The most complete telemarketing skills and words in history

A traditional sales representative can meet 2-4 customers face to face at most at the end of the day, taking crowded buses and subways and rushing on the road while eating. As for telemarketing, every telemarketer can call 1-2 customers every day while sitting in an office surrounded by air conditioning and green plants, drinking coffee and tea! This is especially true for the credit industry. The survey found that more than half of the large orders of more than 28, were made by telemarketing, so telemarketing is a skill that every loan officer must master! The following is the most complete telemarketing skills and words I have collected for you in history. Welcome to learn from them.

1. Time and frequency of telemarketing

1. Rules of telemarketing date: take the week as the standard

Monday: This is the first day after work on weekends, and customers will definitely have a lot of things to deal with. Generally, companies hold business meetings on Monday or arrange work for this week, so most of them will be very busy. So if you want to contact the business, try to avoid this day. If we are really in a hurry to find a customer, we should avoid the morning time and choose the afternoon.

Tuesday to Thursday: These three days are the most normal working hours and the most suitable time for telephone business. Telephone business personnel should make full use of these three days. This is also the key to good or bad performance.

Friday: At the end of the week's work, if you call at this time, you will probably get the answer. Let's contact again next week! ? Some investigations or appointments can be made on this day.

2. Time rules for telemarketing: from 9: to 1: a day. During this time, most customers will work nervously and have no time to take care of business calls, so at this time, the telephone salesman might as well do some preparations for himself first. Of course, this time period is my time in Chongqing, and you can adjust it according to the situation in your place.

1: ~ 11: : At this time, most customers are not very busy, and some things will be handled. This time should be the best time for telemarketing.

11: 3 ~ 14: : lunch and rest time. Don't call easily unless there is an emergency. There is a situation where you can call, that is, you were blocked by the front desk and unrelated people before, and you want to try it with someone else. Then, I suggest that you had better call at 12:3-13:3 (you have finished your meal).

14: ~ 15: : People will feel irritable during this time, especially in summer. Therefore, it is not appropriate to talk about business with customers now, but it is feasible to talk about things unrelated to work.

15: ~ 18: : Try to make a phone call. This time is the best time for us to create good results. At this time, I suggest you do more work than usual.

3, telemarketing career planning: according to different industries

Accountant: Do not contact at the beginning and end of the month, preferably in the middle of the month.

doctor: after 11: a.m. and before 2: p.m., the best day is rainy.

salesperson: before 1: a.m. or after 4: p.m., the hottest, coldest or rainy days will be better.

shopping guide: avoid on weekends.

executive: from 1: 3 am to 3: pm.

stock industry: avoid after the market opens, preferably after the market closes.

banker: before 1: am or after 4: pm.

civil servants: during working hours, never before lunch or before work.

artist: in the morning or before noon.

pharmacy worker: 1: pm to 3: pm.

catering staff: avoid eating at 3: to 4: pm.

construction workers: early in the morning or at the end of the day.

lawyer: before 1: am or after 4: pm.

teacher: after 4: pm, after school.

retailer: avoid weekends or Mondays, and it's better to be from 2: pm to 3: pm.

working class: it's better to be at 8: to 9: pm.

housewives: it's best to be at 1: to 11: in the morning.

newspaper editor: it's better after 3: pm.

entrepreneur: 4: pm to 6: pm.

II. Highlights of Telemarketing Speech

The following are highlights of the speech of loan officers, which can be adapted according to your own situation!

answers to four major products

hello! I do unsecured credit loans. My last name is XX. Do you have any financial needs in the near future?

how did you get the loan?

as long as you have a job, income and a good personal credit record, you can apply for an unsecured and unsecured credit loan! Excuse me, are you doing business or working at present?

is there any difference?

if you are working, you are required to punch in your salary, and you must have been working for more than half a year!

if you do business, your business license must be over one year!

going to work///doing business

The above is the usual opening remarks, but the first sentence that most customers answer is that there is no demand (when there is no demand, ask customers about when they need funds, and when there will inevitably be a shortage of funds in life, I will send you my contact information, so please check it. I hope you can contact me when you need funds, and I will do my best to help you solve the financing problem. I wish you a happy life! ) ? Sorry to bother you, goodbye!

Guide

Then ask: Are you going to work or doing business? (If you have both, please ask if you are a legal representative first)

What is the purpose of your loan? (Be sure to ask what the loan is for) When will the money be needed? How much do you want to borrow? How long is this loan going to last?

office workers

? Mr. X, how long have you been working in this company? Excuse me, is your salary paid by the bank or the discovery fee? What is the total amount in the last six months?

