Bank insurance means that banks, postal services, IMF and other financial institutions cooperate with insurance companies to provide products and services to customers through the same sales channels; Bank insurance is the integration of different financial products and services, which complement each other and develop together. As a new insurance concept, bank insurance embodies the strong cooperation and interaction between banks and insurance companies in financial cooperation. This method originated in France, and the China market has just started. Compared with the traditional insurance sales method, its biggest feature is that it can realize customers, banks and insurance companies? Win three? .
The rise of bank insurance has also caused people to re-examine the concept of financial management from another angle, and this credit should be given to the bank insurance sales staff. From this perspective, if bank insurance sales want to make a difference, it is necessary to learn and accumulate sales skills with consumers as the center.
In the process of sales, the insurance salesman of the bank is training consumers how to manage their finances better, and it is also a process to better solve the relationship between purchasing bancassurance products and managing their finances. Therefore, the identity of a bank insurance salesperson is basically to communicate with customers, understand, suggest and conduct financial marketing from the perspective of a financial planner.
We can understand that almost every step depends on face-to-face communication with customers, so the first step of financial marketing is to make an appointment with customers successfully. It should be noted that the so-called interview is not with customers? Meet? It's just a formal conversation. The interview opportunity may come from the fact that the customer just wants to handle a certain business (such as deposit) for the bank. Can you take this opportunity to give it to customers? Interview? If the customer has time at that time, please go to a separate reception room immediately, if not, make another appointment and make corresponding records in the customer database; In most cases, it is necessary for the account manager to make an appointment by phone, so making a phone call is also a very important skill.
For an account manager, the first obstacle that may be encountered is to invite customers? Whether in person or by phone. Because inviting customers is bound to be rejected? After several rejections, some account managers will think, alas, it is too difficult to meet customers, or they will disappear. If you introduce the product on the phone, it will be much easier for him to buy it. If you don't buy it, it must be a product problem, and it's useless if you encounter it. You see, I just started trying to skip all the previous steps of financial marketing and go straight to the point, but practice has proved that this is not feasible. So we still have to seriously consider how to attract customers to talk to me. There are many reasons why customers refuse, and we can never do it thoroughly? Eliminate? The customer's refusal can only improve the success rate of the invitation as much as possible, so we should design every sentence of our call, including how to start, what questions to ask, how to end, what tone to use and so on. Experienced consultants will use different invitation strategies for different clients. When the relationship with the customer is not deep enough at first, you can try to design the invitation of the customer interview as a value-added service for him, and the customer will accept it to a higher degree.
What should I pay attention to in the interview if I successfully make an appointment with a client? Generally speaking, every successful interview needs to meet three basic requirements: first, whether it has achieved the interview purpose that the customer thinks (this is the information we conveyed to the customer when inviting); Second, have you provided the customer with valuable content or information (this will affect his trust in you when you invite the customer again next time); Third, did you successfully guide the customer to the next link he wanted to achieve (such as making an appointment for the next meeting) at the end of the interview? In order to achieve these goals, financial advisers need to prepare a large number of materials (such as risk tolerance test forms, cash flow statements or related product specifications, etc.). ), tools (business cards, calculators, notebooks, etc. ), and how to start, ask questions and end.
Essays on banking insurance marketing experience model II:
Before writing, I'll go to the next level and wish the company a prosperous career. Thanks to the kindness of the company leaders, I have the opportunity to study this time, and I also feel the guidance and help of teachers and reference managers in these two days.
Many people say that insurance is a deceptive industry, let alone employment insurance, let alone employment is brainwashing you. Actually, it's not. It's just that when you are in contact with a new industry, the enterprise must instill some information in you to give you a new understanding of your work and environment. The two-day study is over, but the inspiration and thinking left for us has just begun. Take this opportunity to talk about my training experience.
Looking back on the learning process in these two days is really a big turning point in my life. I remember that the first day of training was on the morning of March 16, and everyone gathered in the company's training room on time, and the training kicked off at 9:30 on time. Although there are less than five trainers, the training room is still full of vitality. From everyone's self-introduction, we get to know each other, and we can see everyone's passion, unity and determination to contribute to the development of the insurance industry. From the training teacher's speech, I have a deeper understanding of the company's development process and brilliant achievements, and a deeper understanding of Jiahe Life's bright future. Know and understand your responsibilities and development direction from the teachers' hopes and requirements.
