The skill of greeting
1, greetings should be from the heart, sincere and enthusiastic.
2. Greetings should be simple and natural.
3. Greetings should be full of enthusiasm and enthusiasm.
4, chilling should be concise and powerful, pure strength.
5, chilling should be straightforward, straightforward.
6, chilling should be serious, and there must be a kind expression.
7. Say hello with a smile and be kind.
8. Greetings should be loud and high-pitched.
9. Greetings should be firm and powerful.
10, greetings should be just right, just right.
A good beginning is half the battle. Yuan (God of Japanese Life Insurance Publicity)
1, open the door to be novel, magical and charming.
2. Open the door creatively, touching and exciting.
3. Cut to the chase to win the favor of the other party and win the favor of customers.
4, cut to the chase to be honest and credible, simple and sincere, so that customers can trust.
5. Cut to the chase and speak from the other person's point of view, so that he feels that I am helping them.
6. Open the door with affinity and affability.
7. Be sure to smile and be kind when you open the door. The tone must be firm and the expression must be determined.
Skills of self-introduction speech
1. Salespeople should be confident and natural when introducing themselves.
2, be sincere, not hypocritical, not exaggerated, and not inferior.
3. When introducing, you should emphasize your name repeatedly to strengthen the other person's memory.
4. Make it clear when introducing, and the tone is moderate.
Be creative and novel when introducing your name, so as to attract customers.
The top secret of selling life insurance products is to share the protection and happiness brought by products, not to sell life insurance products. Tivoli (nobody)
When introducing life insurance products, salesmen should visualize abstract products and vivid products; Intangible products are tangible, and tangible products are concrete. ? Tivoli (nobody)
A clever life insurance salesman, when introducing life insurance products, does not focus on its performance and function, but plays up the existence of risks at any time and place.
Noise risk occurs anytime and anywhere and the significance and function of insurance. Tivoli (nobody)
First-class insurance salesmen sell insurance concepts; Second-rate insurance salesmen sell insurance functions; Third-rate insurance salesmen sell insurance performance;
Fourth-rate salesmen sell insurance clauses; A second-rate insurance salesman can't sell anything. Tivoli (nobody)
Presentation skills of product introduction
1, salesmen should use metaphors when introducing products, and try to be vivid and lifelike.
2. When introducing products, salespeople should try to be concise, simple and clear, and clean.
3. Salespeople should be easy to understand, clear and practical when introducing products.
When introducing products, salespeople should be creative, attractive and interesting.
5. Salespeople should be confident and have a sense of integrity when introducing products.
6. When introducing products, salespeople should be kind in tone and vivid in language.
Special speech
1. Unique opening remarks? Are you our customer?
? Excuse me, sir (miss), are you a customer of our company?
The answer is usually asked? What company are you from?
? Oh, I'm from XX Insurance Company. ?
If he says. No? What do you say? That's all right, sir. I thought you were a customer of our company because of your good temperament. This is my business card. I hope I can be your insurance agent in XX. ?
If he says. what's up What do you say? Congratulations, sir. Thank you for supporting us. What products did you buy and how much premium did you pay each year? ?
2.？ Hello, sir! I came to visit you today to find out what God thinks about insurance. ? ? What god?
? Because you are God and your customers are our God, I came to visit God today. ? I smiled. God? Laughed, too
Every day, people refuse insurance, but many people buy it. Every day, people doubt insurance, but many people get insurance benefits.
If the boss suddenly announces a pay cut 10% today, life will be ok. But if you lose your ability to work and your salary is never settled, won't the life of your wife and children be more difficult?
Many people often say: If I knew, I would ...? If you don't take preventive measures in advance, it will be too late when the disaster happens!
6. A widow cried with 5 million in her arms and a widow cried with a quilt. Both of them have to face tomorrow's life. Which one do you choose?
7. Life insurance is synonymous with money. You can object to insurance, but aren't you interested in money?
8. You married a wife, gave birth to children, and vowed to give them a good life and security, but did you really make this promise?
9. Would you like to marry a woman with two children? If not, who will your wife remarry? Widows without money may have to remarry, but widows with money may not.
