9:21 AM How to handle the fears and worries of salespeople and employees in getting credit application approval from customers? |
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Answer: That is absolutely the biggest fear that people have. When the one come through it and somebody's not going to get approved. There are two things that to be pointed out. First one is that you are really going to approvals. You'll see a high approve rates with GE Money than other lenders out there. If someone is not really to get approve, they typically know it in advance. Financing is something that is out there in the market whether you're buying a TV, a car, a furniture, or a bike, it doesn't matter. People are used to getting financing. And when they're applying for financing with you, it's not the first time that they've applied for financing. So the first thing to do is know whether or not customers will get approved, kinda off the bat. The second thing is this is why it's so critical to bring up financing early on the conversation. If you're waiting until the person is getting ready to pay and they've checked out, they already got their basket full of stuff and are ready to go and you bring it up then and not approved, that's a big deal. And that can cause a rip in the sales. You know the sales is you're going through it. If you're talking about financing at the very beginning of the conversation and for some reason and that person is not approved, you say, "Okay, that's alright. Let's just go ahead and take a look at what you wanna get". You know it's a non-issue at the beginning of the conversation. It's a big issue at the end of the conversation. |
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