Do good loan sales skills

1. Good loan sales skills

Good loan sales skills

Introduction: The core of customer maintenance is to make customers not only feel confident about the products they use , and we need to let customers feel the added value of our good services and products, and ultimately form a relatively stable and highly loyal user group, forming a product market of a certain scale. Below I have compiled some tips for you to do a good job in loan sales. I hope it will be helpful to you!

1. Customer maintenance requires a comprehensive customer information database

No matter how smart your brain is and how good your memory is, it is impossible to remember every detail of the customer. Therefore, it is necessary to have a customer database, which is also the first step to start the work. Some people may get confused when they see the need to create a database. But in fact, it is not difficult to create a database. The simplest customer database is the mobile phone address book. However, using the mobile phone address book as a customer database is too simple. It cannot input the required customer database information and cannot meet the needs of daily work. You can search online. There are many software similar to customer database available.

2. Group customers

How to measure the value of customers? How do we allocate our customer maintenance time? This uses the address book grouping function, which can Group them as desired without restriction. For example, you can divide the address book into family members, friends, important customers, ordinary users, group customers, etc.

Group loyal and profitable customers according to standards in the address book database, and then use different strategies to treat them specially, or allocate working time according to the size of the profit to win more business profits.

You can carefully observe the needs and habits of customers and record them in detail. These records are the details that need to be paid attention to in future customer services. This method does not cost much, but the effect is very good, and it often gets high praise from customers.

3. The 28/20 Theory of Customer Maintenance

Human life is limited, and time is even more precious. How to balance time costs and profits? Maybe the 28/20 Theory can give you Some inspiration, combined with the platform’s grouping capabilities to maximize your time.

In many industries, the 20% of the most valuable customers can bring 80% of the company's profits. Instead, many customers have very little value to the business. Enterprises need to pay more attention to the work of these 20% of people, which may cost a lot, but it is worth it. In addition, 20% of the 80% of customers are wasting the company's resources. For them, the company must give up decisively; for the remaining 60% of customers, it is neither a loss nor a profit, but it can maintain the scale of the company. Enterprises should try their best to keep them. Therefore, we need to study and find out what characteristics the 20% of people have, why they are loyal to this brand, and what strategies should be adopted to keep them loyal and generate corporate profits.

One idea is to "turn all disloyal customers into loyal customers", which doesn't make much sense. Even if some customers become loyal customers, the company may still not be able to make money from them. Because they only value the company's constant price cuts and promotions, this kind of loyalty cannot bring profits to the company. Of course, for those potential and high-value customers, it is necessary to increase their loyalty and make them become part of the loyal and high-value 20%.

4. Time division skills for customer maintenance

If you are interviewing with customers, it is recommended to use the time allocation and negotiation skills of "two minutes to talk about the topic and eight minutes to talk about family matters or current affairs" because Doing so may make both parties happy, and with this experience, customer retention is successful.

5. Analysis of the success or failure of customer maintenance

For lost customers, we must first find the crux of the problem: Why are customers lost? What type of customers are lost? When are they lost? The answer is to focus more on the sticking points rather than on lost customers. After that, we dig deep into the problems discovered and prescribe the right medicine. For example, a certain marketing manager found that customers were dissatisfied with their service and orders dropped. After investigation, we found out that because the company was about to go public, a large number of systems and approval procedures were added. Customers found it troublesome and felt that they spent too much time. More importantly, they thought that their partners no longer valued them, so some orders were transferred to A more flexible company.

After discovering these problems, the company promptly changed its handling methods in order to re-establish the brand image in the minds of customers.

6. Frequent contact or return visits to customers is also an effective way to enhance customer relationships

Sending text messages and multi-select emails can easily send text messages or WeChat greetings to customers during holidays. . Keep in touch emotionally from time to time, and never let the customer think that he or she has been forgotten. After all, this is a Chinese tradition!

