#6: VENDA MUITO REFINANCIAMENTO DE EMPRÉSTIMO CONSIGNADO!

Summary

In this video, credit expert Rayane Silva shares valuable tips on how to excel in selling refinancing products. She emphasizes the importance of understanding clients' urgent needs, handling common objections, and presenting key benefits such as maintaining the same installment amount and reducing interest rates. Silva explains that by focusing on clients with higher-value contracts and offering tailored solutions, sales professionals can significantly boost their success in refinancing. Additionally, she offers advice on prioritizing client interactions to improve productivity and increase sales, and promotes a comprehensive training program for those looking to deepen their expertise.

Takeaways

• 😀 Refinancing is a simple and effective product for reaching sales targets, especially for those working with specific banks or exclusive agencies.
• 😀 Clients are more likely to engage with refinanced offers when they are familiar with the bank, making the process smoother and faster.
• 😀 The main benefit of refinanced loans is that clients can often maintain their current installment amount, which helps in the decision-making process.
• 😀 One of the most common objections from clients when offering refinancing is the question of why their installment stays the same despite a reduced interest rate.
• 😀 Identifying the client's urgency is crucial; understanding whether the need is to settle debts or address emergencies (e.g., car accidents, home repairs) helps in overcoming objections.
• 😀 Refinancing is often sought by clients to address urgent financial problems, such as overdue bills, credit card debts, or unexpected expenses.
• 😀 By knowing the client's need and urgency, the salesperson can better tailor the refinancing offer and address any concerns effectively.
• 😀 It’s important to prioritize clients who have taken out high-value loans with many outstanding installments, as they are more likely to be interested in refinancing.
• 😀 A good strategy is to contact clients first to spark their interest before doing detailed simulations or calculations, saving time and increasing efficiency.
• 😀 Key arguments for selling refinancing include the ability to access additional funds without increasing the monthly payment, and the chance to lower interest rates, which could result in a higher loan amount.

Q & A

What is the focus of the video presented by Rayane Silva?

The video focuses on providing tips for successfully selling refinancing loans, specifically within the context of credit consignado (payroll-deducted loans) in Brazil.

What type of companies are more likely to offer refinancing products?

Companies that work with a single bank or those that operate within bank branches are more likely to offer refinancing products.

Why is selling refinancing easier for agents working with a single bank?

It is easier because the client is already familiar with the bank, which increases their curiosity about their contract. Additionally, the agent can access the bank's system to make simulations and provide faster solutions.

What is one major benefit of refinancing in terms of client payments?

One major benefit is that in many cases, the client's installment payments remain the same even after refinancing, which makes it easier for clients to accept the offer.

What is one common objection clients may have when offered refinancing?

A common objection is that clients may question why their installment stays the same if the interest rate is reduced, as they might think this means their situation should improve.

How can an agent address the objection about unchanged installments despite reduced rates?

The agent should focus on understanding the client’s urgent needs, as refinancing is often driven by the need to resolve pressing financial issues. By understanding these needs, the agent can demonstrate the value of refinancing regardless of the rate change.

What are some common reasons clients seek refinancing?

Clients typically seek refinancing to pay off urgent debts, such as overdue bills (water, electricity, phone), or to solve other emergencies like car accidents or home repairs.

Why is it important for agents to understand the client's urgency when offering refinancing?

Understanding the client's urgency helps the agent address their specific needs and overcome objections. The agent can offer solutions that align with the client's financial situation and resolve their immediate concerns.

What should agents prioritize when selecting clients for refinancing offers?

Agents should prioritize clients who have high installment amounts or short remaining payment terms, as these clients are more likely to be interested in refinancing to adjust their contract.

What are the two main selling points of refinancing that agents can use in their pitch?

The two main selling points are: (1) the client can access additional funds without changing the installment amount, and (2) the client can lower their interest rate, allowing them to borrow a larger amount.

How can urgency be incorporated into the pitch to increase the likelihood of closing a deal?

Agents can use urgency by explaining that the offer is time-sensitive and that the client needs to act quickly to secure the best terms, creating a sense of exclusivity and limited availability.