Sales terms in difficult economic times
Tip: such customers often have doubts or dissatisfaction, and having no money is just an excuse. Make an appointment by phone before meeting and communicating. We need to know the real information and background of customers, analyze the specific situation as professionals, and get the assistance of salesmen as much as possible. We must find out the real reason and then use effective language? The right medicine? .
Customer: I can't afford the insurance. I don't need insurance.
Security field:? Mr. xx, in that case, you need insurance all the more. In my years of insurance work, I deeply realized that rich people don't necessarily need insurance. because
We have no money. If we are sick (or our children are sick), how can we get the money to pay huge medical expenses? And your insurance can help you pay, but the premium you pay is not much.
? Mr. xx, if the doctor says: You or your family must be hospitalized for surgery, you will say: I'm sorry! I can't afford medical expenses, so I don't need surgery. You will say to your children:
? I'm sorry, son, because dad has no money to pay your medical bills? Really? So, Mr. xx, for the medical expenses of your family, for the education of your children, and for our future aging.
Pension, you pay xx yuan a day, isn't it worth it? I thought you said you couldn't afford it.
2. Protection field: What's more, the characteristic of life insurance is to create the greatest protection with the least money. Even people who have no money can have this guarantee by saving a little every day. Just like what we bought.
Just like a pair of shoes, it feels a little tight at first and uncomfortable to wear, but after a while it becomes as natural as paying utilities, becoming a necessary expense in life, becoming a habit and so on.
Isn't it very happy to receive a considerable sum of money to pay for children's education and marriage, as well as their own pension expenses when they reach the age limit in the future?
3. Security field:? Customer, once I went to the hospital to see a friend, and I saw a little boy in the emergency room. He may have bruises and blood all over his face. When the doctor rubbed his medicine for examination.
He didn't hurt at all, but clenched his fist hard and everyone praised him for his bravery. Later, the doctor told his father that the child must have an operation at once, otherwise there is a danger of blindness, but do it.
Father just whispered:? I have no money? . After that, I went out with my children. At this moment, the child burst into tears. Later, I often think of that little boy.
I wonder what's wrong with him now.
? Mr. Customer, how can parents say that they can't afford medical expenses and make their children blind? How can parents bear to say that they can't afford to pay the premium and let their children have three meals a day?
If you don't continue, you can't receive a complete education. Keeping this policy effective is your care for your children and your responsibility to your family!
4. Security field:? Mr. Wang, you can divide it into several parts and only need to deposit XX yuan every month. As for your opinion that the insurance premium is very expensive, we might as well discuss it. I think a person has lost the ability to make a living, madam.
Children's living expenses, education expenses, medical expenses, these are very expensive expenses, and these are all to be paid. If the head of the family is not prepared at ordinary times, in case of an accident, these expenses
If you use it, it will be left to your wife and children to bear, and even become a debt. How can you bear to see this happen? Why not make a thorough preparation for yourself when you are young and have the ability to make money?
Let the family reduce the unnecessary burden, don't you think?
5. Security field: You are really good at telling jokes. Will a successful person like you have no money? What do you think of our company's services or terms, but it doesn't matter. If you have anything, you can directly.
Tell me, and I will bring my opinion back to the company so that we can improve it.
6. Huchang: It doesn't matter if you have no money for the time being. The company provides a grace period for customers in trouble, during which you can re-prepare. Besides, we
Do a survey: Are you satisfied with the insurance you bought and the company's service?
7. Defending the field: There is an old saying: the poor buy security and the rich buy social status. If the economic situation is temporarily difficult, it is even more prudent. The less money you have, the more insurance awareness you must have. In case of an accident,
With the insurance company coming forward, life security will not be greatly affected, will it?
8. Security field: Hello, Mr. Wang, the difficulties are temporary and everyone will encounter them. But we must never consider giving up our sense of security, because the more we do this, the more our family needs a sense of security. What do you think I said?
Is it reasonable? You see, the grace period is coming. In order not to invalidate your policy permanently, please pay the premium before next month 16!
9. Huchang: You are too modest. With your financial strength, this premium is not a problem for you at all. You see how much it costs to smoke so many cigarettes every day. As long as you are less every day.
Smoke a few cigarettes, the premium is there, and it's good for your health.
