It is a very bad phenomenon for a loan officer to have no customers. No customers means no performance, and the consequences are very serious. No matter what the reason is for a salesperson to have no customers, he must Reflect!

1. The number of potential customers in hand is not large

The incoming entries every month are the potential customers accumulated during the previous business development process, and the credit manager thinks about it every day. It’s all about finding potential customers. An excellent credit manager is afraid that he will have customers receiving orders every day for a month, but most credit managers are afraid of handing in a few orders every ten days and a half.

The survey shows that the reason why credit managers with poor performance have few customers is that they often make one or more of the following three mistakes

(1) Not Know where to find potential customers;

(2) Not identify who the potential customers are;

(3) Too lazy to develop potential customers;

Because Developing potential customers is a time-consuming and labor-intensive task, so some salesmen are unwilling to develop potential customers and are only satisfied with dealing with existing customers. This is a suicidal approach. Because now customers often leave you for various reasons. After all, with more and more competing credit companies, customers get less and less information. In this way, if the salesperson cannot continue to develop new customers to supplement If you lose customers, within a few months, the credit manager will have zero customers.

Another mistake often made by salesmen with few potential customers is their inability to make a calm judgment on finding potential customers. They often become "only they know their customers best." For example, an old loan officer told a new loan officer: "There are too many competing companies in a certain area, and it's useless to go there." "Trucks, sales by phone are ineffective." At first, new employees may be skeptical and hold on to giving it a try. If you are lucky, you can find a few potential customers, but if you have average qualifications, if you are unlucky and nothing happens for a few days in a row, well, the materials that you have prepared with great enthusiasm will be shelved. There are many examples of this kind of failure caused by the personal bias of the salesperson.

Tips: Confidence is the foundation, insist on doing: measuring the country.

2. Complaints and excuses a lot

Credit managers with poor performance often complain and have a lot of excuses. They often attribute the reasons for failure to objective aspects, such as quota, Customers, interest rates, etc. have never subjectively reviewed their responsibilities for failure. The complaints and excuses they often mention include: "This is our company's wrong policy." "Our company's products, quotas, and interest rates are not as good as those of our competitors." "A certain company's interest rate is lower than ours." Looking for answers for their own failures. Excuses are of no use. Instead of looking for excuses, it is better to make some constructive considerations, such as: "This may impress customers." "Would communication be better like this?"

These salesmen are facing When facing failure, the mood is low, the attitude is negative, and the mind is filled with the concept of failure. In fact, when people face real difficulties, they usually can't even speak; if they can still find some excuses to defend themselves, it means that they have not fully utilized their abilities. If employees fail to do what they should do, or are unable to determine what they should do, and casually say dissatisfied words, this only shows their childishness and incompetence. Really good credit managers will never complain or make excuses because their pride will never allow them to do so.

Tips: No reasons or excuses, just methods!

3 Dependence is very strong

Credit managers with poor performance always rely heavily on channels and peers. All you ever think about is food: food that comes to you, and you never consider why others give you orders or you never want to develop your business well and find your own direct customers; people with this tendency are not qualified to be an excellent salesperson. of. Excellent sales cannot ask for protection from anyone, they must rely entirely on themselves

Tips: Be independent, dare to try and make mistakes, or start over again in the worst case!

4 No sense of pride in work

Excellent credit managers are very proud of their work, and they regard business work as a career.

How can a loan officer who lacks self-confidence achieve good results?

Tips: Everything I do is worthy of pride, because a little progress every day is success!

5 Failure to keep promises

Although some credit managers can speak good words, their performance is poor. They have a common shortcoming, which is "not keeping promises." What I promised my customers yesterday I forgot today. The most important thing in sales is credibility, and the most powerful weapon to gain the trust of customers is to keep your promises.

Tips: Don’t make promises, and do what you say!

6 Unable to persist

The problem with salespeople with poor performance is that they are easily discouraged. Business is a marathon, and success cannot be achieved solely on impulse. Only by giving up the belief in success and pursuing it unremittingly can you achieve your goal.

Tips: Combining persistence + good methods, there will be justice in the world, and your efforts will be rewarded!

7 Not caring enough about customers

The key to successful sales lies in whether the salesperson can capture the customer's heart. If the salesperson is not good at observing words and emotions, the business will definitely not be closed. Salespeople must not only understand the subtle psychology of customers, but also choose the right time to take action. This requires a thorough understanding of the customer's situation. Salesmen who do not care about customers cannot grasp and create opportunities.