Greetings are the cornerstone of establishing interpersonal relationships and an act of showing care to the other party. Greetings content and method is appropriate or not, is often a person's interpersonal relationship is good or bad key, so pay special attention to. The following is my collection of health insurance sales talk about the whole, welcome to learn reference.
The skills of pleasantries
1, pleasantries should be from the heart, sincere and enthusiastic.
2, pleasantries should be innocent and simple, natural and relevant.
3. Greetings should be full of enthusiasm and warmth.
4. Greetings should be concise and powerful, dry power.
5. Greetings should be direct and straightforward.
6, the pleasantries should be serious attitude, kind expression.
7. Greetings should be with a smile, loving and kind.
8. Greetings should be loud and clear, high tone.
9. Greetings should be firm and strong.
10, pleasantries should be just right, just right.
The skills of opening the door conversation A good start is half of the success. ? Ippei Hara (the god of life insurance sales in Japan)
1, open the door to talk about the magic of novelty, fascinating.
2, open the door to the words to have outstanding creativity, moving heart, heartstrings .
3, open the door to win each other's hearts, to win the customer's favorite.
4, open the door to talk to honest and trustworthy, pure and simple sincerity, so that customers can trust.
5, open the door to speak from the perspective of the other side, so that he feels that I am helping them.
6, open the door to talk to have affinity, amiable.
7, open the door speech must smile, the attitude must be kind; tone must be firm, look must be self-conscious.
Self-introduction skills
1, the salesman in the self-introduction should be full of confidence, natural and generous.
2, to be sincere, not false fabrication, neither exaggerated, nor inferiority complex.
3, the introduction should repeatedly emphasize their names, to strengthen the memory of the other side.
4, the introduction of the speech should be clear, not hurry, not slow, moderate tone.
5, the introduction of their own name should be creative, innovative, able to attract customers.
The highest secret of promoting life insurance products is to share the protection and happiness brought by the products, not to promote life insurance products. Ji Wuli (a small person)
Salesman in the introduction of life insurance products, to the abstract product image, image of the product vivid; intangible products tangible, tangible products concrete. The first is to make the product more vivid, and the intangible product more tangible. Ji Wuli (a small man)
A masterful life insurance salesman, when introducing life insurance products, not to focus on its performance and utility, but in a strong rendering of risk at any time and anywhere,
Drumming up the risk at any time and anywhere and the significance and role of insurance. ?
A first-rate insurance salesman sells the idea of insurance; a second-rate insurance salesman sells the function of insurance; a third-rate insurance salesman sells the performance of insurance;
A fourth-rate salesman sells the terms and conditions of insurance; and a fifth-rate insurance salesman sells nothing at all. Ji Wuli (a small man)
Tips for Product Introduction Speech
1, the salesman in the product introduction to use more metaphorical words, try to vivid image, lifelike.
2, the salesman to introduce the product in the more simple the better, simple and clear, clean.
3, the salesman introduces the product should be easy to understand, clear, practical.
4, the salesman to introduce the product should be creative, have a strong attraction, make people interested.
5, the salesman should be full of self-confidence when introducing the product, there is a sense of honesty and credibility.
6, the salesman introduces the product to the tone of voice and amicable, vivid language.
Special words
1. distinctive opening remarks are you our customers?
? Mr. (Miss), hello, excuse me, are you a customer of our company?
The answer usually asks ? What company are you from?
? Oh, I'm from XX insurance company.?
If he says ?
If he says ?
If he says no, then you say ? It doesn't matter, sir, I see you have such a good temperament, I thought you were a customer of our company, this is my business card, I hope I can be your insurance agent in our XX.
If he says ? Yes? then you say ? Congratulations, sir, thank you for your support of our XX, may I ask what product you have bought, how much is the annual premium?
2.? Mr. Hello! I have come to visit you today to find out God's view on insurance.? ? What God?
? Because you are God, customers are our God, so I made a special trip to visit God today.? I laughed, ? God? laughed too?
3. Every day people are refusing insurance, but there are many people to buy; every day people are skeptical of insurance, but there are many people to get insurance benefits.
4. If the boss suddenly announces a 10% pay cut today, life can go on just as well. But if you lose your ability to work, your salary will never be paid, and won't your wife and children have a more difficult life?
5. Many people often say: "If I had known? I'm not sure if you're going to be able to do that. The first thing you need to do is to get a good deal of money to pay for it. If you don't take precautions beforehand and wait until a disaster occurs, it's too late!