From the teacher's explanation of the company's future development plan, I understand the company's development process and future direction, which can make us integrate into the company's working environment atmosphere more quickly; From manager Zheng Zhiqiang's explanation, I learned the career development path of employees and some simple sales management knowledge; From Manager Nie Lei's explanation, we have made it clear that insurance is different from other professionals and how to learn from them. Insurance? The most important thing is that he put forward the importance of setting goals as early as possible and adapted to the work. With the goal, there is the direction of hard work and the passion of work, which will be kept in mind 2. From the explanation given by Jing Quan, a teacher from the Finance Department, I understood the interests of the company, as well as the evaluation of professional titles and other matters closely related to interests. Through the teachers' explanations, I realized how to do a good job in contact, explanation, promotion and after-sales service before visiting customers. These explanations are very important and necessary. What's more worth mentioning is the sharing between Manager Zheng Zhiqiang and everyone, and the interaction between newcomers and courses? Suggestions that emphasize three things you must do to succeed? Let's understand that in order to be a qualified and excellent salesperson, we must? Learn, do and summarize? Set goals and persevere. In a word, this training is necessary and meaningful.
I am determined to turn this career into the driving force and direction of my future work. Hang in there? The risk of acquiring others? Combination? Never say die, never say tired, never say bitter, never be satisfied? For this idea, I am conscientious in my post, do my job well and contribute to the construction and development of the company.
Essays on the experience model of bank insurance marketing 3:
Insurance has always been like chicken ribs for our outlets. It is tasteless to eat and a pity to abandon it. In order to change this dilemma and improve the competitiveness of our outlets in the same industry, we specially invited the senior account manager of People's Life Insurance to conduct a business training for all employees. As we all know, the insurance business has more lucrative returns than other retail businesses, but it is rarely successful in marketing to customers. In this short training, I summed up a lot of marketing experience.
First, we should grasp the market and strengthen our familiarity and understanding of products. To sell any product, as a salesperson, we must first master the nature and characteristics of the product. In addition to grasping the product itself, it is also necessary to accurately locate it and have a good understanding of the market corresponding to the product. For example, the biggest advantage of insurance over other savings products is that in this era of frequent interest rate hikes, insurance products will increase dividends as banks raise interest rates, thus avoiding customers from going to the bank to deposit money every time they raise interest rates, and avoiding the trouble of customers frequently queuing at banks and the risk of interest loss. There are also bancassurance products giving accident insurance, which is equivalent to not only making financial investment, but also providing a life guarantee.
Second, active marketing. In the process of handling business, if it is found that customers have idle funds, insurance marketing means can come in handy when there is really no urgent need. At this time, you should suggest to customers, such as? You can manage some of your idle funds in the medium and long term accordingly, so as to maximize the benefits of your limited funds. ?
Third, fully communicate with customers face to face. In this process, what I feel most is that while fully understanding the products, we should also fully understand the public psychology. In addition to creating a relaxed and comfortable conversation atmosphere in communication with customers, we should also try our best to quickly understand customers' needs and concerns by asking questions. Ask questions related to the product as much as possible and fully understand what you want. How can I get it? And the benefits they can get, answer customers' questions in time and patiently, so as to recommend the right products to the right target customers. Generally speaking, in insurance marketing, customers are most concerned about whether the purchased products can protect the principal and interest, whether the income is indeed higher than the fixed period, how long the insurance period is, whether it can be withdrawn in advance, how long it can be deposited in advance, whether it will not lose money, and whether it is troublesome to withdraw when the insurance expires. If we can break through every key point concerned by customers one by one, insurance marketing will get twice the result with half the effort. If it is the first time to buy insurance, I can also suggest that you buy some and try to compare the regular income. This will also increase customers' trust in marketers and products.
Fourth, try to stand on the customer's point of view, don't exaggerate, tell the truth, use your own emotional contagion customers to enhance customers' trust in yourself, so as to achieve the effect of persuasion, which will greatly increase the success rate of sales. Fifth, keep a positive working attitude. As bankers, we have to deal with different customer groups every day, so some details often affect the communication with customers, and even lead to the reduction of customers' loyalty to our industry. We should take a positive attitude towards customers' rejection, remember not to affect our sales enthusiasm, and analyze the reasons for customers' rejection so as to correct and improve in the future.
The above is what I learned in the training, and I will apply what I have learned in my future work, so that the insurance business of my outlets will have a qualitative leap!