How do bank employees visit customers

There is no sales without visiting, but it doesn't mean that sales staff can definitely achieve sales by visiting customers. How do bank salespeople make effective customer visits? Bank account managers are generally responsible for several regional markets and visit a large number of customers every month, but the time to visit each customer is very short. What should a salesperson do to help improve sales performance in a limited time?

Every time a salesperson visits a customer, the task includes five aspects:

1, selling products. This is the main task of visiting customers. This is the need of survival.

2. Market maintenance. A market without maintenance is a flash in the pan. Sales staff should deal with the problems in market operation, solve the contradictions between customers, straighten out the relationship between channels and ensure the stability of the market. At present, the competition between banks in the market is very fierce. If high-quality customers are not maintained for a long time, their business share will continue to decline.

3. Establish an image. Salespeople should establish their own personal brand image in the hearts of customers. This will help you win the cooperation and support of customers for your work.

4. Information collection. Sales staff should keep abreast of the market situation and monitor the market dynamics. Timely understanding of market information will help banks improve their products according to market demand; Second, it is conducive to grasping demand and jointly selling the Bank's products. 5. Guide customers. There are two kinds of salespeople: one is people who only ask customers about their business (such as deposits and loans), and the other is people who give advice to customers. The former type of salespeople will have a long way to go, while the latter type of salespeople will win the respect of customers.

To achieve these five tasks, sales staff should do the following 12 when visiting customers: 1. Sales preparation.

To prepare for failure is to prepare for failure. Before visiting customers, salespeople should lay a solid foundation for success. 1, know what you have. Understand the bank's product sales policy, price policy and promotion policy. Especially when banks introduce new product sales policies and price policies, they need to know the details of the new sales policies. What are the characteristics and selling points of new products launched by banks? If you don't understand the sales policy, you can't attract customers with the new policy; If you don't know new products, you can't sell them to customers. Many account managers rushed to the customer's office, and the customer asked what products your bank had, but the account manager kept asking, which was terrible.

2. Have a clear sales target and plan. Salespeople should strive to achieve their goals. The sales principle is: make a sales plan and then sell according to the plan. Every time a salesperson visits a customer, he should know what his goal is. What can be done to achieve the goal?

3. Master professional marketing skills. Master sales skills and carry out sales work in a professional way.

4. Clean up your personal image. Salespeople should show their brand image and corporate image to customers through a good personal image. 5. Bring all necessary sales tools. There is a saying in the business circles of Taiwan Province Province that "sales tools are like the sword of a knight". Salespeople should bring all materials that can promote sales. The survey shows that when salespeople visit customers, using sales tools can reduce the labor cost by 50%, improve the success rate 10% and improve the sales quality 100%!

Sales tools include product manuals and corporate promotional materials; Business card; Calculator; Notebooks and pens; Price list; Publicity materials; Sample; About newspaper clippings; Purchase order; Wet wipes and so on.

Second, action reflection.

Bank sales staff should reflect and review their last visit to customers, find out the shortcomings and improve them in time. Salespeople can be divided into two types: those who do and those who don't; Serious and not serious; Summarize after the work is completed.

Knot a knot; Improved and not improved; As a result of progress and non-progress, the former class succeeded and the latter class failed. 1. Whether the instructions of the superior are carried out as required. The responsibility of the salesperson is to carry out-carry out the instructions of the leader. Salespeople should review themselves before each visit to customers. Did they fully carry out the instructions of the leader when they visited the customer last time? What aspects have not been implemented? How to implement it today? What to sell today and what kind of work goals to achieve. 2. Has the unfinished task been tracked?

3. Whether the customer's promise is fulfilled. A common mistake made by some salespeople is "making promises without keeping them". Zhu said: "Words are not credible." . Salespeople must "be careful about promises and do more implementation". A promise is as good as a thousand dollars.

4. Work plan and arrangement for the next few days. Today's customer visit is the continuation of yesterday's customer visit and the starting point of tomorrow's customer visit. Sales staff should do a good job in route planning, arrange work in a unified way, make rational use of time and improve the efficiency of visiting. Which customers can drop by, which customers can hand over receipts, etc. It should be well planned. Third, customer communication.

Frequent communication with customers can bring us closer to customers. Sales practice shows that no matter how big the problem is, it can be solved satisfactorily through good communication. Many contradictions between enterprises and customers are caused by poor communication.

Introduction of enterprise information. Let customers know about the situation and recent trends of the enterprise and describe the development prospects of the bank to customers, which is helpful to build customer confidence. Customers generally choose products according to the three principles of "good products, good banks and good bankers". Let customers know about the enterprise dynamics, which can not only let customers discover new opportunities, but also establish a corporate image in their hearts. 2. Introduce sales information. Introduce our successful experience in some regional markets to customers, and introduce some sales experience and promotion methods to customers. Fourth, customer guidance.

It is a win-win practice for bank sales staff to help customers find problems and propose solutions when visiting customers. During enterprise training, a bank account manager of an enterprise does not sit in the customer's office and chat with the customer every time he visits the customer, but visits the customer's finance department and sales department and talks with the people below the customer, so as to truly understand the customer's situation and explore opportunities for cooperation. The experience of excellent salespeople is that it is better to treat customers to a hundred meals by doing something practical for them and paying attention everywhere.

1, training. When I was training at Minsheng Bank, an account manager of the bank performed very well. One of his successful experiences is that every time he visits a customer, he spends an hour or two training the other salesman to recognize bank acceptance bills. He has 8 years of banking experience, loves to learn, stresses reality, and quickly wins the favor of customers. Every time he visits a customer, he is addressed as a "teacher" from the boss to the salesman. When customers respect you as a teacher, won't they strongly promote your products?

2. consultative selling. Give more advice to customers and find ways to become an indispensable arm in their business. 3. service. Salespeople should be the solvers of customer problems. Customers can find salespeople when they encounter problems, and salespeople can help customers solve problems, which will win the respect of customers.

4. Handle customer complaints. Correctly handling customer complaints is the basic skill of salespeople. Correctly handling customer complaints = improving customer satisfaction = improving the enthusiasm of customers to promote products = rich profits.

Verb (abbreviation for verb) administrative work

After visiting customers, the sales staff should do the following work: 1, fill in the sales report and visit the customer record card. 2. Implement the commitment to customers.

3. Evaluate sales performance. Through the comparative analysis of the visiting objectives and the actual results, the purpose is to let the sales staff focus on the sales results and remind themselves to think more about the improvement methods and implement these steps in the next visit.

(1) Did you reach your visit goal? If not, review and analyze the reasons? (2) What are your strengths? What needs to be improved? Write it down.