6. A widow holding five million cried, another widow holding the quilt cried, two people tomorrow, the same to face life, you have to choose which one?
7. Life insurance is synonymous with money, you can oppose insurance, but not interested in money?
8. When you married your wife and had children, you vowed to give them a good life and security, but did you really achieve this guarantee?
9. Are you willing to marry a woman with two children? If not, to whom will your wife remarry? A widow without money may have to marry again, while a rich widow does not have to marry again.
Sales tactics in times of financial difficulty
Tip: These customers are often skeptical or disgruntled, and not having money is just an excuse. We should first make an appointment by phone and then meet again to communicate with the need to understand the customer's real information and background, to a professional identity for the specific circumstances of the specific analysis, and as far as possible to obtain the assistance of the salesman, be sure to find out the real reason, and then the use of effective terminology? The right medicine?
1, the customer: I can not afford the premiums, I do not need insurance.
Security field:?Mr. xx, if that's the case, you need insurance even more. In the few years I've been working in insurance, I've come to realize that people with money don't necessarily need insurance. Because
We don't have money, in case we get sick (or our children get sick), where can we get the money to pay the huge medical bills? And this insurance you have taken out can help you pay for it, for a small premium.
?Mr. XX, if the doctor says that you or your family must be hospitalized for an operation, you would say to the doctor, "I'm sorry! I can't afford to pay for it, so I won't have to operate. You would say to your children:
? Children, I'm sorry, because Dad does not have the money to pay for your medical expenses? ? So, Mr. XX, for the sake of your family's medical expenses, for the sake of your children's education, and for the sake of our future old age
pension, you pay XX yuan a day, isn't it worth it? I'm not sure if you can afford it.
2, the protection of the field: not to mention the characteristics of life insurance, is to the least amount of money, to create the greatest protection, even if it is not the money of the people, every day to save a little bit, you can have this protection. Just as we buy
a pair of shoes, initially feel a little tight, not very comfortable to wear, but after a period of time, and pay the utility bills as natural, become a necessary expenditure on life, and become a habit, and so
to the future of the old age expiration, to receive a substantial amount of money to do the children's education and marriage costs, as well as their own pension costs, is not a very happy! The first is to make sure that you have a good understanding of how to use the system.
3. Mr. Client, once I went to the hospital, to see a friend, in the emergency room to see a little boy, probably abrasions, face are blood, the doctor for him to rub medicine check
, he did not scream pain, just clenched his fists fiercely, everyone praised him for being so brave. Later, the doctor told his father that the child must be operated quickly, otherwise there is a risk of blindness, but do
father's but only said a low: ? I have no money? After that, he held the child to go out, at this time, the child violently bawled, later, I often think of that little boy,
I wonder what happened to him now?
? Mr. Client, how can a parent bear to say that they can't afford to pay the medical bills and leave their child blind? How can a parent say they can't afford to pay the premiums and let their child not have three meals a day
and not be able to get a full education? Keeping this policy in force is your responsibility to your children and your family!
4, preservation of the field:? Mr. Wang, you can turn the whole into zero, just save XX yuan per month. As for your view that premiums are expensive, we may wish to explore, I think a person lost the ability to earn a living, Mrs.
Children's living expenses, education, medical expenses, these costs are the expensive costs, and these can not not pay. If the head of the family is not prepared, in the event of an accident, these costs will have to be left to the wife and children to bear, or even turn into debt, you can not bear to see this happen? Why don't you take advantage of the young and strong to earn money, give yourself a complete preparation,
so that your family to reduce the unnecessary burden, you say?
5, security field: you can really joke, like you such a successful people will not have money? You are not on our company's services or terms and conditions of the idea, but it is okay, if there is anything you can directly
reflect to me, I will bring the views back to the company, we can also improve ah.
6, preservation of the field: no money for the time being, it is okay, the company for customers like you such a momentary difficulty to provide a certain period of grace, you can prepare for the preparation of the time again. In addition, we
have to make a survey: you buy their own insurance and the company's service is still satisfied?
7, to protect the field: there is an old saying: the poor buy protection, the rich buy value. If the economic situation is temporarily difficult to be more careful with the budget. The more money you have, the more you have to have insurance awareness, in case of accidents,
There are insurance companies, life protection will not be affected too much, you say right?
