First, cultivate yourself into a professional manager (be a man)

Good professional manager training. Account managers must have a strong sense of social responsibility and mission, integrate into customer service, publicize bank culture and bank values to customers, and put bank interests first. Banks should attach importance to cultivating the correct and healthy values of account managers, penetrate into the spiritual world of account managers, and embody them in their daily activities. Let others think that you are sunny, responsible and have the same sense of belonging in values, and customers also agree with your behavior.

Behavior is a reflection of thought. With correct values, account managers should be positive, enthusiastic and inspiring. Instead of moping and complaining all day.

Have a good professional ethics and professionalism, love to do things, love to work, full of enthusiasm for the cause, have a strong enterprising spirit, and strive to achieve Excellence. Account managers must have a strong sense of responsibility and pursue perfection. Remember? A gentleman should be virtuous and carry things; A gentleman should strive for self-improvement in doing things? This should be the basic principle of the account manager. Only when the account manager works hard and works hard, customers will feel at ease and will be willing to deal with you.

Account managers should focus on their own destiny and grow up with the country. Their hard work is to repay the country and contribute to society. This is the values that account managers should uphold and the charm of account managers. Doing things can be specific, being a man must be broad-minded and have a broad vision. Only with a long-term vision can things be atmospheric enough to do great things. You should make customers feel that you are very imposing, open-minded and worthy of communication.

Please remember: first-class account managers create the situation, second-rate account managers create the market, and third-rate account managers do things? .

-Enthusiasm, hard work, few complaints, and believe that performance is king. I always believed that? Mind decides fate? The account manager should make himself shine every day. Passionate, believe it? Anything is possible? Dreams can come true? . Have lofty sentiments and ambitions, and believe that you can do it. Account manager, do you want to believe it? Diligence is your greatest wealth? ,? Go all out at any time? ; Full of pride? Without a cone of soil, there is a heart all over the world? .

Second, train your positive attitude (good attitude)

-mentality determines fate

A positive attitude determines your success, while a negative attitude means your failure.

1. The only difference between a loser and a winner is a different mentality.

2. Everything in marketing should be packaged with attitude.

Don't do marketing without a positive attitude.

? There are so many beauties in Jiangshan, and countless heroes compete for victory? . There is no time to complain if you work hard. The world gives everyone a fair chance, the weak complain about their fate, and the strong control their fate. Remember, account managers have high knowledge and high pay? Sales of goods are tight? .

Perseverance, only concentration can be professional. Self-confidence comes from leading ideas, familiarity with products and maturity of experience. I am confident in doing things, and I believe I can do it easily. Account managers should focus on a certain industry, focus on expansion and be impartial. The needs and operating rules of each industry are completely different. Account managers should focus on a sunrise industry with a large amount of funds, seriously study the laws of the industry, accumulate industry marketing experience and become industry experts. Remember, if you want to make money in an industry, you must first become a person in this circle. Only by working hard in one direction can we? The rope saw is broken, and the water drops go through the heart? .

? Earthworms do not have the advantages of minions, and their bones and muscles are strong. They eat the earth and drink the yellow land with their hearts. The crab kneels six times and pinches twice. It's not that the snake hole has no sustenance, it's also impetuous. ? That's what the ancients said

An account manager can only do one thing at a time and make amazing achievements as long as he works hard in one direction and puts his time on the most rewarding things. ? All bets? Bet that you will win.

-Honest and sincere, and serve customers wholeheartedly. Keep it simple and honest, don't make misleading propaganda, and don't make promises at will. Remember? A promise is worth a thousand dollars? . It is normal for customers to like their account managers. Banks deal with money every day, and there are too many temptations. Customers are usually very cautious when choosing a bank, so the personality of the account manager is very important.

Remember, the account manager should not be too old-fashioned to guarantee this image: when doing business, you are more mature and really like an expert, so that customers can rest assured of you and dare to give you this business. I believe you can do it well. After all, this is what you eat; When dealing with customers emotionally, it is very simple and simple, like a newly graduated student, not ignorant of the world. Customers feel comfortable with you and even want to give you a hand and a ride.

