1. How to do a good job in financial sales _ Methods to do a good job in financial sales

Financial sales and financial marketing refer to the social behavior process in which financial enterprises provide financial products and services to customers with the guidance of financial markets, and realize the interests of financial enterprises in the process of satisfying customers' needs and desires.

characteristics of financial marketing (1) from the position of financial institutions, the main body of financial marketing, financial enterprises, as providers of financial services, should not only develop different financial products and services according to the needs of different investors in fund-raising activities; It is also necessary to develop and provide different financial products and services for different customers in capital utilization activities, so as to meet the requirements of capital demanders and ensure the efficiency and quality of capital utilization. In addition, we should give full play to its position and role as a trading intermediary and actively provide various intermediary services for customers.

(2) From the perspective of consumers of financial services, the object of financial marketing, with the development of economic integration and financial liberalization, the financial market has become increasingly mature, and all-round, multi-functional and multi-channel financing and transaction settlement have become possible, which has also made the number of financial consumers participating in financial activities increase day by day, their composition become increasingly complex, and their requirements for the quality of financial services have become higher and higher.

(3) From the purpose and requirements of financial marketing, it has become the main purpose for enterprises to provide financial services to maximize revenue. As the process of providing financial services and consuming services is often synchronized, financial enterprises are required to continuously improve their professional quality, establish a good corporate image, and win more customers by providing standardized services.

(4) From the perspective of various financial products, which are the targets of financial marketing, they are the carriers associated with the specific forms of financial financing in financial activities, and their characteristics are mainly as follows:

① There is formal invisibility.

② essential consistency and substitutability.

③ diversity of expression forms.

the present situation and countermeasures of financial marketing 1. the present situation of financial marketing

(1) the concept of marketing is outdated

in financial business activities, the business concept of most banks still stays in the stage of promoting financial products, especially some senior bank employees who are in charge of loans still treat customers who want them condescendingly. This bank-centered business orientation obviously does not meet the competitive requirements of modern financial markets.

(2) Incomplete understanding of marketing

Although some of them have borrowed the concepts and techniques of marketing in their business strategies, they often regard sales promotion as marketing, and the publicity lacks integrity and consistency, failing to combine the image publicity of bank products and bank business ideas, and lacking overall marketing.

(3) Lack of strategic objectives in marketing

There is a general lack of analysis, positioning and control of the market from a long-term perspective, and the work in improving service attitude, optimizing service quality and improving service level has not been linked with the strategic objectives and marketing strategies of marketing, thus lacking pertinence, initiative and creativity.

(4) Lack of marketing professionals

The knowledge structure of employees is basically financial majors, few marketing professionals enter the enterprise, and most of the recruitment and training of enterprises pay attention to financial majors.

(5) Immature financial market

The price formation mechanism and trading mechanism of financial products are single, and the market operation has not yet formed, which greatly reduces the price strategy and price combination of banks. The relationship between property rights is vague, the corporate governance structure is not perfect, and there is no internal driving force for financial marketing.

2. Financial marketing strategy

(1) Integrated marketing strategy.

the concept of financial marketing should be the idea of integrating marketing concepts, and all departments that play the marketing function should be under unified command and coordinate their actions in terms of products, prices, channels and promotion, so as to achieve comprehensive economic benefits. To this end, financial enterprises should first establish the concept of "big market", that is, break through the traditional time and space boundaries and establish all-round and all-time services. From the traditional homogenization and large-scale marketing concept to the personalized marketing concept.

(2) New product development strategy.

the development of new financial products should identify the "niche point", take the interest of customers as the tendency, and try to increase product functions. Specifically, we can adopt different methods such as imitation, combination and innovation. We can also learn from the successful experience of foreign banks in this respect. In order to meet the new needs of customers and the needs of banks' own development, we should pay attention to the combination development of products and the renewal of services.

(3) promotion strategy.

After China's entry into WTO, facing strong competitors, China's financial enterprises should, on the one hand, increase investment in the application of promotion strategies and form a scale; On the other hand, we should combine all kinds of good promotion methods and make a series of promotion methods organically, plan and organize them in a unified way, so as to achieve good overall results. The main strategies of promotion are advertising promotion and marketing promotion. The commonly used promotion tools in the financial industry at home and abroad include prize sales, gifts, supporting concessions, free services, relationship marketing, joint promotion and so on. The third is personnel promotion. Fourth, public propaganda and public relations.

