Many times marketers are ashamed to talk because they don't really understand the meaning and function of insurance, and they always feel that it is unreasonable to do insurance. Therefore, we should read more books, study more, participate in more training, think more about the risk reality faced by life, deeply understand the significance and role of insurance, and then truly love life insurance marketing, enhance the self-confidence of the exhibition industry, and the courage to speak will naturally improve. At the same time, it is necessary to accumulate insurance information and show it to customers in time as a powerful auxiliary tool to enhance the persuasiveness of the exhibition industry.
Second, learn to adjust yourself.
As the saying goes, "there will be no pie in the sky." You know, there is no job in the world that can be easily succeeded without hard work. The same is true of life insurance marketing, which is a challenging job and requires firm will and perseverance. To fully realize that insurance marketing is a caring cause, being a life insurance salesman is noble and full of confidence.
Third, talk to customers about responsibility and love.
Some people refuse insurance, but no one refuses responsibility and love. Avoiding talking about insurance directly will greatly reduce the possibility of visa refusal. Everyone has a responsibility and love for the family. He wants to chat with customers in this respect and help them open the skylight of "responsibility and love" in his heart. Love and love are interlinked, and everyone bears heavy family responsibilities. What is there to be ashamed of?
Fourth, find a breakthrough.
It is much better and easier for customers to take the customer as the center, think from the customer's standpoint, try to figure out the customer's life attitude and outlook on life, and find a starting point to talk about insurance with customers than to go straight to the subject.
Fifth, make a work plan.
As a person engaged in life insurance marketing, he should calmly think about why he came, what his goal is and how to achieve it, and then draw up a feasible "career plan", which is of great significance and help to his work.
Sixth, tenacious self-discipline.
Plan without action, everything is equal to zero, the key is to put it into practice. But people are often lazy, especially in the life insurance industry, and completing the plan requires high self-discipline. Learn to put pressure on yourself and give orders. Similarly, with this "compulsion" of self-pressure, you have to speak.
Question 2: The most direct way to tell strangers about insurance is to walk over: Hello! Sir (madam), can I talk to you about insurance? Smile, dress neatly and have a good attitude.
If the answer is no, go to the next one.
I don't agree with the friend above that it is difficult to visit strangers. This is how I used to visit strangers and successfully signed many insurance policies. For example, if Andy Lau makes a strange visit in the street now, I estimate that he can sign many insurance policies, so the difficulty is not the strange visit itself, but whether you can make people believe and be different. Strange visits are only a matter of success rate. Through the improvement of image and communication skills, the success rate of strange visits can be greatly improved. Even if you can't sign many insurance policies, you can improve your skills in all aspects if you do it seriously.
Insurance means taking customers' cash. If you face a stranger, will you give him money?
To be a strange customer, the first thing is to get familiar with the customer and let him trust you. Actually, I'm not a stranger anymore. Understand? Don't rush for success. Otherwise, it will be counterproductive.
Go along the street.
All the shops along the street have your customers.
And these customers are waiting for you today and will be waiting for you in the old place tomorrow.
It depends on whether you are willing to say hello to them.
The beginning is simple: say hello and tell others what you do.
It is not easy to do this well: you need to respond correctly to the objections raised by others before you have a further chance.
Meet different strangers and treat them in different ways. What remains unchanged is your enthusiasm and belief, and what remains unchanged is the insurance of life forever. Combining the two, I believe you must be the smartest! It is also the best!
I suggest you read a book called "Sales Experience from Failure to Success" and practice your eloquence with yourself. Also remember not to talk about insurance with strangers as soon as you open your mouth, so he will feel a kind of pressure-just like you are asking him for money. You can think about yourself. How would you feel if you were your customer?
Contact the customer through chatting, understand his thoughts, solve his problems, and then lead to insurance.
1, if the market can't be opened, you can try strangers;
2. the reason is not public, it must be its own reason. Even if their ideas are not in place, have they reached their due level in professionalism? In fact, it is more that they are testing you. Everyone knows that the insurance industry has a high elimination rate. If you leave your job in the future, who will take care of their security? This is not a problem for people in the industry at all, but they don't know insurance, so it's normal to be afraid and not buy it.