Some users can call to greet them appropriately and regularly at regular intervals; it is more important Customers should visit, communicate, and bring small gifts from the company, and entertain important customers at critical opportunities; promptly add the birthdays and home addresses of customers, especially big customers, to the customer database. After all, important customers account for most of the marketing volume. , it is right to attract enough attention. When returning to visit customers, marketers should keep abreast of customers' use of products; understand whether customers have new needs in the near future in order to discover new marketing opportunities; publicize and recommend new products to customers and create remarketing.

In addition, pay attention to your formal attire and the seriousness and easy-going nature of your speech. This is a must when meeting customers. It not only improves your own image, but also shows respect for customers.

7. Final Result

There are no permanent friends in the business world, only permanent common interests. If there is no common ground between you and your customers, interests, then your customers are quietly losing. Please always remember that maximizing the interests between you and your customers is the center of maintaining customer relationships.

Similarly, relationships between people also need the lubrication of emotions and gifts. Don’t forget to give customers some suitable small gifts, or give customers a certain rebate policy. If the business performance is really good, it is best to give customers some unexpected benefits. Because by doing this, you can enhance your relationship with your customers and gradually increase your customer loyalty.

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2. How to become a qualified bank loan officer?

The main aspects are as follows:

1. Actively change concepts and dare to face the challenges of new positions.

Faced with a brand new position, how to carry out our bank's credit business is an urgent problem that I need to solve. Savings tellers basically do counter marketing, while loan officers need to publicize credit information in a timely manner, go to customers' homes, understand the customer's basic situation and business information on the spot, investigate and understand the customer's loan purpose and repayment willingness, and analyze the customer's repayment ability. Based on the characteristics of the new position, I framed my work ideas in five steps: learning and mastering credit information in a timely manner; analyzing the target customer groups; conducting timely door-to-door publicity for the selected target customers; doing a good job in pre-loan, loan, and post-loan related work. ; Ensure front tracking of repayment period. After a period of hard work, I gradually became familiar with the business. The speed of handling business was the fastest in the whole bank. There were also an increasing number of customers, and the credit business embarked on a path of rapid development.

2. Strengthen learning and strive to improve personal quality.

I know the importance of learning. Since I started working, I have timely applied for exams for various banking industries in my spare time. While improving their own learning, they also help new employees get into working condition quickly and provide patient guidance, thereby promoting new credit employees to adapt to new positions better and faster.

3. Only by overcoming difficulties and having the courage to endure hardship can we ensure the all-round development of the credit business.

How the Postal Savings Bank integrates into the local economy has become an important breakthrough point in the credit work of the branch. Industrial and commercial households, livestock farmers, and planters are our main customer groups for credit. In particular, farmers and planters are mostly in remote rural areas with inconvenient transportation. In some places, it takes several hours to walk, and in some places, the environment is very poor. Our feet were worn out and our legs could no longer walk, but we gritted our teeth and persevered.

4. Only by complying with various systems can we effectively promote business development.

When talking about work experience, I believe that good character is an important prerequisite for doing a good job in credit work. Only with good character can customers truly trust you and be able to better avoid risks. When handling business, we often encounter customers who offer treats and gifts, but we refuse them one by one. It is our mission to serve customers well. Only by honest, efficient and clean work can we effectively promote business development and gradually increase our customer base. .

Credit work is always busy. There seems to be no holidays and no free time. There is publicity, investigation, and working overtime in front of the computer until late at night.

Even so, we must always devote ourselves to the next day's work with full enthusiasm for work. Every day is fulfilling, time always passes quickly, and there is never enough time. This is the biggest feeling I have ever had since I started working in credit.

Lei Feng’s words always inspire me. Human life is limited, but serving the people is infinite. I must devote my limited life to unlimited service to the people! I will keep this sentence in mind to motivate myself to not be afraid of hardship, study hard, be dedicated to my job, and become an excellent loan officer in my future work.

There is such a joke: A man and his girlfriend were shopping and saw a red light and ran through it. My girlfriend said that you dared to run through red lights and did not dare to do anything illegal, so she broke up with him. He met another girlfriend. When he was shopping, he saw a red light, so he waited patiently. His girlfriend was unhappy and said, "You don't even dare to go through a red light, so what else can you do?"

