Method: Get customers involved.
◆ Read a short story about sales first:
Friedman wants to buy a sports car. As soon as the salesman sees him, he will bring him the key.
Sales: Go for a drive.
Friedman: No, you can't drive.
Sales: Why not?
Friedman: If I open it, I will definitely buy it.
Sales: Then drive faster!
-Friedman's "Sales Brainwashing"
The core logic of sales: experience-cognition-sales-fission (community marketing)
Skill exercise:
Common marketing words in friends circle:
"Blessed are Ping An customers, please have a free general health check!"
■ Activity time: May 8-May 3 1.
■ Activity content: All Ping An insurance customers can have a free general health examination with their policy number or ID number (life insurance, auto insurance, group insurance or other property insurance policies can participate).
■ Note: Address: Store, make an appointment one day in advance,138 * * 8978 (Li * *), 180 * * 2995 (Fang *).
Experience equipment used: such as ——ERA, a large sub-health detector used before Ping An Insurance.
A friend of Taiping Insurance Company told me before that the third-tier cities didn't have such advanced large-scale equipment, and their sales supervisor equipped them with portable sub-health detectors. The product is called Core Lejian and is about the size of a charging treasure. It analyzes the health trend through data in dozens of seconds through biological wave detection and non-invasive detection of human body.
The first step: let the customer pass the free test of the instrument and let the customer know the current health status. After all, customers who buy insurance will pay attention to their health.
Step 2: create communication conditions through the test results, and analyze the risk of possible diseases in the future through the sub-health detector. It is better to prevent it early. Insurance is a security guarantee, guiding customers' healthy lifestyle, transforming your trading interests with customers, and making yourself a health management consultant for customers. You always trigger from the perspective of customer health, so it's very easy to make a deal, don't you think?
Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.