Honesty is the foundation of marketing, which has always been the case in China? Be a man before doing things, sell character before selling goods? . Honesty is the secret of winning customers' trust. You should treat your customers as your parents, be sincere and honest in front of them, and never lie. Do what you can, keep your word and keep your word. Pay attention to abide by laws and regulations, pay attention to professional ethics, and do everything possible to leave a sincere impression on customers.

? Eight things, nine attitudes, hard work? In order to succeed. Get along with customers with your heart and handle business for customers with your heart, and customers will feel your sincerity. As long as it is a customer's business, no small matter, we must go all out.

Honesty is one of a person's most important wealth, and it is a fatal weapon for account managers to win marketing success. Only sincerity can win customers and friends.

-Abide by the law and discipline, and be able to restrain your behavior. Account managers must always check their behavior and abide by the law. Remember: bank rules and regulations are the bottom line to protect you. Never cross the line. Bank credit business is always in contact with customers and often encounters some temptations. Don't try to catch the ball.

-Account managers must have good team spirit. Being able to cooperate and divide the work effectively with other employees and having a good sense of team honor, the account manager must establish a team of experts that can be relied on. At present, the customer demand tends to be more complicated and the bank product line is more complicated. He must get experts from the head office and rely on the strength of the team to market big customers.

Third, exercise a higher professional quality (being able to do things)

Familiar with the relationship with customers, it is better to help customers solve a problem.

You should know what our friendship with customers is like. The fragile fortress looks like a weathered sand sculpture? . What is the first thing between us and our customers? Business partner? , followed by? Jianghu brothers? . If your loan can't be approved and your bank acceptance bill can't be done, it's hard to be brothers.

There are too many relationship account managers, but not many capable account managers, especially those who are very familiar with bank products and have the ability to help customers solve problems. Gone are the days when you can get your savings by drinking a lot of wine with your customers every day. You should set aside some time every day to recharge your batteries and learn professional banking knowledge and skills.

As an account manager, you should have a clear mind and a keen sense of smell, capture all kinds of economic information in time, constantly analyze and study, find problems in time, and feed back information to promote the healthy development of banking business. We should pay attention to the research and development of the market, understand the economic development trends of national industries, industries, product policies and local governments through the internet, media and other means, analyze customers' marketing environment, investigate customers, understand the operating rules of customers' funds and the doorways of customers' business under the premise of grasping the objective environment, and truly become customers' business helpers.

It is best to help customers pay attention. For example, when customers are ready to buy real estate, you can know a little about the local real estate market. For example, when customers want to get information about the interest rate trend, you can give some suggestions.

Account managers must have strong product portfolio design skills.

-Design product and service portfolio according to customers' needs and bank resources, and make personalized financial product service plan for customers.

-Proficient in the combination of various banking products and related skills.

What are the five core needs of enterprises? Sales, procurement, financing, management and financial management? Banks design product portfolios. Facilitate procurement, promote sales, save interest, strengthen management and increase wealth management? Objective: To think about the value of banks from the perspective of enterprises.

The products of banks are interrelated, the single use effect is average, and the customer loyalty is very low. The cooperation between banks and enterprises is superficial, especially the single use of credit products implies certain risks. If the bank acceptance bill is combined with cash management and financial management, the comprehensive return of customers can be effectively improved. The account manager should be able to combine the products of the bank to form a valuable service plan for customers.

Fourth, there are very delicate interpersonal and emotional communication skills (know how to use emotions)

-good image, neat and decent clothes.

Account managers must ensure a clean, tidy and decent image, show a very capable and professional image, give customers a very comfortable feeling, and a decent image will give themselves confidence. As long as you are in the company, men will always be ties and suits, and women will always be formal clothes.

As long as you are working, you will always be the most spiritual image. Even though I just worked overtime until twelve o'clock last night, I have a splitting headache and my whole body is falling apart.

-more elegant speech, wider knowledge and higher cultural literacy.