Although this is a joke, it reveals the fact that some people ignore laws and rules. In fact, the lack of awareness of rules can be seen everywhere around us. It ranges from running a red light, crossing a yellow line, spitting, and littering, to breaking the law at will, cheating, and violating laws and disciplines. Some people seem to be accustomed to these phenomena and are commonplace. As everyone knows, personal will is higher than social rules, and individual behavior is higher than institutional constraints. This is a very terrible thing. Without rules, there is no circle. Laws and industry rules are the cornerstone of social operation and enterprise development. They are the basic elements for the orderly operation of society, the healthy development of enterprises, and the harmonious coexistence of people. Compliance is the lifeblood of banking professionals. We can imagine that if the law is flexible and ineffective, the society will be chaotic and disorderly; if the rules can be flexibly grasped and adjusted at will, and everyone will do whatever it takes to achieve their own selfish desires, what will the enterprise look like?

Not to mention, in recent years, the capital cases involving postal savings have had a negative impact on society. Bank management has been questioned, and employees' legal awareness and moral standards have been negated. The reason is very simple. "Ten cases involve ten violations." Failure to follow rules and regulations is the main reason for the occurrence of cases.

In addition to the above aspects, you must set some requirements and goals for yourself:

1. Strengthen learning and strive to improve business skills.

Over the past year, I have carefully studied credit knowledge and read relevant books. After unremitting efforts, I finally mastered basic financial knowledge and credit business skills. I was familiar with the new business process of the head office for the first time, and handled the bank's first A commodity financing loan, and established a good business cooperation relationship with logistics supervision companies, laying the foundation for our branch to handle commodity financing business in the future. Since I have not been in the credit position for a long time, I have not been exposed to a lot of credit knowledge. Therefore, I actively participate in every relevant training organized by the head office. At the same time, I read relevant credit books after work to increase my "knowledge base" and check it online. Master relevant national industrial policies and reduce credit risks caused by national macro-control.

2. Do your job carefully and down-to-earth.

I love my job, I can treat every work task correctly and seriously, I can be proactive in my work, conscientiously abide by various rules and regulations, and I can complete the tasks assigned by the leadership in a timely manner.

As the manager of the marketing department, I deeply feel the weight of the responsibility on my shoulders. A slight negligence may cause credit risks. Therefore, I constantly remind myself to constantly enhance my sense of responsibility. I know very well that the quality of credit assets is related to the bank's business development plan, and the responsibility is heavier than Mount Tai, and there is no room for sloppiness.

3. Be proactive and complete the tasks assigned by the head office.

During the development of the credit rating system at the head office, he actively cooperated with the head office project team to complete every task assigned by the project team in advance and with high quality, and was praised and recognized by the head office leaders. In the new business developed by the head office, we carefully studied and researched relevant documents, sorted out the processes, and actively discussed with the leaders of the company's business department to correct the shortcomings of the existing processes, which was affirmed by the leaders of the company's business department.

No matter how long you work, always update your knowledge system. It is essential to understand the knowledge and news in the industry so that you can keep up with the pace of customer development and industry development and do things that are in line with the current situation. It is recommended to read more books on microfinance and consult more about the credit industry, including industry rules and industry regulatory policies.

Only by enriching your knowledge base can you be "prepared for anything".

Without goals, you will never succeed, because you will never reach the other side. At the beginning of the year, set the performance goals and work indicators that you want to achieve this year, and follow the indicators to complete them step by step. No high-performing person can achieve it overnight, it all needs to be accumulated over time, so do your best every day. The work and persistence will become the rewards on the way forward.

3. Please advise on how to do credit sales

I am a car salesman, you can come to us, and the quantity is okay.

4. Loan phone sales opening statement

Loan

Loan phone sales opening statement. All salespeople have their own words. Words can guide customers very well and promote customers' desire to buy. Make phone calls. Loan sales skills are similar to other sales skills. Let’s share the loan sales opening remarks 1

How to use loan sales skills?

The sales skills for telephone loans are similar to other sales skills, except that your product is a loan, which is effective marketing to find targeted customers. So we know the sales skills for telephone loans. As long as the product is replaced, the design can be completed.

