Loan marketing vocabulary loan sales skills and vocabulary

(1) Keep a good attitude.

In sales, rejection is normal. What is abnormal is that no one refuses us. In that case, we don't need to run business. Have 200% confidence in your products and services, and be very optimistic about the market prospects of your products. It is their loss that others don't use or need our products or services. At the same time, it summarizes several advantages of its own products.

(2) Be good at summarizing.

We should thank every customer who refuses us. Because we can learn from them why we are rejected. After each call, we should record the way they rejected us, and then we will sum up how to solve similar problems next time. The purpose of doing this is to make us confident enough to solve common problems again, without fear or fear.

Communication skills of credit telemarketing

Communication skills of credit telemarketing

Communication skills of credit telemarketing. In the workplace, as credit distributors, we should know some sales skills and some communication skills to improve our sales performance. Next, I will show you the communication skills of credit telemarketing.

Credit telemarketing communication skills 1

Polite greetings, first of all, address customers politely. If we know their names, please wait for compliments.

Introduce yourself. Secondly, we need to simply state ourselves and our purpose.

Ask for advice, express your purpose euphemistically, and ask customers if they have financial needs.

Face-to-face interview, when we have determined the cooperation with customers, we must specify a specific time and place to meet and talk with customers.

Speaking of ending greetings, we need to express our wishes to our customers and increase their goodwill when we hang up at the end.

Communication skills of credit telemarketing II

Telephone sales skills and telephone sales communication skills of loan officers

I. Opening remarks

Tell the customer what you do as directly as possible in the opening remarks, which can quickly screen out whether you are interested in the customer and improve efficiency. For customers who have no intention, don't hang up. You can tell the customer in a professional way and then send your contact information, or ask the customer to keep his number and tell him that he can contact you at any time if he needs it or if someone around him needs it. The following is the opening remarks:

Hello, we do unsecured and unsecured credit loans here. Do you have any financial needs?

Of course, most telephone customers say they don't need it, so at this time, you can tell your customers like this:

It doesn't matter if there is no demand. There will inevitably be times in life when you need funds. I will send you my contact information by SMS later. Please pay attention. In the future, if you need anything or friends around you need it, you can contact me at any time. I will try my best to help you solve your financial problems. Finally, I wish you a happy life. Sorry, goodbye.

If the customer is interested, please see the next judgment and guidance.

Second, judgment and guidance.

Here, we must first understand the products made by the company, and make an inquiry according to the products of the company to determine whether it meets the application conditions of the company. Arrange the words as follows:

"We have many products for rent here. I want to know about your personal situation first. Are you doing business or going to work? "

If there are both cases, first determine whether the customer is a legal person, and then determine what kind of product the customer is, so as to facilitate further communication.

Next, ask the customer how long it takes to use the money, the purpose of borrowing, or how long it will take. To judge the time of subsequent tracking.

What is the purpose of your loan?

Judge whether the use of funds is true.

When do you need this money?

Easy to follow later.

What are your capital requirements?

According to the customer's needs, and then according to their own experience to give the appropriate program.

Next, define the product according to the customer's feedback, and then further understand the customer's details, such as:

office worker

Private enterprise? How long have you been working in your current unit?

Is your salary paid by discovery money or by bank card?

Are you an ordinary employee or a management position in the unit?

Do you have a house and a car? Have you ever used a credit card? What's the credit record of the past year? What is the credit card limit? How much did it cost (know the customer's debt situation, if the debt is too high, it will affect the loan amount)

Have you ever applied for loans from other institutions or banks?

company

Are you a company legal person?

How long has the company been registered? (Most companies require 1 year or more)

How much water does your company have every month? How many in the past six months? Is there a monthly statement for public water use? Some companies must have running water. )

Do you have a house and a car? Have you ever used a credit card? What's the credit record of the past year? What is the credit card limit? How much did it cost (know the customer's debt situation, if the debt is too high, it will affect the loan amount)

Have you ever applied for loans from other institutions or banks?

These questions are all about the products of this company, which can accurately judge whether the customers meet the product requirements. If it does not meet the requirements, try to guide customers to apply for car loans or mortgages. If they don't meet the requirements, try to ask customers to ask friends or family members to help them apply.

Third, answer the question.

There is not much description here about answering questions. Most questions revolve around interest, quota, application time, whether the company is formal and so on.

Fourth, invite follow-up

First of all, judge whether the customer's capital demand is urgent. If it is urgent, please refer to the following words:

I will send you the application materials by SMS. Please prepare the materials as soon as possible, and feel free to contact me if you have any questions during the preparation. If the materials are complete, we can lend money on the same day at the earliest. Do you think you are ready to come today or tomorrow?

The last question asked here is best to let the customer choose an alternative answer to limit the time, and it is also convenient to follow up on his answer later.

If the customer is not in a hurry

It doesn't matter, then I'll send you the information that our company needs to prepare by SMS. You can write down my phone number. If you have needs or friends around you have needs, you can contact me at any time. It's best to inform the customer's website or introduction, so that customers can trust me more.