　? Mr. X, have you had a credit card in the last six months? Has the credit card center called you in the last six months? (If not, praise the customer's good credit appropriately)? Mr. X, have you ever borrowed money from other banks? Have you ever taken out a loan to buy a car? Have you ever bought a house with a loan (the house has increased the loan amount)?

doing business

? Mr x, are you the legal representative of the company? How much is the share? How long has the business license of the company been registered? (generally, the registration time is required to be over one year)

? Mr. X, how much money did you make in your public and private accounts in the last six months? (This is used to evaluate the customer's income, which in turn determines the customer's loan amount)

? How many credit cards do you have? How much is the total amount? How much have you consumed so far? How long has the longest one been used? (Understand the customer's debt, too high debt will affect the loan amount)

? Mr. X, have you had a credit card in the last six months? Has the credit card center called you in the last six months? (If not, praise the customer's good credit appropriately)

? Mr. X, have you ever borrowed money from other banks? Have you ever taken out a loan to buy a car? Have you ever taken out a loan to buy a house?

commercial housing

? Mr. X, is your house mortgaged or bought out at one time? Is it a husband and wife (whose name is the real estate license)? How many square meters? How long did it last? How much is the monthly payment? (For a one-time buyout, praise the customer's strength appropriately)

Car

? Mr. X, is your car mortgaged or full? How much did it cost at that time? How long have you bought it? What is the mortgage/monthly payment? )

Answers to the three major questions

Customers dislike high interest rates

1. We don't have any credit loans with mortgage and guarantee, which is very risky. Moreover, our procedures are simple and fast, and the loan will be released within 1-3 working days after signing the contract!

2. Analyze the customer's profit and ask the gross profit of the customer's industry: the customer earns a lot and the bank earns a fraction; He eats meat and the bank drinks soup. It is equal to making money with bank money.

3. tell the customer that the price of getting a loan is a few sheets of paper, and the customer is empty-handed and there is no risk. However, the risks we take are very high, and even the usury of more than 5 points by the people must be mortgaged and guaranteed.

4. tell the customer that our loan is fast: 3 working days after signing the contract! It's like going to the airport, you can take a bus or take a taxi; The taxi is fast and comfortable, you can't finish it, just pay for the bus!

5. Cut off the customer's back road: for customers who have the ability to mortgage? Long processing time? To crack down on customers with conditional guarantees? Risk? To crack down and let the customer know that he can't get a loan except us.

customers think the credit limit is low

1. Big money is of great use, while small money is of little use. First, establish a financing platform to lay the foundation for doubling the quota in the future. The longer you look at doing business, the bigger your business will be, the more financing channels you will have, and the closer your relationship with banks will be.

2. We have a revolving loan of up to 5W when the subsequent loan amount is doubled. As long as you can successfully borrow from us this time, you will have the opportunity to increase the revolving loan amount.

3. group purchase, that is, recommend the customer's friends and family to come to the loan together, and he can repay it. Follow-up to make a comprehensive financing plan to meet the needs of customers.

4. Cut off the customer's back road: for customers who have the ability to mortgage? Long processing time? To crack down on customers with conditional guarantees? Risk * * *? To crack down on customers who have borrowed from other companies and let him know that he can't borrow from us.

5. If the customer says to borrow it from a friend, then tell the customer that no one will put 5, yuan at home waiting for others to borrow it, even if there is one, it will be useful. Money is easy to pay back, but debt of gratitude is hard to pay back. In the future, you will have to borrow money to help those who have helped you.

customers find it difficult to go through the formalities

Compared with banks, it's much simpler and faster. You can lend money in 3-5 working days. All we ask is your identity certificate, income certificate, business operation and work information to prove your repayment ability! The most difficult thing is the running account. In the morning, the bank opens at 9: , and you wait at 8: 3. As soon as the bank opens, you can go in and get it done in a few minutes. Other information can be prepared on the spot, is it troublesome?

preparation materials

office workers: 1. ID card; 2. Work certificate or labor contract (send the template of work certificate to the customer's QQ mailbox, and the customer can print it out and stamp it); 3. Print the bank journal of the last 6 months, show the name and card number, and stamp the bank; 4. proof of address (any water and electricity invoice)

Doing business: 1. ID card; 2. Business license, lease contract, rent receipt or utility bill for the last month; 3. For the last six months, the bank running accounts of the public and private enterprises show the name and card number, and the bank seals them; 4. proof of address

mortgage house: 1. id card; 2. Real estate license or purchase contract or mortgage loan contract; 3. The running account of the mortgage repayment in the last 6 months, showing the name and card number and the bank seal;

full house: 1. ID card; 2. Real estate license.

note: each company has its own requirements, depending on its own company!

Appointment follow-up

1. Make sure to dial the new list reserved on the same day before work to ask the customer whether the text message to prepare the materials was received normally and how the materials were prepared.

2. Call the customer who has made an appointment the day before first, and ask the customer to inform the information he has prepared and check it in detail, so as to avoid the customer from making two trips.

check words: hello, Mr. x, this is Xiao x, the loan specialist of XX company who contacted you yesterday morning. Have you received all the text messages sent to you yesterday? I confirmed it with you yesterday, so I am calling to remind you. Because there are many loan customers in the store, I'll make an appointment for you at 1: a.m. Please come to the store on time. What materials have you prepared? Check with you to see if there is anything missing.

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