(4) Marketing strategy of brand manager

How to shape the respective characteristics of brands under the premise of maintaining the overall image, values and corporate culture of financial enterprises, or under a general brand image, form loyal consumer groups of their respective brands, win a broader market and living space for financial enterprises, and avoid the embarrassing situation of contradictions and conflicts among brand groups of financial enterprises.

methods to do a good job in financial management sales 1. the simplest and rudest method is to directly grab customers from companies in the same industry.

I learned all the dry goods in this skirt: 34219714. A-Case: 315. As a sales friend, I can go in and exchange experiences. The group management is very enthusiastic, and no advertisements are allowed.

As for the operation method, Zhaopin will list the distribution of a number of companies that are doing very well in the industry. For example, there may be 1 P2P companies in Building A, collect some announcements from these companies and make a phone call.

usually at this time, the salesman will take the initiative to tell us what afternoon they have a financial salon meeting to attend. Well, we can go and listen to their financial salon.

There are many benefits:

1) Learn their products and words;

2) In the process, you can basically tell which customer is interested;

3) remember to exchange contact information with customers whenever you have the opportunity;

4) excuse me to leave early after the meeting and go downstairs to the company?

If you don't want to listen to it, you can just wander around the downstairs of their company. At the front desk on the first floor, someone will ask how to get to a certain company. These are the customers invited by their company.

If you wander around the downstairs of such a financial building, you will meet potential customers every day. The customers here are at least Class B and Class A, but many of them have already been sold in this company. But we are not afraid of being rejected. Let's squeeze into their purchasing sequence first and act as the price grindstone for Party A.. Insurance companies often say that the proportion of family assets, eggs can not be put in one basket, for these customers who invest in other companies, the same is true, matching, dispersing risks! Hehe, are you familiar with this kind of speech, buddy?

2. wealth management customers consulted by banks.

when you go to a bank to do business, or when you have nothing to do, you go to various banks to do business. Doing business is not the main purpose, but the purpose is to observe. Some customers go to the bank's wealth management manager, and after they have consulted, you chase them out. Generally, customers who choose bank financing will be more cautious, or squeeze into the customer's procurement sequence first. The customers here are all Class A or Class B customers. In addition, the 1th, 15th and 18th of each month are the days when our customers' uncles and aunts pay their salaries. They queue up at the bank gate after 8 o'clock in the morning, so we are not tempted?

3. Wholesale market.

the self-employed wholesale owner usually starts his work at 4 am at noon and leaves work at 2 pm. During the period from noon to 2 o'clock, many people sit idle and hold our company's promotional color pages, and usually read them when they are idle?

Many people have our business cards or phone numbers in their booths, so it's easy to communicate in the future. This kind of customer's acceptance ability is quite fast. If we do this channel well, the volume of orders should be more than 1-2 times, and we know what the customer does and where is the address? These customers are all positioned as Class B customers.

4. Close the account.

There are many households in Shanghai, many of which are in the surrounding area. If there are many, each household has a large sum of money. At this time, the account managers of the bank all gather to visit those households? These people are easy to handle. As long as they trust you, they won't go back on their word!

5. Used car market.

these people make more short-term investments. It is easier for a used car maker to make a deal with Xiali than Land Rover. Because land rover is not easy to sell, rich people will buy second-hand land rover? So, are we going to find the owner?

6. Make a phone call.

if it's a phone call from the company, it's the best customer list from the same trade. If you want to make your own phone list, people and 58 can collect some boss phones, and used car phones can also be collected. The biggest advantage of these customers is that you can know what the customers do, talk to them about their business, talk to us about financial management, or go to the parking lot to get the car-watching uncle, and ask him to help you get some mobile phones. Getting such phones is still accurate.

7. Find a director-level doctor.

What's the saying? Horses don't eat night grass, they're not fat, and people have to earn extra money and get rich, you know?

8. Cooperate with the insurance aunt and elder sister.

There are some experts in the same industry who are good at this. Are you happy to see this?

9. Keep a close eye on those who let go.

Those who set them free are quite rich, but if you win such a customer, don't even think about it. You'd better know some Buddhism, otherwise there is no basis for communication. Every big city has relatively concentrated release areas, such as rivers, reservoirs and mountains. You often go to these places on weekends, and you may get unexpected gains. Do your best?

