Insured:
The first real "Mobai" did not leave much of a deep impression on me, because it was led by a supervisor and it was a collective action—— A group of more than a dozen people visited the building materials market one by one. It was more about the playfulness and fun of young people than the nervousness and uneasiness of striking up a conversation with a stranger for the first time. It was my second "Mobai" that really made me realize the hardships and ups and downs of the insurance industry.
The second "mobai" was in a residential building in Buji, Longgang District. I and my companion, a newcomer who had also just joined the insurance agent industry, "swept the building" together. My partner and I divide the work and cooperate. When my partner knocks on the door, I answer the door. To be honest, my biggest wish at that time was that no one would be at home. Of course, not all residents were at home. I still remember how at a loss I felt when I first faced a customer: my companion knocked on the door and quickly retreated, pushing me to the door. When the resident opened the door, I mustered up the courage to say, " Hello, I am XX Insurance Company..." Before he could finish his words, the other party closed the door with a bang. I remember my director told me, "There is also a trick to 'sweeping' the building. You have to 'sweep' from top to bottom, not from bottom to top, because in the process of selling business, rejections account for the majority. If you do it from bottom to top, "If you refuse too many times, you will lose the courage to go upstairs, but you won't have the courage to go upstairs. After all, you have to go downstairs and go home." I feel it makes sense in practice.
The turning point occurred two weeks after "sweeping the building". The other party was a taxi driver named Li. At this time, he was deeply distrustful of insurance companies because he bought "Xueping Insurance". "My son broke his leg during the summer vacation and spent a lot of medical expenses, but the insurance company refused to pay. After patiently explaining the scope of various types of insurance, Mr. Hu finally eliminated his hostility towards me. For the next more than a week, I went to Mr. Hu’s house to sit for a while after get off work every day. Mr. Li’s name frequently appeared on the list of clients I visited—the price of the insurance proposal also gradually dropped from more than 4,000 yuan to 1,300 yuan. The other party finally agreed to buy an insurance policy and finally completed the tasks specified for the month. At that time, I felt that my efforts had been rewarded and I became more confident in doing insurance.
Real Estate:
When I first entered the industry, my manager told me: I should take good care of my customers. I am very grateful to this manager for what I experienced later. Real estate sales clerks are generally managed by business managers in groups of 5 to 10. A branch may have 2 to 3 groups and 2 or 3 managers. There is a competitive relationship between these managers. of. Of course, there is also potential competition between salesmen from different groups. For example, after receiving a customer, the most important thing to do is: leave a phone number. If it was outside, it didn't matter, he said, he would just remember it. But if when talking to a customer at the business premises of a company branch, if a relatively stupid salesperson lets the customer speak and then writes it down on paper, that's the end of it. Because when the customer calls, more than 10 pairs of ears are already standing up to listen, and then they record it quietly (on the surface, they all have their heads down and are doing their own thing, but in fact they are eavesdropping on the conversation between you and the customer) , the phone number, they are most interested in it), by the time the customer finishes reporting the phone number, there will be at least 11 people who know this number. A few days later, you suddenly find that this customer has signed a contract with your company, but it is another colleague who paid the commission. The customer closed the deal, but I was not the one who signed the contract. This is the tragedy of many new people, and it makes many people who have just stepped out of society feel angry: How can they do this as old people? This kind of behavior of grabbing customers is called "cutting off customers" in the jargon, which means A will cut off the customers who originally belonged to B. "Cut" means to cut with a knife, which is very vivid. The company generally stipulates that people in the same group cannot cut each other, which means that people in different groups can cut each other. The sales industry is indeed a place where the jungle prevails. The trick I use to deal with it is very simple, either leave the client’s phone number when I’m out looking at the property (unfortunately, many people don’t pay attention, they often remember to leave the client’s phone number only after they return to the company to talk and the client has left). Or if I'm in the company and have no other choice, I'll give the client a piece of paper and ask him to write it down directly. This can also avoid misremembering. What's even safer is that you can ask the customer to call your own mobile phone number, so that your mobile phone will naturally have his number. I read out my own mobile phone number for customers to call, and other colleagues can remember it if they want. Anyway, I don’t have to pay for answering the phone.
Don’t let your customers be stolen easily by your colleagues.
Story 2: Multimillionaire
Newcomers who have just entered the industry often like to judge people by their appearance, and their skills are extremely bad. It is true that salespeople judge people by their appearance, but they must improve their skills in judging people. Don't think of rich people as poor people, just think of poor people as rich people. One afternoon, an old man passed by pushing a bicycle and was reading promotional materials outside. According to company regulations, everyone who came was a customer, and the salesman must go out to receive him. According to the order, this person was not my turn to receive the reception, it was another colleague, but that colleague looked out and said to me: I don’t want this anymore, I’ll give it to you. I went there. In fact, I thought to myself that pushing the bicycle meant that he was not just walking around. He should be someone with something to do. He wanted to buy a house. So I went up to say hello: Old man, you want to buy a house. Come in and pick one. Go back with five or six sets. Unexpectedly, the old man smiled and said: Young man, how did you know that I wanted to buy five or six sets? I thought he was joking with me, and I said, "Isn't it true? Looking at your age, you must have a lot of children and grandchildren. One person has one set, and five or six sets may not be enough." The old man smiled and said, "Don't talk to me yet. I'll take a look for myself first." I'll ask you later. I went up and helped his bicycle to the side and stabilized it. After putting the bicycle away, the old man looked at it carefully, and I walked aside and waited. During this period, I was not like other people, who would go up and make introductions when a client came. I know that people like this are generally very opinionated. If they want to see it by themselves, just let them see it without disturbing them. Sure enough, after reading it, he pointed and said, this, this, that, are there any more? I said yes, so I took out the house inspection book I had on me and asked him to sign it. The old man said: You haven’t read it yet, you want me to sign? Don’t sign! I said: During our work, don’t we need approval from our leaders for everything we do? This signature is your approval for me to take you to see the house, and it also proves that I took you out to see the house.
Extended reading: How to buy insurance, which one is better, and step-by-step instructions to avoid these "pitfalls" of insurance