8, preservation of the field: Mr. Wang Hello, difficulties are temporary, who will encounter. But should never consider giving up protection, because the more so the more our families need protection. You think what I said
is reasonable? The grace period is coming to an end, so make sure you pay your premiums by the 16th of next month so that your policy doesn't lapse permanently!
9, security field: you are too modest, with your financial strength, this premium is not a problem for you. You see you smoke so many cigarettes every day, how much money to spend ah.
As long as you smoke a few cigarettes a day, the premiums are there, and it's good for your health.
10, the insurance field: If you just a temporary turnover, you have to let the policy lapse, then you will lose this protection, and the return of the money is not much, and then wait for the age of the insurance, the same protection
But also to pay more premiums, and how uneconomical ah. It's better to rationalize your finances now and continue to pay the premiums to keep this protection!
11, the insurance field: Master Zhao, the more difficult the economy, the more you have to think carefully, insurance is not a luxury, but a necessity of life, the family has insurance in mind, you have to leave every paycheck to the living expenses
, but also leave the insurance premiums, the life of a guaranteed life is a normal life. You do not hesitate, in fact, you are not so difficult to not have this little premium, right? You see me come over tomorrow.
12, the preservation of field: I think a successful person like you, now the premium is not paid, certainly not what the economic reasons, is not to our company is not quite understand, on the terms and conditions of the content is not quite clear.
Look at your home is so beautiful, arranged so cozy, insurance of course can not be less, in fact, insurance is like your home security door, to your family to provide absolute security and protection. Let me tell you more about the benefits of this insurance
.
13, security field: Mr. Wang, from your home decoration, speech and behavior can be seen, you are definitely not a financial constraints. You are very successful in other investments, in fact, insurance is more of a
No risk of investment, and when the risk comes, it can also reduce the burden on your family, such an investment for people like you have the brains to manage their finances and have a party on the people need more.
14, to protect the field: you are worried about life changes, the future economic situation is not confident! So have you ever thought about what you would do in case of a bad economy and an unforeseen event? You still
keep this protection, these problems to the insurance company, their own focus on work, to earn money is not better? So, you might as well pay your premiums!
15, preservation of the field: you are now surrendering the policy, there is no economic loss to our company, but for you personally the loss will be big. Your current financial difficulties should be temporary, you may
think of other ways. In addition, our company has a grace period for customers in your situation, so if you really can't afford to pay, you can choose to reduce the amount of insurance
and so on, to minimize the loss. I hope you will give it some thought.
16, preservation of the field:? What can't be sick, nothing can't be broke? Your current economic difficulties are only temporary, I believe that with your ability to get through this period. You now need more
protection, do not give up this protection because of temporary difficulties. You have bought such a good insurance, the insurance company is your strong backing, as the saying goes, the back of a big tree is good, to ensure that your family
happiness and peace.
17, the protection of the field: you did not hesitate to apply for this insurance, surely also take into account the future ability to pay the fee, and you insured insurance, generally more cost-effective than the current or future types of insurance,
such as you choose to withdraw from the policy or reduce the insurance, the loss will be very large, and I believe that your current economic difficulties are only temporary, and if you are two years after the economic ability to get better Therefore, I think you should find a way to pay the premium for this period.
18, preservation of the field: as they say? More money has more to spend, less to spend?
In the case of life is not good, insurance can show more to deal with sudden accidents and the importance of protection, and then insurance
is also a kind of mandatory savings, insurance can be for you to accumulate a lot of wealth it! If you really can not afford to pay, you can discuss with your children to see if they can help you to pay, to
when they benefit is, so also reflects their filial piety to you, you also have a protection of the old, you say? (For older customers, you can recommend their children to pay, but the beneficiary
change to children)
19, to protect the field: I understand your situation, who will encounter temporary difficulties, you can break down the year's premiums into 12 months, only a few dozen dollars a month to save (a few hundred dollars), you can be a big into a small,
turn the whole into a zero, and unconsciously put the money! The first thing you need to do is to save enough money so that you shouldn't be so nervous, and you can continue your love for your loved ones and your children!
20, to protect the field: you now refuse to insurance that is very smart, when the future insurance refused to you will be your great sorrow. Insurance is like water is a necessity of life, rich
people drink Coke, no money people drink plain water, but are inseparable. People who have money can buy the value of the body, people who do not have money to buy protection. So you might as well pay your premiums.