Subsequent maintenance

There are many ways of follow-up maintenance, such as sending text messages, or adding customers' WeChat group messages. After communicating with customers for the first time, we must record the situation of customers and classify them. For customers with strong intentions, it is best to pay a return visit every other day, and for those with unclear intentions, they should also pay a return visit for 2 or 3 days.

When selling electricity, always remember that you would rather die with your customers than lose them! ! At present, there are so many loan companies and so many people engaged in this business. Everyone is selling by telephone. It's not because you stimulated the customer's demand, but because you made the customer prepare the materials. As a result, you neglected to follow the customer for a while, and finally the customer applied to others with the prepared materials.

Other sales techniques

The most important thing in telemarketing is the quality of numbers, so where do these numbers need to be obtained? Here, A Xin collected some for your reference:

Real estate agents, banks, credit cards, insurance institutions, enterprise employees' address books, websites, high-end clubs, express delivery companies, communication industries and so on.

The above places are for reference. If you have friends working in these places, you can ask them to help you. Sometimes spending a little money can solve a big problem.

Communication time of telemarketing

Take the week as the standard

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

From Tuesday to Thursday, these three days are the most normal working hours and the most suitable time for telephone business. Telephone operators should make full use of these three days. This is also the key to good performance.

On Friday, the week's work is over. If you call at this time, you are likely to get the answer "Let's contact you next week!" "Some surveys or appointments can be made on this day.

Take the sky as the standard.

From 8: 30 a.m. to 10: 00 a.m., most customers will be busy at work during this time, so the telephone salesman may wish to make some preparations for himself at this time. Of course, this time period is my time in Shanghai, and you can adjust it according to your situation in Shandong.

10: 00 ~11:00. At this time, most customers are not very busy and will handle some things. This time should be the best time for telemarketing.

165438+ 0: 30 ~ 2:00 pm, lunch break, don't call easily unless there is something urgent.

There is a situation where you can make a phone call, that is, you were blocked by the front desk and unrelated people before and wanted to try someone else, so my experience is that 12:30 is the best.

From two to three o'clock in the afternoon, people will feel irritable, especially in summer, so it is not appropriate to talk about business with customers now, but it is feasible to talk about things that have nothing to do with work.

Try to make a phone call from 3 pm to 6 pm. This is the best time for us to create good results. During this time, I suggest you do something with 20% more workload than usual.

According to professional standards

1. Accounting: Never contact at the beginning and end of the month, preferably in the middle of the month.

2. Doctor: 165438+ After 0 am and before 2 pm, the best day is rainy.

3. Salesperson: Before 10: 00 in the morning or after 4: 00 in the afternoon, it will be better in the hottest, coldest or rainy days.

4. Pastor: Avoid weekends.

5. Administrative staff: 10: 30 to 3: 00 pm.

6. Stock industry: Avoid after opening, preferably after closing.

7. Banker: Before 10: 00 in the morning or after 4: 00 in the afternoon.

8. Civil servants: During working hours, not before lunch or before going to work.

9. Artist: In the morning or before noon.

10, pharmacy staff: 1 till 3 pm,

1 1, catering industry: avoid eating from 3 pm to 4 pm,

12. Employees in the construction industry: early in the morning or at the end of the day.

13, lawyer: before 10: 00 in the morning or after 4: 00 in the afternoon.

14, Teacher: After four o'clock in the afternoon, school is over.

15. Retailer: Avoid weekends or Mondays, preferably from 2 pm to 3 pm.

16, working class: 8: 00 pm is the best.

17, housewife: it is best to arrive at 10: 00 in the morning1100.

18, newspaper editor reporter: after 3 pm is the best. 、

19, Businessman: It's best from 1: 00 to 3: 00 pm.

Loan telemarketing skills: practical marketing words

How to say loan telemarketing?

Practical sales presentation-clarify the purpose of the call

The purpose of calling customers is to lend money. Of course, it can't be done by a phone call, but our phone call should be effective and can get valuable information.

Practical marketing words-collecting target customer information

Since the purpose is clear, it is a question of who to call. Telemarketing in any industry starts with selecting customers.

The key to the success of telemarketing is to find the right target, or to find enough effective potential target customers. If you can't even do this, then you can't create any good performance at all.

In the process of telemarketing, choice is always more important than effort. Finding the right target at the beginning doesn't mean that you can generate sales performance, but at least you get an opportunity and get a good start.

The prelude to successful telemarketing

A successful opening statement must introduce the company and yourself within 30 seconds, arouse customers' interest and make them willing to continue talking. That is, the salesperson should clearly let the customer know the following three things within 30 seconds:

1. Who am I and where am I from?

2. What's the purpose of my calling the customer?

3. What value and benefits can my product bring to customers?

It's best to express your intention in the shortest sentence in the opening remarks, because no one will have the patience to listen to a stranger's long speech there. What the customer cares about is what this call is for and what it can bring him. A useless phone call is a waste of time for anyone.

If the customer says, "I don't have time to go.