Insurance requires a high degree of love and responsibility, and cannot be utilitarian, otherwise it will not be done well.
You need to improve your professional skills more, starting from the needs of your friends, rather than recommending what you take for granted. The right product is the best.
You just need to prove to them that you are a responsible man!
Collect some phone calls, make phone calls, make phone calls, make phone calls, and make 30 phone calls every day.
It's hot now, and this one works better.
If you are not afraid of the heat, you have already visited abroad. I wish you success!
Stick to it and you will succeed if you have a plan.
Question 3: How to say hello to insurance!
Insurance is a special financial tool, and its biggest feature is "safety, stability and great leverage". The function of insurance is to solve family financial risks and give family members enough responsibility and care.
Insurance has different functions for people of different classes, which can serve ordinary people and middle and high bourgeoisie, and each class solves different problems. Ordinary families solve the financial risk gap, middle-class families solve financial losses, and high-asset families solve asset preservation and wealth inheritance.
Question 4: How to tell people who don't know the two most difficult things in the insurance world:
1 is to change other people's ideas, and 2 is to make them pay.
That's what the insurance industry does.
First of all, we must convince others to change their deep-rooted insurance concept.
Secondly, we should persuade others to pay for insurance willingly.
You are just an ordinary person. Think about your impression of insurance salesmen.
Without enough contacts, excellent relationships and powerful power,
Who else will buy your account besides selling it to friends and relatives around you?
You buy your own insurance, you use human feelings to get friends and relatives to buy insurance,
What's next? What else can I do to sell insurance?
Your friends and family? How much do they have to pay for you?
By so-called sincerity, so-called diligence?
It is all piled up by time. Without months or even years of accumulation, why should strangers believe you?
In your twenties? Or your diploma? Or are you eager to make money?
Question 5: How to talk about insurance and acquaintances? How to talk about insurance program. Prepare the demand analysis in your mind. You need to master strategies and methods. Opening your mouth is the shortcut. First, get ready. You checked yourself. Do you agree to the insurance? Is insurance useful for you, your family and friends? How much insurance did you buy when the economy allowed? Can you clarify the benefits of insurance? When you can give yourself a clear and convincing answer, you will know whether to talk about insurance with acquaintances and newcomers. Insurance agent is a very professional job, but this major is not only your thorough understanding of the types of insurance and terms, but more importantly, whether you can convert the benefits of insurance into the benefits of customers, so that customers can naturally agree with insurance, accept insurance and accept the products you sell. Second, the demand analysis includes five parts: 1, family structure analysis, two-person families in their twenties, a family of three whose children have just been born, or a sandwich family whose children have already gone to school. Three different families have different entry points. 2. Analysis of income structure, that is, where is the source of family income? Who is the pillar of the family? We should focus on people with high incomes and unstable jobs. 3. Financial analysis: From the whole asset structure of the family, it is clear that most of the current family financial management methods are relatively simple, most of them are in banks, and some still sell government bonds, stocks, funds and insurance, so their unreasonable purchase of insurance and investment in financial management are our starting point. 4. Risk demand analysis: For men, more risks come from serious illness and accidents, for women, more is pension, and for children, education funds are the focus. Everyone will face the same risk, but it is relatively more important for different individuals. In addition, it is necessary to analyze the working environment and social environment where everyone lives, and whether there is a unit or social security should be considered as appropriate. But there is a reason-I'm afraid I can't be friends. 5. Submit the solution, make a good plan, and make a reasonable combination according to the company's different types of insurance, accounting for 65,438+00%-20% of the family income within the customer's economic scope. Then there is the persuasion strategy, because unlike strangers, strangers have no psychological pressure, so peace talks with Chengdu have nothing to do. What you need to grasp is the strategy and method of avoiding troubles: let customers know that you are engaged in insurance, but don't talk about insurance in contact. You can talk to him about your work experience, your current achievements, and interesting claims and insurance stories, so that the customer will have no pressure in his heart, but his thoughts will change during the whole process and there will be feelings that touch his heart. This working method will take a long time, and you will give customers a very unintentional and casual feeling in the process.