21, to protect the field: I know you are a family extremely responsible for people, you bear the burden of the family's living expenses, the pressure is very great, but in terms of your ability, this little premium is not difficult for you,
Not to mention that as the head of the family you are in fact the most in need of this protection, if you do not have their own insurance, the other will be even more difficult to protect, do not you think so? I hope you will consider this carefully for your family again
.
22, preservation of the field: Mr. Zhang difficulties are temporary, the grace period of our policy is set up for this purpose, you can use this period of time to find ways to raise funds, I think when you buy this insurance,
must be out of the real-life needs of the purchase, I believe that you will get through the difficult times. I'm sure you'll be able to get through it. You can return the insurance, but you can't return the risk, so please think about it carefully.
23, to protect the field: Mr. xx, I do not know if you have thought about it, you are the pillar of the whole family, the more difficult economic times, the more you need to ensure that the protection of the family's life; not to mention that with your
ability to manage the financial situation, the district of the premiums for this little what is it? Even if you have some financial difficulties, it will only be temporary and won't affect you!
24. Customer: I'm too burdened to buy insurance now?
Security field: I understand your current situation and mood, but the more difficult the economy, the more you need to protect, because as a pillar of the family you, in case of any accidents, the future
How will your family live? If you are really in financial difficulty, you can first apply for a reduction in insurance, and then restore it when the economy improves, what do you think?
25, the customer: in fact, I would like to renew the insurance, but just do not have the money?
Security field: In fact, insurance is an essential thing in our lives. If you are in good health and have a stable income and you don't have the money, what if something unexpected happens
Isn't it more likely that you won't have a source of protection? The more you feel that you don't have money, the more you have to think about the future!
26, preservation of the field: to your current situation is not really difficult financially, you are the company's services or terms of any doubt, I can explain to you, but also hope that you can put the real idea
tell me, so that I can better serve you, but also hope that you can put forward a good opinion, and better establish the image of our company. (Diagnosis of the real reason speech)
27, preservation of the field: even if it is really a financial difficulty, it is short-lived. If you miss the payment period, it is possible that you will pay more than this premium. Because illnesses and accidents don't come at any time
, they don't wait until you're in a good place, and if you're sick, even if you're in a difficult place, you'll have to pay for it, and you'll have to pay a lot more for it. It is better to save a little money every day to
buy a protection for yourself.
28, security field: sister, your situation I understand very well. Insurance is an umbrella, a backup, your responsibility and love for your family. If you just give up, it's the same as throwing the umbrella away when the sky is clear
, it's the same as abandoning your love and responsibility to your family. What should you and your family do when the storm comes? We'll think of a way to do it.
29, security field: Brother, what you say I very much believe. With your personal ability and vigor you will be safe through the difficult times. The current difficulties are only temporary for you. I believe your tomorrow will be better.
I don't have to tell you that you understand the function of insurance, it is responsibility, love, giving and sharing. It is as important as your career. How about I come and collect it for you at the end of the month?
30, to protect the field: many people do not want to pay premiums, not because there is no money, but because they take the insurance is very light, the family responsibility is not placed in the first place, then naturally a little difficult to pay
premiums. And the problems of illness, accident and so on will not wait until you have the ability to pay the premiums.
31, the actual case of a
Background: The customer came to the company to complain about the surrender of the policy.
Please sit down, send water, hand tea, peace salute, and then handed a blank sheet of paper, ask the customer to sign, the customer look certainly not sign, ask? Why do I have to sign a blank piece of paper?
? Nothing you want me to write something on the paper, who is responsible for this? I'm not going to sign it. You do not sign, you know very well the weight of your signature and your responsibility, then
Why do you want to sign the policy, to prove that you are well thought out before applying for the insurance, please say what your real intention is to come here today, I will be happy to serve you.
At this point, the policyholder will say the real reason, hand out the name of the salesman behind the planning of the complaint, and then immediately pass this salesman to the scene, to *** with the discouragement, the effect is very good.
32, the actual case two
Preservation field: Mr. xx, familiar ah, I remembered you are a few days ago in the newspaper so-and-so sausage factory manager, congratulations on wealth, business is booming. I am Ping An Insurance Company service personnel Zhang
, what can I do for you, please advise! The customer said: ? I am here to surrender my policy. Why? It can't be because of financial problems! You're so famous that you can't be poor, is it because the salesman
bad service or other reasons, can you say it, let me solve the problem. Eliminate the anger, calm and moderate for a while, change the topic, and finally talk about the responsibility of the insurance, domestic insurance