10, field protection: if it is only temporarily unable to turn over, this protection will be lost and the money returned will not be much. When you are old, you will be insured, which will also provide protection.
It's not cost-effective to pay more premiums. It is better to arrange the financial situation reasonably now, continue to pay fees, and keep this guarantee!
1 1, security field: Master Zhao, the more difficult the economy is, the more comprehensive consideration should be given. Insurance is not a luxury, but a necessity. Don't panic if you have insurance at home. Every time you pay your salary, you should set aside living expenses.
At the same time, the insurance premium is also allocated, and a guaranteed life is a normal life. Don't hesitate any longer. In fact, it won't be too difficult for you to have this premium, will it? Look, I'll come tomorrow.
12, field security: I don't think a successful person like you has paid the premium yet. It's definitely not for economic reasons. You are not familiar with our company and are not clear about the terms?
Look at your beautiful home, decorated so warmly, of course, insurance can not be less, in fact, insurance is like your security door, providing absolute security for your family. Let me give you more details.
Tell me the benefits of this insurance.
13, security field: Mr. Wang, from your home decoration, words and deeds, you are definitely not a person with financial difficulties. You have also succeeded in other investments, in fact, insurance is one of them.
Risk-free investment, and when the risk comes, it can also reduce the burden on your family. People like you who are smart in financial management and well managed need this kind of investment more.
14, security field: you are worried about life changes and have no confidence in the future economic situation! So have you ever thought about what you should do if the economic situation is not good and unexpected things happen? You're still
Is it better to keep this guarantee, leave these problems to the insurance company and concentrate on making money? So, you'd better pay the premium!
15, security field: now that you surrender, there is no economic loss for our company, but it will be a great loss for you personally. Your current financial difficulties should be temporary. So can you.
Find another way. In addition, our company has given your customers in this situation a certain grace period. If you really can't afford it because of economic difficulties, you can choose to reduce the amount and insurance.
And so on, to minimize losses. I want you to think it over.
16, security field:? What can't be sick and what can't be without money? . Your current financial difficulties are only temporary, and I believe you will be able to get through this period with your ability. You need it more now.
Promise, never give up this promise because of temporary difficulties. You bought such good insurance, and the insurance company is your strong backing. As the saying goes, leaning against a big tree is good for enjoying the cool and protecting your family.
Happiness and peace.
17, Protection field: You did not hesitate to take out this insurance at the beginning, and you must also consider your future ability to pay, and the insurance you take out is generally more cost-effective than the current or future insurance.
If you choose to surrender or reduce your insurance now, the loss will be great. I believe your current financial difficulties are only temporary. It may be possible if you apply for insurance after two years of economic improvement.
It's not as convenient as you are now, and the insurance conditions will be more stringent. Therefore, I think you should try to pay the insurance premium for this period.
18, security field: as the saying goes? How much did it cost? How much did it cost? In the case of poor living conditions, insurance can better reflect the protection and importance of dealing with unexpected accidents, and then insurance.
It is also a compulsory deposit, and insurance can accumulate a lot of wealth for you! If you really can't afford it, you can discuss it with your children and see if they can help you pay.
When they benefit, they also show their filial piety to you, and you will be guaranteed when you are old, don't you think? (For older customers, it is recommended that the children pay the fees, not the beneficiaries.
Change to children)
19, security field: I understand your situation very well. Everyone will encounter temporary difficulties. You can break down the annual premium into 12 months, and save only tens (hundreds) yuan each month, but it can be big or small.
Divide it into several parts, and you will have enough money before you know it. In this case, you should be less nervous and you can continue your love for your lover and children!
20. Security field: You think it is smart to refuse insurance now, and it will be a great sorrow for you to refuse insurance in the future. Insurance, like water, is a necessity in life and abundant.
People drink coke, and people who have no money drink boiled water, but they can't live without it. Rich people can buy social status, and people without money can buy a sense of security. So you'd better pay the insurance premium.
2 1, security field: I know you are a person who is extremely responsible for your family. You are under great pressure to bear the living expenses of the whole family, but this premium is very difficult for you in terms of your ability.
What's more, as the head of the family, you actually need this kind of protection most. If you don't have insurance yourself, it's even harder to protect others, don't you think? I hope you can be more careful for your family.