1. Large-scale housing exhibitions in this city.

If so, it's time for you to go out. Go to the booth of the mansion and wait for it. Maybe you can meet the hawkers at the meeting. There are a lot of news about this in local portals and newspapers. Such customers generally have some investment friends around them, and they have done a good job and have a lot of imagination.

11. If the company supports it, do some business activities and community activities.

be vague about our sales proposition. For example, we can do various competitions in the community and give some prizes. Some wealth management companies have done square dances, cultural performances and other projects. The practice is simple. First, we will give a wonderful performance and talk about products in the middle, but our company is sponsoring the party. Performing on the stage, let's collect customers, get to know their needs, list the customers who are interested in investment needs, and finally call on them by phone. By the way, remember to take photos. Next time we visit customers, we will also send photos of customer activities, and give them a surprise first.

Guess what you like:

1. Three financial sales work plans

2. Ways to do sales well

3. Slogans to encourage sales in the financial industry

4. Famous words to encourage financial sales

5. Plans to do sales well

6. Summary of financial sales work

7. Summary of financial sales staff's work. What kind of financial knowledge should a salesperson learn?

First of all, you should know the real estate like the back of your hand. Second, the advantages and disadvantages of the real estate should be clear. When selling to customers, you should focus on the advantages of the real estate. Of course, the disadvantages should also be talked about, but you can take an artistic view. Third, what are the customer groups targeted by the real estate? Fourth, you should be conscious of the preferences of the customer groups in the sales process, and what are your goals and how to make some relevant plans around your goals. Clear the industrial values, I believe you will be an excellent salesperson. The Especially when there are competitive properties around the sold properties, and the differentiation of the properties is not great, the sales staff who know why and why are the decisive weight to defeat the competitors. Commercial housing is often a bulk product that customers spend all their lives buying. Repeated comparison and indecision are common phenomena. When customers are still undecided about the perceived use value of real estate after repeated comparison, if the sales staff can explain the use value of real estate that customers can't perceive, they can tell customers: "Our real estate is not? Structure, but? Structure, with? Features, this structure can be reduced? Can you improve? " ; "Interior wall coating is others? And we adopt? , yes? Environmental protection products, are there? Efficacy "; "Socket is? Product, yes? Materials, yes? Features "and so on, it is possible to win the recognition of customers and realize sales. Sales staff deal with the whole society, which is constantly changing all kinds of people and things. In the era of knowledge economy, knowledge changes fate, so they must have various knowledge and experience. Therefore, mastering the basic principles of marketing, understanding various real estate policies and regulations issued by the state and local governments, and having basic common sense of general sociology, psychology, behavioral science knowledge, consumer psychology, etc., attached to their own professional knowledge, are the basis of sales staff's self-confidence and the guarantee of sales skills.

Third, the basic knowledge of finance

Content comes from users: Jinxin Technology and Education Information Technology Service Platform Bank from the basic knowledge)

Author: Lan Chunfeng (original) 28-3-1313:21 Keywords

First, multiple-choice questions

1. Chinese and foreign scholars agree that the important basis for dividing the monetary level is the financial assets.

A, stability b, security c, profitability d, liquidity

2, under the condition that other conditions remain unchanged, people expect interest rates to rise, which will (

C).

A, buy more bonds, save more money b, buy more bonds, save less money

C, sell bonds, save more money d, buy less bonds, save less money

3, the following are not direct financing (

D).

A, commercial credit b, national credit c, consumer credit d, bank credit

4. It is (

B) that cannot issue credit loans to residents.

A, China Construction Bank B, China Agricultural Development Bank C, rural credit cooperatives D, and city commercial banks

5. Commercial banks mainly deal in deposits and loans and handle transfer settlement (

C).

A, institution b, institution with integrated functions of government and enterprise

C, financial enterprise d, non-profit financial institution

6. The

behavior of asking the central bank to discount commercial bills to obtain funds is (c).

A, remortgage

B, remortgage

C, rediscount d, re-loan

7. In order to support the reasonable capital needs of grain, cotton and oil in transit, it is called (

C).

A, special sales loan

B, special reserve loan

C, acquisition loan d, sales settlement loan

8. The amount settled by collection and acceptance must be (

C).

A, project settlement

B, transportation

C, commodity transaction

D, personal travel

9, agency business is commercial (

d).