McGinnity's presentation tool. Choose a salient issue that needs to be addressed and make a statement. In three parts: 1, empty: what - list the phenomenon, clarify the topic; 2, rain: why - point out the problem, analyze the reasons; 3, umbrella: how to do - point out the direction and Countermeasures. Three parts of the word count can be roughly in the ratio of 2:2:6.
We continue yesterday's topic, sales is difficult to do. In fact, the hardest thing to do in the sales industry is insurance! If you just look at Baidu, the word "insurance", there will be negative news about insurance on the internet.
People are still selling themselves short. But what about insurance? You don't even have a product in your hands, so how can you sell it? This is more or less the flavor of empty gloves.
We can not help but ask, insurance is so difficult to do, how to successfully sell a policy?
Initially write this article, I listed more than N insurance is difficult to do the reason, to later delete one by one, found that the biggest problem in the sale of insurance is that there is no customer, no customer, no customer, important thing to say three times.
So where do customers come from?
1, unfamiliar visit
If you do not have customers from the beginning, my suggestion may be unfamiliar visit, commonly known as sweeping the street. When you finish sweeping a street, the effect of unfamiliar visits is sometimes immediate, may immediately sign a single. The basic skills of doing insurance are so slowly practiced little by little.
2, referrals
Referrals are by far the most effective mode of billing, not one. Even if you have only one customer in your hand, if he bought a policy, the moment you delivered the policy. You can sincerely ask: "Are you satisfied with my services?" No matter, how he answers you, you can ask him to refer a few friends to you so that you can provide them with better service. Conversely, if he did not buy your policy, you can also strike while the iron is hot to ask him to introduce a few friends, this time the general public will not refuse, because psychologically speaking, he refused you once, are feeling embarrassed.
Customers have, then how to facilitate a policy? See the following four-step method.
First communicate the concept.
The melon people said, someone wants to buy insurance, that he is the customer ah, immediately sign a single on the line. noNo, do insurance must be communicated concepts, communication in place. Insurance is the most a kind of highest level of sales, the biggest effort is not gushing, and ask questions, constantly ask questions. Even a person who is particularly interested in buying insurance, but also to ask questions, through communication, to find out how the customer's awareness of the insurance, his true thoughts and how.
Secondly, demand analysis
Because insurance is an intangible product, not to buy a house or a car can be used immediately, so you have to keep asking questions to find out why he wants to buy insurance, that is, the customer's point of need in the end is what? What kind of product does he really need? To this point, you probably know how much this customer to spend on premiums, of course, you can also be in communication according to demand, let him buy a little more.
Then recommend the product
Insurance products are two categories, protection class and financial class. General customer first time to buy products, we can recommend the protection class, including medical accident pension, about "old age, sickness and death" everyone can never leave these issues. Many people do not think that insurance is a necessity in family life, but life is only once. Financial class, based on two premises can be recommended, the first before the customer bought enough protection products, the second, his economic conditions, his concept of more important product returns.
Lastly, to facilitate the signing of the single
After talking about the product, the customer is also satisfied, the next step is to sign the single. The next step is to sign the contract. Simply put, you can hand a pen to the customer and let him sign the insurance policy. This time do not speak, there is an unwritten black saying in the industry: "Who said who died first!" Until the customer speaks, but there are some customers will say "let me think about it".
Here's where the skepticism comes in. You can have two ways to deal with, first, direct transition, "let you sign the insurance policy, is to consider consider ah, now you can sign ah"
Second, 2 choose 1 question method. "Do you want to consider is the product or premium?" Here the key point, always remember, to facilitate the questioning must be two choose one law.
For re-consideration of consideration, we have to calmly analyze the customer said to consider the word in the end a real problem or a false problem? If it is a real problem, it is just a matter of who is in charge of the family, there is no money, you can use the question to judge, continue to choose one. Like, "If you want to consider it, do you want to consider it yourself or discuss it with your family?" If these questions over again, the customer is still prevaricating to consider, then we can basically judge that this is a false question, that is, the customer's mouth to consider but is an excuse, then you have to give up this facilitation, maybe there is a chance later.
There is a classic saying that "impulse is the devil!" Psychologists emphasize that human consumption is irrational, but emotional. Therefore, in the product explanation and facilitate the signing of the two in the middle of the link, we must find ways to make the customer full of sensibility, so that the signing of the single smooth.