If the customer says, "I don't have time to go," then the loan officer should say, "I understand." I always only need 3 minutes, and you will believe that this is definitely important to you.

If the customer says: "I'm not free now!"

The loan officer should say: "Since you are busy now, I won't disturb you for the time being. Look at Monday I’ll contact you in the morning or Tuesday afternoon!”

If the customer says: “Please send me the information to look at”

Then the loan officer should say: “Okay , Sir, what is your WeChat ID? I will send you the detailed information. You can find out first. If you have any questions, add the customer WeChat)

If the customer pays"

< p>Then the loan officer should say: "It seems that you are a rich person like this. Using money to make money should be a very fun thing. For a rich person like you, they will still borrow money< /p>

If the client says: "I have to discuss it with my family before I make a decision!"

Then the loan officer should say: "I completely understand, sir, when do we? "

If the customer says: "We

Then the loan officer should say: "Sir, I am not too willing, but I am still happy to let you know more." It will be of great help!" Loan Telemarketing Opening 2

Hello, I am a loan officer of a certain bank. Sir, do you have any funding needs recently?

1. Business: Its scope is very wide. In a narrow sense, it means only sales. In a broad sense, all the work we do is business. For example, in taxation, his business is and teaching is his business. The sales manager is not called the sales department, but is the marketing department, operation

2. Sales: literally means buying things, which is the same as our business in a narrow sense.

3. Marketing: including sales, the key is which word "camp", including market research, market planning, market model sales

4. Generally speaking, the business is relatively broad, < /p>

5. The business can be reported directly on behalf of the company. The representative will accompany the customer to sign the order, while sales is just about selling one's own products. The business can be called sales. Loan telephone sales opening statement 3

1. Opening statement

Loan officer: Hello! I am the loan officer of ×× company, my surname is ×. Do you have any need for loan financing?

Customer: (If there is need → guidance; if there is no need → report the activity of sending 300 yuan of phone bills, or other activities)

Loan officer: Sorry to bother you, I wish you a happy life! Goodbye!

2. Guidance

Loan officer: We have two products, one suitable for office workers and one suitable for job seekers Business people, are you at work or doing business?

Customer: (Any one.

If it is both, the loan officer needs to ask him first if he is a legal representative)

Loan officer: What is the purpose of your loan? (Be sure to ask about the specific purpose of the loan) What is this loan about? When do you need it? How much money do you want to borrow? How long do you plan to use the loan?

If the other party is an office worker

1. Ask the customer how long he has been working in the current company?

How long has the company's business license been registered?

Is the salary paid by the bank or in cash?

What is the total amount in the last 6 months?

2. Have you applied for a credit card in the past six months?

Has the credit card center called the customer in the past six months? (If not, praise the customer for his creditworthiness appropriately)

3. Have you ever taken out a loan from another bank?

Have you ever taken out a loan to buy a car?

Have you ever taken out a loan to buy a house? (A house increases the loan amount)

If the other party is doing business

1. Ask the customer if he is the legal representative of the company?

How many shares does he hold?

How long has the company’s business license been registered? ?(Registered for one year, locals or those with public accounts or commercial housing can apply, otherwise they need to register for two years)

2. Ask the client company’s public accounts and private accounts in the past six months. How much is the income? (This is used to evaluate the customer's income, which determines the customer's loan limit)

How many credit cards do you have?

What is the total limit?

Currently How much has been consumed?

How long has the longest one been used? (Understand the customer's debt, too high debt will affect the loan limit)

3. Ask the customer if they have applied for a credit card in the past six months ?

Has the credit card center called the customer in the past six months? (If not, praise the customer for his creditworthiness appropriately)

4. Ask the customer if he has borrowed money from other banks?< /p>

Have you ever taken a loan to buy a car?

Have you ever taken a loan to buy a house?

If the other party has a commercial house

Ask the customer’s house. Mortgage or one-time buyout?

Do you have a couple? (whose name is the property certificate)?

How many square meters?

How long has it been paid for?

How much is the monthly payment? (For a one-time buyout, it is appropriate to praise the customer for his strength)