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. One must capture their conversation with the customer effectively such that a third person is able to carry on the conversation with the customer where they left off.

- Generating References: The quality of conversation and ability to connect with the customer is also reflected in the number of references that they generate.

- Providing market feedback to the supervisor: It is important to share with one's supervisor any trends that one comes across whilst speaking to a prospect. Examples could be objections from prospects regards the processing fee being charged by us vis--vis the same being charged by a specific competitor.

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