How to do a good job in insurance sales

Step 1: Prior preparation

① Professional knowledge, review the advantages of the product.

②Gratefulness (thank the person who invented and made the product).

③A persuasive person who will influence many people's lives.

④You have to imagine that your product is of such great great value - far more value for money.

⑤ List 1-10 reasons why your company is great, you are proud of your company, you are proud of your product, and it is the customer's loss if he doesn't buy it. (Make sure the customer sees, hears, feels, and knows this).

6 Make a dream page for yourself - a dream page for everyone, listed on the wall!

⑦ Mental readiness. Meditate for 15 minutes to get rid of negative energy, which comes automatically. One mind for good - self-relaxation - listen to motivational tapes.

Step No. 2: Bring yourself to the peak of your emotions

①Dramatically change the state of your limbs, movement creates emotions.

②Life's greatest weakness is not having ****.

③You must push your gears to the limit before taking off!

④Activity comes from vitality, and vitality comes from activity. Ways to increase vitality: take deep breaths and eat less for breakfast (the more you eat, the more tired you get). Eat less to live old, always eat only seven or eight minutes full.

*Food affects the body's magnetic field. Vegetarian food brings endurance - oxen and horses. Meat brings explosive power - tigers and wolves. Drink more fruit juices: watermelon juice, orange juice, rooibos celery juice, fruits should be eaten on an empty stomach.

Step 3: Build trust with customers

①Share through a third party, or at least witnessed by a third party.

②Listen. 80% of the time the customer should speak.

③Selling is by asking.

④Principle of questioning: Ask simple, easy-to-answer questions first. --To ask "yes" questions - to start asking questions from small "things". --Ask binding questions. --Customers can talk about the answer - try not to possibly answer "no" questions. (If the customer indicates that he does not understand the product, it is okay to continue to ask other questions - directly ask the customer's questions, needs, desires). *Poker game: the art and practice of asking questions.

5Always sit on the customer's left side - look at him moderately - keep asking questions in a moderate way - take notes. Don't make a sound (listen to the other person's expression). --Don't interrupt, listen carefully. --When all is said, repeat it back to the other person.

6 Trust comes from liking each other. The customer likes people who are like him, or who like people he wants to meet.

⑦The three main elements of communication: (In the elements of communication, consistent with the customer)

A, words B, tone of voice C, body language.

In order to communicate well, it is necessary to be in the text, tone of voice, tone of voice, body language, similar to each other or cause **** Ming. Words are 7%, voice is 38%, and body language is 55%.

Categorization of characters in communication:

①Visual (speak especially fast) ②Auditory ③Tactile.

Handshake - an important way of communication: how the other person shakes, but has been shaken.

Clothing image: match the customer's environment.

Step 4: Understand the customer's problems, needs

Desire:

①The present ②Like, happy ③Replacement, change, alteration ...... ④Who is the decision maker ...... ⑤Solutions (is it the only decision maker)

When meeting a customer for the first time, start by saying ①family ②career ③leisure ④financial status

Questioning in sales promotion: ask in great detail:

①All the needs you have for the product

②What is the most important item among your various requirements? The second and third? (so that the customer's "buying values"!) This is a "test deal".

The key is to thoroughly understand the customer's values, and then propose the right solution.

Step 5: Propose a Solution and Shape the Value of the Product

(Money is an exchange of values)

The customer buys because there is value for him.

Don't buy because they don't think there is enough value. First understand the customer's values in life and see what is most important to him/her.

What do you think is the most important thing in your life: ① ② ③

What is the biggest fear in your life? ① ② ③ (list which is the most important)

Then, tell him that if there is a service (product) that can satisfy your above values, then would you buy it?

Customers buy values, first tell the customer "pain":

①past pain (loss) ②present happiness ③future happier

Sales promotion is a knife through the customer's heart blood drops out, and then tell the other side of you have a kind of medicine, so that the customer will be chasing you to run.

A person has not yet changed because there is not enough pain. A person has not yet made a lot of money because there is not enough pain, and a person has not yet succeeded because there is not enough pain.

Step six: do a competitor's analysis

Must not criticize the competitors, how to compare? ① Point out the characteristics of the product ② cite the biggest advantages ③ cite the weakest weaknesses of the opponent ④ with the price of expensive products to do a comparison.

Step 7: lifting objections

①Frame the view in advance, before customers raise objections (such as price is too expensive), to be "lifted" (first-class products will be sold at first-class prices, and only first-class people will buy). General customer objections will not be more than six, so pre-listed, such as: A time B money C effective D decision-makers (successful people to decide for themselves). E do not understand F do not need

② three kinds of apples: red, green, rotten, sales champions to choose a good customer, do not choose the "rotten".

③All resistance points are solved by "asking questions".

