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The most comprehensive telemarketing skills and words in history
Traditional sales representatives spend a day in the sun, take a crowded bus and subway, and rush on the road while eating. At the end of the day, they can meet 2-4 customers face to face. As for telemarketing, each telemarketer can call 100-200 customers every day, 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 280,000 large orders were completed through telemarketing, so telemarketing is a skill that every loan officer must master! The following is the most comprehensive telemarketing skills and vocabulary I have collected for you in history. Welcome to learn from them.

First, about the time and frequency of selling electricity.

1. Sales date rule: weekly.

Monday: This is the first day of work just after the weekend, and 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.

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.

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

2. Time rule of selling electricity: one day.

9: 00 ~ 10: 00: during this period, most customers will do things nervously, and at this time, they have no time to take care of business calls, so at this time, the telephone salesman might as well make some preparations for himself first. Of course, this time period is my time in Chongqing, and you can adjust it according to your situation there.

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

11:30 ~14: 00: lunch and rest time. Don't call easily unless there is an emergency. 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 you want to try it with others. Then, I suggest you call 12:30- 13:30 (you have finished your meal).

14: 00 ~ 15: 00: People will feel irritable during this time, 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.

15: 00 ~ 18: 00: try to make a phone call, which 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: Never contact at the beginning and end of the month, preferably in the middle of the month.

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

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

Shopping guide: avoid on weekends.

Executive: 65438+ 00: 30 a.m. to 3: 00 p.m.

Stock industry: avoid after opening, preferably after closing.

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

Civil servant: Never during working hours, before lunch or before going to work.

Artist: In the morning or before noon.

Pharmacy staff: 65438+ 0 pm to 3 pm.

Catering practitioners: avoid eating, preferably from 3 pm to 4 pm.

Architect: Early in the morning or at the end of the day.

Attorney: Before 10: 00 am or after 4: 00 pm?

Teacher: After four o'clock in the afternoon, after school.

Retailer: It's better to avoid weekends or Mondays from 2 pm to 3 pm.

Working class: 8: 00 pm to 9: 00 pm is the best.

Housewives: It is best to arrive at 10: 00 in the morning 1 1: 00.

Newspaper editor: After 3 pm is better.

Entrepreneur: 4 pm to 6 pm.

Second, the highlights of telemarketing

The following is a collection of words from loan officers, which can be adapted according to your own situation!

Solutions for the four major products

Hello! I make unsecured credit loans. My last name is XX. Are there any financial needs in the near future?

How did you get a loan?

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

What is the difference?

If you are on-the-job, then the salary is required to punch in, and you must work formally for more than half a year!

If you do business, your business license must be more than one year!

Go to work//do business

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

guide

Then ask: Are you going to work or do business? (If there are both, ask whether it is the legal representative first)

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

office worker

? Mr x, how long have you worked in this company? Is your salary paid by the bank or the discovery fee? What's the total amount in the last six months?

? Mr. X, have you had a credit card in the past six months? Has the credit card center called you in the past 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? Do you have the experience of buying a house with a loan (the house has increased the loan amount)?

be in business

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

? Mr. X, how much money have you had in your public and private accounts in the past six months? (Assess the customer's income, and then determine the customer's loan amount)

? How many credit cards do you have? What's the total? How much have you spent so far? How long did the longest one last? (Understand the customer's debt situation, too high debt will affect the loan amount)

? Mr. X, have you had a credit card in the past six months? Has the credit card center called you in the past 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 residential building

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

bicycle; cycling

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

Answers to three main questions

Customers think the interest rate is high.

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

2. Analyze customers' profits and ask customers what the gross profit of this industry is: customers earn a lot and banks earn 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 the loan is a few sheets of paper, and the customer is empty-handed and there is no risk. However, we are taking a great risk, and even the loan sharks with a score of more than 5 points must be secured by mortgage.

4. Tell the customer that our loan is fast: 3 working days after signing the contract! Just like going to the airport, you can take a bus or take a taxi; Taxis are fast and comfortable. You can't walk all the way. Pay for the bus directly!

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

The customer thinks the quota is low.

1. A lot of money is useful, but a little money is useless. 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 the business, the more financing channels and the closer the relationship with banks.

2. If the subsequent loan amount doubles, we have a revolving loan of up to 50W. 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, recommend the customer's relatives and friends to come to the loan together, and he can repay the loan. Follow up and formulate 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? Crack down on customers with conditional guarantees? Risk * * *? Crack down on customers who borrow money from other companies and let him know that he can't borrow money from us.

If the customer says to borrow it from a friend, tell the customer that no one will leave 50 thousand yuan at home waiting for others to borrow it, even if there is one, it will be useful. Money is easy to pay, but debt of gratitude is hard to pay. You should borrow money to help those who have helped you in the future.

Customers find it difficult to go through the formalities.

Compared with banks, it is much simpler and time is much faster. The loan can be released in 3-5 working days. We only ask for your identity certificate, income certificate, business operation and work information to prove your repayment ability! The most difficult thing is the running account. The bank opens at nine o'clock in the morning, and you wait at eight thirty. As soon as the bank opens, you can do it in a few minutes. Other information can be prepared on the spot, is it troublesome?

Prepare information

Office workers: 1. Identity 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. Address certificate (water and electricity invoice)

Doing business: 1. Identity card; 2. Business license, lease contract, rent receipt or water and electricity bill in the latest month; 3. In the last six months, the bank shows the name and card number of the running account of the public-private enterprise, and the bank seals it; 4. Proof of address

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

Full house: 1. Identity card; 2. Real estate license.

Remarks: Every company has its own requirements, depending on its own company!

Appointment follow-up

65438+

2. Call the customer who made an appointment the day before the next morning, and ask the customer to inform him of the information he has prepared and check it in detail to avoid the customer running twice.

Hello, Mr x, this is Mr x, the loan specialist of XX company who contacted you yesterday morning. Did you receive all the messages sent to you yesterday? I confirmed it with you yesterday, so I called to remind you. I made an appointment for you 10:00 am because there are many loan customers in the store. Please come to the store on time. What materials have you prepared? Check with you to see if anything is missing.

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