"Why deliberately write a few digits wrong? Are your brains buzzing?" Wáng Gēng asked, chewing gum nonchalantly.
Táng Kē nodded.
Huáng Guāngyào and Méi Jílóng were still bewildered.
Seeing that the three rookies couldn't guess, Wáng Gēng's vanity was greatly satisfied, and he chuckled, "Because this branch is the only place nearby with a credit report self-service printer. Many customers applying for loans print their credit reports here."
"So, the problem arises."
"Some salespeople use tricks. They find out customer information through unknown methods and then contact the customers one by one."
"If your customer information is obtained by them, they are definitely more professional than you at acquiring customers and can easily snatch them away."
"There are people like this not only in our company but also in other loan assistance companies nearby."
Táng Kē was shocked!
This works too?
It’s like butchers have different ways to slaughter pigs – everyone has their own methods! To get business, salespeople are truly competing fiercely, using all sorts of tactics.
However, Táng Kē had to admit that if they actually got the bank's credit report printing log, the customer precision would increase to at least ninety percent.
If they didn't have someone like Wáng Gēng to advise them to intentionally register incorrectly, the precision could reach ninety-nine percent.
Who would check their own credit report for fun if they didn't need a loan?
"Learned another trick," Táng Kē thought to himself, feeling a bit closer to the seemingly carefree Wáng Gēng.
He truly didn't treat Táng Kē, Huáng Guāngyào, and Méi Jílóng as outsiders. This kind of detailed work wasn't part of the rookie training or guidance. Wáng Gēng wasn't holding back.
Next, Wáng Gēng took Táng Kē, Huáng Guāngyào, and Méi Jílóng to the basement, letting them familiarize themselves with the parking garage layout, entrances and exits, and the surrounding environment.
The purpose was to let the rookies get acquainted with the surroundings, so they wouldn't end up in the embarrassing situation of going to the parking lot to pick up a client, failing to meet them, and getting lost themselves.
Wáng Gēng told Táng Kē and the others, "Don't underestimate the parking garage, this small aspect. There's actually a lot you can do here, and it can even lead to closing a deal."
"Do you know why?"
"Let me tell you slowly. First, if you encounter a client with good conditions, you can go down to pick them up, help them find a suitable parking space, and tell them how to get there."
"See, that makes a good first impression."
"Second, if you encounter a high-quality client and there aren't enough parking spaces, you can proactively offer to have their car washed. It only costs a few dozen yuan, and the car wash is right in that corner. They'll watch the car for the client, so even if it takes a bit longer, it's fine."
"Most importantly, if your client doesn't intend to close the deal on their first visit, or if they've already successfully received the loan, you should escort them to the underground garage, pay for their parking, and see them off."
"Don't look down on these small details. They don't cost much, but clients really appreciate it. They aren't greedy for that little bit of money; they feel you are professional and provide excellent service. They'd feel bad if they didn't get a loan from you."
Wáng Gēng finished and chuckled.
Táng Kē, Huáng Guāngyào, and Méi Jílóng, however, benefited greatly, finding his words very insightful.
Wáng Gēng also mentioned that some clients, after the loan amount is determined, often get bogged down by interest rates and fees, sometimes even arguing with the channel department.
At this time.
The function of the parking lot becomes apparent again.
The basic routine is for the salesperson to accompany the client to the underground garage, acting as a good guy along the way, empathizing with the client's perspective.
From the office to the underground garage, most clients calm down, and their thinking returns to reality.
They might think, "Damn, if I don't get this money, I don't have any cash flow!"
They can't pay for goods.
They can't pay salaries.
Some might even be eagerly waiting at the company for them to return and make payments.
Clients who are truly in need of money often hesitate. The sales manager, sitting with them in the car, offering a little guidance, or subtly probing their psychological bottom line, and then intervening, perhaps by proactively "requesting" a reduction in fees from the company, might be able to sway the client back and reach an agreement.
Wáng Gēng spoke very convincingly.
Táng Kē and Huáng Guāngyào listened intently. Huáng Guāngyào, originally from Guangdong Province, said in a distinctive local Mandarin accent, "Brother Wáng is truly amazing. Please continue to guide us two a lot in the future."
"No problem, we're all one team," Wáng Gēng replied with a grin.
He then led Táng Kē, Huáng Guāngyào, and Méi Jílóng back upstairs, and they proceeded with the introduction to the client application process.
The entire process isn't difficult, but many subtle details require attention. For example, the account manager needs to be familiar with the layout of the reception area and guide the client to their seat.
Additionally, they need to handle client registration, pour tea and water for clients, and photocopy credit reports.
The most crucial step is being able to understand the client's credit report and check tax data for billing.
During this process, the account manager will appropriately challenge the client based on their situation, making them realize that their enterprise data and personal credit indeed have problems, causing them to become less confident.
For clients who have applied to banks but haven't been approved for a credit line, this needs to be handled with precision.
These steps are called "laying the groundwork" in loan assistance companies.
Their purpose is to lay the groundwork for negotiations by the director and channel manager, lowering the client's psychological expectations, and gradually getting them to accept suitable banking products or service fees.
Chapter continues on next page.
Only then will the loan plan design, interest rate communication, and fee negotiation begin.
It is only when the client agrees to proceed that the substantive application phase begins.
Táng Kē had already learned from Táng Wàng that if a client's qualifications are good and they accept products with relatively high interest rates, they can usually get approved and funded the same day.
If the client insists on applying for a low-interest product, they will need to schedule an appointment for the bank's account manager to visit for an inspection, then open a general account at the bank to enter the final approval stage. Barring any unforeseen issues, funding can proceed after the account is opened.
The entire process takes three to five working days.
Of course, this is still a long way off for Táng Kē, Huáng Guāngyào, and Méi Jílóng, the three new rookies.
What they need to do now is to familiarize themselves with the scripts and try making customer calls, gradually entering the full-throttle telemarketing state.
On the first day of joining the team.
Yán Lóng only asked the three of them to familiarize themselves with the scripts and choose one opening script to stick with for the first two to three hundred calls to see its effectiveness.
If effective, continue using it.
Otherwise, they could consider making some modifications until they could say it smoothly and also pique the client's interest.
In essence.
Telemarketing cannot be rigid, nor can it be changed in a haphazard manner. It requires a step-by-step approach, tailored to individuals, to find the sales scripts and methods that suit them.
While familiarizing themselves with the scripts, Táng Kē began executing the tactics taught by Táng Wàng: listening to the telemarketing scripts of the veteran account managers they were leaning against.
The row Táng Kē was facing was entirely composed of people from the Ninth Department, who called themselves the Iron Army of Hengyu Jinfu.
Since Hengyu Jinfu was reorganized at the end of last year, the monthly champion this year has never left the Ninth Department. Táng Kē saw that Director Xú Línshèng's seat was adorned with nine shining trophies.
It's said these are all the team sales champion trophies from January to September this year.
Xú Línshèng has joked with other directors more than once that he's very troubled now, not knowing where to put the trophies because they take up too much space, and the director's desks are too small to hold them all.
Truly the GOAT!
Táng Kē listened very attentively and slowly began to feel there was a significant difference in how the salespeople from the Ninth and Tenth Departments made calls.
With the same script, the people from the Ninth Department spoke in a way that made people feel comfortable and willing to communicate.
In contrast, colleagues from the Tenth Department found it difficult to get clients to listen to them seriously. Almost ninety percent of calls were hung up after the opening.
The so-called opening is actually the salesperson's greeting and self-introduction.
Táng Wàng said that many rookies couldn't even finish their opening before the client would hang up.
Too difficult!