Loan officer: "I understand. I never have enough time. But it only takes 1 minute, and you will understand that it is only good for you, and there is nothing bad.

If the customer says, "I'm not available now!"

Loan officer: "since you are busy now, I won't bother you for the time being." Is Monday morning or Tuesday afternoon convenient for you? " I'll contact you then! "

If the customer says, "Please send me the information."

Loan officer: "OK, sir, what's your micro signal?" I'll add you later and send you the details of our side. You can get to know it first. If you have any questions, please feel free to ask me! "(The purpose is to add customer WeChat)

If the customer says, "I have a lot of money and don't need a loan"

Loan officer: "At first glance, he is a person with an investment mind. It should be fun for a rich man like you to use Qian Shengqian! " ! I have met several rich people like you, but they will still create more wealth through loans! "

If the customer says, "I want to make a decision, I have to discuss it with my family first!" " "

Loan officer: "I totally understand, sir." When can we talk to your partner? "

If the customer says, "We will contact you again!"

Loan officer: "Sir, maybe you don't have much desire at present, but I still want you to know more about our products, which may be of great help to you in the future!" " "

When you start a conversation, don't get into the subject at once, but beat about the bush. For example, if you sell tea, maybe you can!

You: "Hello, are you Mr. (Ms.) XXX?"

Customer: "XXX" (maybe you will be rejected, if not, as follows)

You: "Hello, I'm Xiao Zhang (Xiao Li, Xiao Wu! Remember, say a nickname, which is more convenient for you to communicate with customers. )

Customer: "XXX" (maybe you will be rejected, if not, as follows)

You: "According to what the company and I know about you, you should be an expert in tea ceremony?" You should be a tea drinker.

Customer: "XXX"

After that, if the customer doesn't reject you, it means that you have succeeded half way! The prologue has come out, and it's up to you later!

When communicating with customers, your language can be humorous, so your communication will be easier! Of course, according to different customers, the language organization is also different. To be an excellent salesman, you must grasp the customer psychology in a few words!

Sales, you must sell yourself to customers first, and customers will accept your products! Therefore, we must first have a certain "psychological communication" with our customers, and don't be impatient or we will be doomed to failure!

The word 1- is simple and clear.

Guest: Hello, where is it?

Credit Manager: Hello, Mr. Wang, this is the account manager of xx Bank. Thank you for your long-term support for our work. I will provide you with exclusive service in the future. Please feel free to contact me if you have any questions. (Before continuing, pause and listen to the customer's reaction)

Is it convenient for you to spend a minute? (It is convenient for customers to come straight to the point. If it is inconvenient, make an appointment for the next telephone contact. )

The country is building a credit project, a project to benefit the people, in order to let the people better enjoy the national welfare and policies. We are doing an exclusive activity for credit users. You are now a credit user of our bank, and we can provide family reserve funds for credit users like you. You just need to provide relevant information.

Customer: What family provident fund?

Credit manager: I believe you know something about our bank's products. The family reserve fund is distributed to you in the form of credit products to meet the emergency needs of your family. You can use interest without spending a penny.

Customer: What information?

Loan officer: Is your micro signal bound to this phone number? I'll add you later and send you the details of our side. You can get to know it first. If you have any questions, please feel free to ask me! "(The purpose is to add customer WeChat)

Speech art 2- friend recommendation method

Loan officer: Hello, Mr. Wang.

Customer: Who are you?

Loan officer: Hello, Mr. Wang, this is Xiao X, the account manager of xx Bank. Your friend Zhao Zong told me that you might need funds recently. He just borrowed money from us recently, so he asked me to contact you. I don't know when you need funds here!

Client: Mr. Wang? Who is manager Wang? I don't know!

Loan officer: Huh? He hasn't told you yet? I guess he's too busy to talk to you recently! He's not in a hurry, I'm in a hurry first! I'm really sorry!

Guest: Never mind!

Loan officer: Now that the phone call has been made, let me briefly introduce our products! It won't take you long.

Speech 3- Humorous Methods

Loan officer: Hello, Mr. Wang.

Customer: Who are you? What can I do for you? )

Loan officer: Mr. Wang, I am sending you money!

Guest: Oh? What money should I send?

Loan officer: Well, I'm the account manager of Little X, xx Bank. We have made a special product for customers like you. The maximum loan is 300 thousand, and the loan can be released in about three days. If you need funds recently, you can come to us!

Customer: Didn't you say to send money?

Loan officer: There is interest on the loan, but I can treat you to dinner for free.

Speech 4- Pretending to be familiar with the law

Loan officer: Good morning, Mr. Wang!

Customer: Who are you? Can I help you?

Loan officer: I'm Xiao X from xx Bank. I contacted you some time ago and talked to you about the loan! Do you remember?

Customer: Why don't I remember?

Loan officer: Mr. Wang, you must be very busy recently! I'm Xiao X from xx Company. Our company specializes in unsecured credit loans, which can be lent within three days within 500 thousand! I should remember something this time!

So much for the introduction of loan sales skills and vocabulary.