The account manager must behave gracefully and speak well. Mature temperament and profound connotation, the more contacts customers have with you, the more rewarding they feel, and they are willing to communicate with you at a deeper level. Account managers are not necessarily proficient in all industries, which is unrealistic. But you need to know something basic. Usually, we should pay attention to understanding economic phenomena, such as stock market, futures market and property market. Know some sports, such as football, tennis, volleyball, etc. Know some music, such as piano master. In short, it is like a kaleidoscope, endless.

-Cheerful, generous, steady and cautious.

Account managers must cultivate an open, cheerful and easy-going personality, so that account managers can make more friends and open their social circles quickly.

The account manager must be generous and have enough momentum. ? A strong man is dressed in golden armor and has been through many battles. He will never give it back until he breaks Loulan. ,? Standing to be a man is a mountain, and falling is also a collar and a ditch. When falling, the earth is dusty? .

? Delicate humanistic care

According to different customers, we adopt different working methods and strive to provide customers with the best financial services. Customers will be moved by surprises when they receive flowers from us on their birthdays. If customers receive interesting information from us when they are upset, they will definitely put the unhappiness behind them for the time being and hold a little gratitude; And when the customer was unfortunately lying in the hospital bed, he was moved by the figure running upstairs and downstairs after seeing us busy? Although everything is normal and simple, it will definitely win the support and understanding of customers and enhance feelings.

Five, cultivate strong psychological quality (tenacity)

1, you can go ahead and get more and more brave.

Marketing customers is a very difficult process. Learn as much as possible about the bank's credit culture and customer orientation, identify customers and improve the success rate.

It must be clear that marketing customers is a tortuous process, and declaring credit projects is definitely a process of repeated disputes and bargaining, which requires persistence and perseverance. Blow away the yellow sand, starting with gold? . 90% of the projects were killed, and 10% of the projects survived, which is the usual law of credit project evaluation of commercial banks. Therefore, the account manager is required to find out the credit orientation and risk preference of the bank and improve the success rate as much as possible. We should stick to and summarize the experience of some projects. ? Although it is hard, it is difficult to blow out crazy sand when it is not golden. Zeng Guofan has a famous story. Repeated battles and defeats? 、? Repeated defeats and battles? Despite all the hardships, but still determined.

The ancients said:? A gentleman's ambition is still in the sky, and there must be no disadvantages of one exposure and ten coldness. In particular, you need to be tough and strong, and you should be indomitable despite being displaced. Advance at the sight of profit, retreat at the sight of difficulty. It's not a great thing, how can you take it? In a person's life, a ship sails on the sea, with wind and wind, and changes from time to time. If you must sail after a smooth sailing, land in the sun. ? Maybe we are destined to sail against the wind all our lives and need perseverance.

Since I chose to be an account manager, I was doomed to a bumpy life.

2、? Don't rejoice in things, don't grieve for yourself? Inner peace

Account managers may encounter many failures and setbacks in their daily work, so they should have a peaceful mind. We believe that a good project may be abandoned because of the limitation of resources and the lack of risk control means. For example, large-scale project loans, long-term projects, low-yield projects and so on. They are all comprehensive and balanced, and sometimes banks cheat; Sometimes after marketing for a long time, some customers still can't do it, and the account manager is almost desperate. Account managers should always keep a peaceful mind. ? Man proposes, God disposes? Be generous.

? There are hundreds of rivers and great tolerance; The wall stands a thousand miles, and there is no desire?

3, mature, know how to advance and retreat.

Know how to be flexible while observing principles. Big principles must be adhered to, and small differences have advanced and retreated.

Such as: relaxing loan conditions, reducing mortgage ratio, changing the use of funds, extending loan term, etc. Once the principle is hesitated, it may be used by customers and lead to a big mistake. Because at this time, customers are competing with you, you can't be confused, customers are testing your bottom line, which may not be impossible. Minor problems, such as reducing the handling fee and advance payment, can be advanced or retreated according to the situation.

-account managers should establish their own special advantages in certain industries and form certain brands. With the brand, customers will naturally roll in. Actually, become? Expert? Not difficult. You are not really required to be an authority in an industry. As long as you are a conscientious person, you should pay more attention to collecting information about a certain industry from newspapers, magazines and websites, understand the relevant national policies, consciously sort out and refine some knowledge, and talk about it in Kan Kan when necessary.

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