Prospecting with suspect leads. A suspect is a person who has still not decided on taking a loan.
Converting a suspect to a prospect. This involves the following:
Establishing contact with the prospect, this could involve several calls and may need a call at a time beyond office hours.
This will also involve making calls at different times in order to achieve success.
Need Analysis
Eligibility Profiling
Setting up an appointment
Follow up with the prospect post every meeting with the sales officer until conclusion
Basis feedback from the prospect, seek interventions from the senior sales resource or by your own-self in satisfying customer needs with the objective of converting the prospect to a customer
Responsible for conversion of suspects to prospects to customers
Provide support to the sales team in increasing conversions by:
Prompt calling to all suspects / prospects
Timely follow up with all prospects
Cordial relationships with the sales officer mapped, collaborating with the sales officer in providing feedback, seeking feedback from him on your performance
Responsible for complete knowledge of company products and policies as well as those of competition
Responsible for quality of the conversation, which entails the following:
Accuracy
Product Knowledge
Appraisal Skills
Punctuality & TOS
TAT commitments
Ability to handle objections
Updating the software. You must capture your conversation with the customer effectively such that a third person is able to carry on the conversation with the customer where you left off.
Generating References: The quality of your conversation and your ability to connect with the customer is also reflected in the number of references that you generate.
Providing market feedback to the supervisor:
It is important to share with your supervisor any trends that you come across whilst speaking to a prospect. Examples could be objections from prospects regards the processing fee being charged by us vis-à-vis the same being charged by a specific competitor.