Step eight: transaction

①"Risk" transaction method

③After-sales service to confirm the transaction method

③Two to choose a transaction method

④Confirmation of the signature transaction method (pre-designed complete "confirmation of the list")

④Confirmation of the signature method (pre-designed complete "confirmation of the single "

⑤ Silent transaction method (the other party does not talk, shut up and let the other party to sign until the first to open his mouth to die).

6 Comparison of the principle of turnover method (first put forward the most expensive products, and then threw out the low-priced products)

7 Horseback shot turnover method (resignation, ask the customer to teach themselves where to speak poorly, and then return to re-tell), (the most detestable resistance is not to speak out of resistance).

8 assumption of turnover law: you do not sell, but if one day you will buy, what will be the case? Then understand the customer's real reasons for buying.

Step nine: ask customers to refer

①Give you the value, so that you are satisfied

②You are surrounded by people who have one or two friends who also need this value

③Whether they are the same as you have the same qualities, and itself like this service product?

④Would you please write their names?

⑤Can you call them right away? OK! (Call them on the spot)

⑥Praise the new customer (through referrals)

⑦Confirm the other person's needs

⑧Appoint a time to visit.

Step 10: after-sales service

It is better to do after-sales service than pre-sales service.

①Write a thank you letter, first apologize, y regret, hope to have the opportunity to continue to serve you.

② (after a month or half a month) to send information to each other.

③Send the information again.

④Continue for six months, one year, two years, ten years.

⑤ Doing after-sales service should be done for services not related to the product (on top of the services related to the product).

The trick of service: the only trick: regular return visit.

①Immediately build the customer's file, immediately note down the customer's information. ② Immediately note down any needs of the customer, and immediately try to meet him. ③Move the customer. ④Thanks bring loyalty. Keeping a letter to the customer: Expressing heartfelt and lifelong gratitude. Send information to the customer, send books and newspapers to the customer, handwrite and autograph.

One of the tips for goodwill activities with customers: design a letterhead (logo, tagline, standard colors, quotes, thank yous) for each customer and send it to each of the customer's relations.

Li Ka-shing said: door to door to find customers tired, customers come to the door to relax.

When a customer has a complaint, make extra compensation for the customer who will complain.

Absolutely no loss of customers. (As long as the customer ignores, continue to apologize. This is not only not a deal, at least not spread "bad words"

How to do a good job in insurance sales

Sales skills in my opinion is not very important, the important thing is that you are hot on the sales itself is not love. Many people ask me, you work more than ten hours a day, running around the country, making speeches, but also to do business, are you tired?

Then I have to ask a rhetorical question: are you tired of playing mahjong? Playing mahjong to stay up for two days and two nights is not tired, why, like. Similarly, the sales promotion, you are not to take it as a cause, as a thing you like. When you think of sales promotion as a job, you may find it very difficult.

There is a method to do everything. After you master the method, you will find things very simple. In the same way, selling is hard or not, it is hard. Selling insurance is probably harder than selling securities because it's selling a piece of paper that won't be used for decades. I feel like selling insurance is like selling a comb to a monk.

Salesmanship can reach a supreme state, which is that you sit there without moving and actively have people come to ask you. First-class salesman marketing concepts, ideas, second-rate marketing programs, third-rate marketing goods, the end of the sell out. There is no such thing as selling something, only the person who can't sell something.

I personally do not agree with too much emphasis on sales techniques, because then it becomes every day to get customers. I don't think it's a good idea to emphasize too much salesmanship, because then it's just a matter of getting through to the customer every day.

Professional marketing, that is, according to a certain procedure, a certain step, a certain method of marketing process to break down the quantitative, and then to achieve a certain purpose of marketing. Specialized sales, is the specialization of sales, is a professional constantly dominate their own actions, and thus the development of professional sales habits. Specialized marketing is the choice of the market, is the long-term pursuit of the quality of the work of salespeople.

How to do well in insurance marketing?

How should a new marketer start learning? Doing a good job of closing deals

Seeing that it is likely to be in business-related work .

No matter which insurance company you do it is basically the same, the key is their own performance situation as well as the development of the team to determine their own way out. As we all think, insurance is really not good to do, just because it is not good to do so the market space is big. And now the insurance company really lack of relevant talent, I mean why not go to pay to try, because in the insurance industry, said this sentence "insurance is not a person to do, but the talent to do", perhaps after the insurance industry, you will certainly be able to harvest, and later will be more and more valuable in this society. What do you think? In addition, the insurance business lies entirely in their own, the key is not in the heart of the work that is their own attitude to decide, which with their own character ah, resources ah, are not too related. Here, I know that in the insurance industry, we have recognized the three sentences are so said "brand in life" "Ping An talent" "Xinhua products"

The insurance company's base salary, the sales industry, after all, with their own performance hang ditch, no performance, needless to say 2000, 5000 base salary, or even higher, are not there.

Extended reading: insurance how to buy, which is good, hand to teach you to avoid these insurance "pit"