monetary level is financial assets (

D) test.

A, stability b, safety c, profitability d, liquidity

2. Other things being equal, people expect interest rates to rise, which will (

C) carry out the test.

A, buy more bonds and save more money. B, buy more bonds and save less.

C, sell bonds, save more D, buy less bonds, save less.

3. The following are not direct financing (

D) test.

A, commercial credit b, national credit c, consumer credit d, bank credit

4, can't issue credit loans to residents is (

B) yes.

A, China construction bank b, China agricultural development bank c, rural credit cooperatives d, city commercial bank.

5. Commercial banks mainly engage in deposits and loans, and handle transfer and settlement (

C) carry out the test.

A, institutions B, institutions that integrate government and enterprise.

C. Financial enterprises D. Non-profit financial institutions

6. Commercial bills of commercial banks need to be discounted by the central bank to obtain funds.

The behavior is (c).

I. Re-mortgage

Re-publishing

C, rediscount D, refinancing

7, in order to support the grain, cotton and oil in transit transfer and reasonable capital demand and loans, known as (

C) carry out the test.

I. Special sales loans

B, special reserve loans

C. Acquisition loan D. Sales settlement loan

8. The settlement amount of collection and acceptance settlement must be (

C) carry out the test.

I. Project Settlement

B, transportation funds

C, commodity transaction payment D, individual to

9. The correspondent bank business is commercial (

D) do it for you.