Question 6: How to talk about the meaning of insurance? Hello!
Insurance is a special financial tool, and its biggest feature is "safety, stability and great leverage". The function of insurance is to solve family financial risks and give family members enough responsibility and care.
Insurance has different functions for people of different classes, which can serve ordinary people and middle and high bourgeoisie, and each class solves different problems. Ordinary families solve the financial risk gap, middle-class families solve financial losses, and high-asset families solve asset preservation and wealth inheritance.
Question 7: How to talk about insurance with the rich? Don't say how much the insurance will take, how much the bonus will be. He will think that the income from his business will be stronger than insurance, and insurance is boring. Everyone must get out of this misunderstanding. Speech: 1, "Boss Wang, how many fixed assets and current assets do you have?" Answer "about 2 million" and "Is there any money in the bank?" Answer "I still have deposits where I borrow money." "Then you ask Boss Wang, in case of an accident, the family needs 500,000 medical expenses. What should you do, withdraw 500,000 from the company or borrow 500,000?" Answer: "I withdraw 500 thousand from the company, my company can't run, and it is difficult to borrow money from friends." "So, Mr. Wang, I have an idea. If you save 6.5438+0.5 million yuan a year, you will have 500,000 yuan, which will not affect your business and solve the medical and risk protection of 500,000 yuan. What do you think? " 2, tax-free, debt-free, boss Wang's deposit insurance in our insurance company can be tax-free, unlike banks that have to pay taxes. If there are problems in your business, your fixed assets, current assets and bank money can all be seized, that is, mortgage debts, but insurance cannot be seized. You can freely control the money you get, and no one else has the right to get it. 3. It has the function of borrowing money. Boss Wang, after two years, our insurance company can solve your urgent need for funds through policy loans. During the loan period, all the benefits on our insurance policy will be enjoyed as usual, and we can escort you without delaying your business. How nice! 4, reflect the value of your life, have dignity after retirement, others will look up to you. 5. The family has a sense of security. 6. Keep fixed assets for yourself.
Question 8: How to talk about insurance In fact, the customers you contact must first have insurance needs. As long as customers agree with insurance and want to know about it, they will buy insurance one day. I don't usually contact people who refuse insurance.
The second is that customers should have a certain economic foundation. Also, tell customers truthfully, don't use high income to attract customers' performance. If one day you can't achieve the result you said, it is easy for customers to surrender their insurance. Surrender is not good for agents and customers.
Therefore, we must instill the concept of insurance in customers and tell them that the function of insurance is protection to prevent possible risks in life. If a really good person is safe all his life, he should be forced to deposit the money in an insurance company, which not only leads to higher interest than the bank, but also leads to uncertain dividends. When you are old, take that money out as a pension.
However, at present, the people's awareness of insurance in China is still very weak, and the insurance companies themselves need to be improved. Therefore, it is still very difficult for us to develop the exhibition industry.
Question 9: How to tell friends about insurance? Just tell him the advantages and disadvantages. People buy it because they trust you. Don't exaggerate the advantages and don't say the disadvantages like going to someone else's house to sell, or you won't even have friends in the future.
Question 10: How do newcomers talk about insurance? Start with courtesy, but don't be too fake. Care for others should be sincere, others can feel it. After being approved, we can start talking about social insurance. Social insurance has many shortcomings. It is a good method to supplement it with commercial insurance, but it needs to be practiced repeatedly before talking to customers. Practice with acquaintances until you recognize them, and then you can find customers. You agree with everything, and others will agree.
There are many people who cheat customers in insurance, but customers are also very smart. Many customers are just slow to respond, but they will react quickly to other people's deception. So many people surrender their insurance during the hesitation period. Being honest with customers is also a good way to solve this problem. Won his heart, will it be difficult to sign your insurance policy? Do you think marriage is still a problem after winning the heart of a beautiful woman?