Bank telemarketing speech

Sales refers to the act of providing products or services to third parties by selling, leasing or other means. Let's take a look at the telemarketing of the relevant banks! I hope it helps you!

For the telephone sales of the bank 1 1, the customer's call permission should be obtained first. The headhunting consultant of the headhunting company did a very good job on the phone. Every time they connect the phone, they will ask each other first: "Excuse me, is this Mr. ×××? I am a headhunting consultant for a headhunting company. Is it convenient for you to answer the phone now? " After receiving such a call, if the customer says it is convenient, he will talk to the customer one by one according to the pre-designed questions. If the customer says it is inconvenient, he will ask the customer whether it is convenient to call after 1 hour or after 2 hours. After making a choice for the customer, I will call him according to the customer's wishes. Such a call is tantamount to making an appointment in advance, and customers are often more willing to answer it.

2. Clever use of threshold strategy. The so-called threshold strategy is to make a small and easy request first. Once the other party agrees, it is often easier to get permission to make a bigger request. For example, as soon as the phone is connected, the customer says he is busy. Actually, don't worry. Maybe it's just an excuse not to answer the phone. Telemarketing should adopt the threshold strategy and tell the customer directly. Can you take a minute to tell him something very important? As long as the customer is willing to give you 1 minute, and what he said is really important, then the customer may be willing to give you 2 minutes, 3 minutes, or even1minute.

3. Every contact with customers lays the foundation for the next contact. Love experts can always find many reasons for inviting girls to dinner, such as commemorating the first meeting, the first movie, the first time running across the street together and so on. As long as there is a reason, girls will go out with him if they think he is a careful person. Telemarketing should also be good at finding reasons to interact with customers. For example, when customers come to the exhibition hall, telemarketing should consciously leave one or two questions that customers can't answer, and then write them down in the book. When customers leave the store and call them again, tell them directly that they are calling him to answer the questions left by his last visit to the store. This kind of call, the customer is not only willing to answer, but also feels that the salesman is very careful and takes the customer's problems seriously, and the customer will be very happy, thus adding a lot to the salesman's performance.

4. Send a message to the customer before calling. Many calls are made directly to customers, and customers are unwilling to answer them without justifiable reasons. If you text your customers half an hour or 1 hour before calling them, and then call them half an hour or 1 hour later, ask them if they have received the messages you sent before, or if they have read them. This is more sufficient and will attract their attention. Customers are also more willing to answer such calls.

5. Call at the right time, and customers are more willing to answer. For example, before 9: 30 am on weekdays, the customer may be in a meeting, so you should not call; Between noon 12 and afternoon 14, the customer may be resting, and you should not call. If it's a weekend, you shouldn't call before 1 1 am. At this time, the customer may still be sleeping in. You can call on Friday afternoon. At this time, it is almost the weekend, and customers are not in the mood for work. It is more appropriate to call him. You can also make a phone call the day after the customer's payday, when the customer will be in a better mood. Of course, these personal schedules should be clearly understood in advance when customers come to the store.

6. The content of the phone call is beyond the customer's expectation. For example, tell the customer directly as soon as the phone is connected. You call him this time not to talk about the product, but to ask him for a favor, and you must declare that this favor is very simple, as long as he can do it as easy as blowing off dust, and it is what customers are best at. Such people are more willing to help. Salesmen pay special attention to what customers' personal hobbies are. Once, she learned that a client's hobby was fishing. Later, when she made a follow-up call, she directly asked the customer how to buy bait. It happened to be what the customer was good at, and the customer talked with her for more than half an hour. Finally, they became good friends, and the order was in her pocket.

7. The next best thing is to send a touching message. If all the methods provided above have been used and the problem that the customer is unwilling to answer the phone has not been solved, then write a short message to him. A short message should contain three contents: first, explain the purpose of your call, which must bring benefits to customers. The second is to explain how you will help your customer win his vital interests. The third is to express apologies. You shouldn't call him at an inappropriate time. Strive for the recognition of customers with a sincere attitude. After doing this once or twice, the customer will easily feel guilty, and he will even call you in turn.

Summary:

Customers are people, flesh and blood, selfish people. Before calling them, telemarketers must consider a fundamental question, that is, what useful things you can bring to them by making this call. You should not only think clearly, but also list them in your notebook and write at least three points. Then try to call the customer by combining the seven methods provided above, and there will be unexpected gains.

