Bank Indicator Tips
1.Brain-diligent.
1) First of all, you must know what are the main products in the industry, which products have the highest commission (this is called grasping the main contradiction), and basically know which products you should start with;
2) Secondly, to know the selling point of the product, at least you must know what is the difference between your product and other homes, what are the advantages, and it is necessary to know it well.
I'll give you an example of when I first entered the industry in 15 years, the customer came up and asked us what the 3-year fixed deposit interest rate was, and after I said that, the customer took the note down, turned around and was about to leave, I looked at it to shop around, I told her directly: "Auntie, you don't have to run in the summer, I tell you that our family is the highest ...... in all banks."”
The customer deposits directly, does our bank's deposit interest rate have an advantage over other banks? That can't be said too absolutely, but I know very well that all banks at that time were implemented on the basis of the central bank's benchmark interest rate, up and down no more than 30%, the implication is that the major banks rose to 30% at most, although our bank only rose by 25% in 1 year, but we rose 30% in 3 years, directly capped, so I can be sure that the 3-year period is the highest in our bank, and the other banks are at most the same as me, but the simple truth is that customers hear different feelings.
3) Finally, the business ability must be excellent.
Let's take a specific example, generally do a good job of the account manager is a teller, what does it mean, that is, he understands the business inside and outside the cabinet, when the customer is diverted at the door, he can clearly tell the customer whether the business can be done or not, if you have to wait for how long, what information to prepare, which is the necessary information, etc., the customer will feel that you are professional, and they are willing to believe you.
But in fact, in most cases, tellers can't even pay their own utility bills, and the account manager can't even figure out which businesses need to bring ID cards.
2.Follow the right person.
1) Follow the right master.
After 1 month in the industry, you have to know who is doing the best business in the whole network, and you have to keep your eyes open to see how people market customers and learn from experience.
To give my own example, the most useful experience I have learned from ** is "relationship marketing", which is to chat with customers and really help customers solve problems. The meaning of chatting is, what she likes to listen to, what you say, I have a client who tells me every day about his grandson, and I will raise children with him, of course, by the way, I will also affirm other people's children; Helping customers solve problems refers to treating customers as their own close people, making them feel that you are really good to him, and winning a customer is equivalent to winning a family of customers.
2) Follow your colleagues.
Go out with the corporate account manager more, this field service is not for you to run strange visits, it is to follow the corporate account manager under the corporate customers, these companies' salary cards are generally the bank's, you will be very popular, the business is easy to develop, and the performance is also shared by everyone;
3.Legs should be diligent.
Generally, the lobby manager needs to stand in the lobby, there is no hard and fast rule for the account manager to stand in the hall, but don't be lazy, especially the treasures who have no resources, you can only rely on yourself to discover customers, many masters will take you to do strange visits, to be honest, the effect is not great, the point is that you are not willing to do it (I am extremely repulsive), the core is that you can seize the initiative to come to the customer.
The general public still has a natural trust in banks, so all you have to do is "chance" and "intercept".
"Chance encounter" refers to when you take the number of the customer to divert, ask the customer to save money or buy financial management or apply for a credit card or buy **, etc., you receive him and take it directly;
"Interception" means that the customer sits in front of the counter to do business, if the transaction is a deposit or salary card, etc., the teller will confirm with the customer again (and repeat it to the loudspeaker), which is equivalent to giving you a signal to let you go up to convert the customer (deposit to wealth management, salary card to credit card, etc.).
If you don't understand it anymore, then no one will save you (so you should also have a good relationship with the teller, as for how to balance the interests with other colleagues and the teller, you have time to share with everyone);
4.Don't look at your customers with tinted glasses
All customers are treated equally, and you may not know which one will save you. For example, my own personal experience (don't spray me, I was young at that time), one day at noon, everyone took turns to eat, and it was my turn to stand in the lobby to receive, there was an aunt, not an exaggeration to say that it was extremely ordinary, wearing jelly slippers, transparent, with holes in the eyes (I won't describe, in short, many people on the street wear that), pull a small cart to buy vegetables (the kind that the bank gives when buying financial management) A few green onions still leaked out.
I asked the customer what business to do, she said to buy financial management, I was extremely mechanical to introduce (at that time it was really a mouth to fly up, less than 1 minute to finish), because I felt in my heart to buy at most 5w-10w, I didn't have too much patience to explain (I usually are still very good, that should be hungry, haha), the customer asked me to explain the principal-guaranteed type again, no way, I can only say it again, I asked her how much to buy, the person aunt opened her mouth is 200w, it is not an exaggeration to say that I am going to laugh and blossom, Welcome the customer to my office, immediately coffee waiting, and finally 500w deal, that is the first private customer in my life, and then the relationship is also good, every time I distribute gifts during the New Year's holidays, I will leave a copy for the customer, and finally I also converted her and her relatives and friends into my customers (that is, the relationship marketing that I said before, relying on sincerity).
5.Build a good relationship with colleagues on site
Now many banks do not allow insurance work and ** companies to be stationed, but even if they are not allowed, they will still have a scope of responsibility within them.
These people have a lot of customer resources in their hands, as long as the relationship can be handled well (it is better to buy insurance with themselves and relatives and friends, since they have to buy insurance, why not buy it from him, he can still give discounts;
You need their customer resources, and they also need your customer resources, mutually beneficial), and they are also your customer source.
Therefore, whether you can complete the performance appraisal indicators, although it has a lot of relevance to whether there are background resources, but it is not absolute, after all, there is less background, and a little background will be ruined for half a year.
It's up to you to remember.