Think about it.
22. Security field: Mr. Zhang's difficulties are temporary, and the grace period of our policy is designed for this purpose. You can use this time to find ways to raise funds. I think you bought this insurance from the beginning.
I must have bought it for the needs of real life, and I believe you will definitely tide over the difficulties. Insurance can be refunded, but risks cannot be refunded. Please consider it carefully.
23. Huchang: Mr. xx, I wonder if you have thought about it. You are the backbone of the whole family. The more difficult the economy is, the more you need this guarantee to ensure the life of your family. What's more, being with you
What's the financial ability, just this premium? Even if the economy is a little difficult, it is only temporary and will not affect you!
24. Customer: I am too burdened with life now to buy insurance?
Security field: I understand your current situation and mood, but the more difficult the economy is, the more you need security, because as the pillar of the family, in case of any accident, in the future,
How will your family live? If you are really in financial difficulties, you can reduce the insurance coverage first and then recover after the economy improves. what do you think?
Customer: actually, I'd like to renew my insurance, but I just have no money?
Security field: In fact, insurance is an indispensable thing in our life. If you feel that you have no money under the condition of good health and stable income, in case of any accident.
Isn't there no protection source? The more I feel that I have no money, the more I have to think about the future!
26. Security field: Since your current situation is not really difficult economically, I can explain to you what questions you have about the company's services or terms, and I hope you can tell your true thoughts.
Tell me, so that I can serve you better, and I hope you can give me good advice and better establish the image of our company. (Diagnosis of Real Cause)
27. Security field: Even if it is really an economic difficulty, it is short-lived. If you miss the payment period, you may pay a higher price than this premium. Because diseases and accidents have nothing to do with time.
They won't wait until your economy is good. If you get sick, even if you are in financial difficulties, you should use money to treat it. Then your burden will be heavier. Why don't you save a little money every day?
Buy yourself a guarantee.
28. Security field: Sister, I understand your situation very well. Insurance is an umbrella, a backup, your responsibility and love for your family. If you give up like this, you will throw away your umbrella when the weather is fine.
It is equivalent to abandoning the love and responsibility for the family. What should you and your family do when the storm comes? Come on, let's do something together.
29. Security field: Big Brother, I really believe what you said. With your personal ability and courage, you will be able to tide over the difficulties safely. The present difficulties are only temporary for you. I believe your tomorrow will be better.
I don't need to tell you the role of insurance. It is responsibility, love, giving and sharing. As important as your career. Look, how about I collect it for you at the end of the month?
30. Field safety: Many people are unwilling to pay insurance premiums, not because they have no money, but because they take insurance lightly and their family responsibilities are not the first. Naturally, they can't afford it with a little difficulty.
Premium. Illness, accidents and other problems will not wait until you are able to pay the insurance premium.
3 1, actual case 1
Background: customers come to the company to complain and ask for surrender.
Please sit down, give water, tea and a peace ceremony, and then give the customer a blank piece of paper to sign. The customer will definitely not sign the question at the first sight? Why should I sign my name on a blank sheet of paper?
? There's nothing, and you want me to write something on a piece of paper. Who will bear the responsibility? If you don't sign, you know the weight of your signature and the responsibility you bear, then
Why do you need to sign the insurance policy to prove that you took out the insurance after careful consideration? Please tell me your real intention today, and I will serve you wholeheartedly.
At this time, the insured will tell the real reason, hand over the name of the salesman behind the complaint, and then immediately go to the scene to dissuade him through the salesman. The effect is very good.
32. Actual case 2
Security field: Mr. xx, it looks familiar. I remember that you were the manager of a sausage factory that was advertised in the newspaper the other day. Congratulations on making a fortune. Business is booming. I'm Xiao Zhang, a service staff member of Ping An Insurance Company.
what can I do for you? Please let me know! The customer said:? I'm here to surrender my insurance. ? Why, it can't be because of economic problems! You are so famous that you can't be short of money. Is it because of the salesman?
Poor service or other reasons, can you tell me and let me solve it? Eliminate anger, calm down for a while, change the subject, and finally talk about the responsibility of insurance, domestic insurance.