Telemarketing speech model

Successful telemarketing generally has the following steps:

First, greet customers and introduce yourself.

After connecting the phone, you should say hello to the customer first, such as "Good morning (afternoon)" and "Hello, who's calling?" After greeting, introduce yourself: "Mr. XX, I am Xiao Zhang, the business representative of XX Company. Today, I want to take this opportunity to exchange views with you on XX. Can you please telephone interview for 5 minutes? " Speak in a warm and polite tone, so as to get a polite and affirmative answer from the other party.

Second, greet and praise, and explain your intention.

For example, "I recently had the opportunity to serve your good friend Mr. Zhang and made a reasonable plan for his insurance." In the process of service, he said that you are young and promising, have a successful career and are very enthusiastic about people. Our company is doing market research recently. Can I talk to you for five minutes now? "

Third, the interview invitation.

Don't rush to sell by telephone, but pay attention to understanding each other's situation. Meeting is the best way for you to "introduce" the product. Only by face-to-face interviews with customers can we fully understand each other and fully demonstrate our comprehensive advantages. When asking for an interview, don't forget to mention a time and place, otherwise it will be difficult for the other party to make a decision. Let's meet and talk.

Fourth, refuse to deal with it.

When a potential customer refuses a telephone interview, our sales staff should answer politely. There are several common refusal words:

(1) "No, I wasn't there then."

I'm sorry, maybe I chose an inappropriate time. I hope to find a convenient time to visit you. Are you free (tomorrow) or (the day after tomorrow)?

(2) "I am not interested in insurance."

Dialogue: I'm not interested because I don't understand the meaning of insurance. Please give me a chance to interest you. That's why I want to visit you. Are you at work (tomorrow) or the day after tomorrow?

(3) "I am very busy and have no time."

Conversation: I know you are busy with official business, so I called in advance to ask for your advice, so as not to call in rashly and interfere with your work. So, is it better to make an appointment (tomorrow) or (the day after tomorrow)?

(4) "Send me the information and let me have a look first."

Dialogue: It doesn't matter, but you are too busy, and reading these insurance materials will take up too much of your time. Why don't I help you study it together? Do you think (tomorrow) or (the day after tomorrow) is more suitable?

(5) "Our company is small in scale, and we don't have the ability to get insurance now."

Dialogue: You're welcome, sir. Today, when I called, I didn't have to sell you insurance. Is to get to know each other, be friends, and buy when you feel it is necessary. If it is convenient (tomorrow) or (the day after tomorrow), I'll introduce it to you. It is good to know more about insurance.

(6) "I have a friend who is also in an insurance company."

Dialogue: Your friend works in an insurance company, so you must know something about insurance. But you don't have to buy insurance from friends, it depends on whether the salesman is professional enough. Can you design an insurance plan that suits you best and give me a chance to try? If you are not satisfied, you can refuse me generously without affecting your feelings. Are you free (tomorrow) or (the day after tomorrow)?

Chapter II The specific functions of telemarketing in bank telemarketing are as follows:

The first is the method of actively contacting business.

Second, you can visit more customers in a short time.

Third, it is an effective tool to close the relationship with customers.

Fourth, we can break through the limitation of space and widely promote our business.

The precautions for telemarketing are as follows:

1. Know your products and services thoroughly.

2. Master a dialogue mode that you are very familiar with.

3. Learn to use honorifics.

4. Learn to take communication records.

Learn to report yourself skillfully, so that the other party will remember you immediately after listening, so that you will save a lot of time and cost when you follow up for the second time.

6. Get into the conversation quickly.

7. Learn to ask questions.

8. Learn to take the initiative.

9, learn to control the time of the call.

10, learn to make an appointment with customers.

The advantages of telemarketing are as follows:

1, and the sales cost is controllable.

2. Effectively control the seat utilization rate and improve the work efficiency of telephone sales representatives.

3. The management system is simplified to reduce the risk and loss of employee turnover.

4. Unify the sales process and quickly enhance the brand image.

5. It is convenient to monitor the quality of sales service and ensure the safety of customer information.

Disadvantages:

1, it is difficult to judge the other party's reaction.

2. It is easy to be rejected by the other party.

3. Energy is easily dispersed.