Sales talk so that he bought convinced
Sales talk so that he bought convinced, the sales industry for us is a very test of a person, then the sales terminology is very much in need of skills, about our emotional intelligence and IQ is also a good exercise, then the following sales talk so that he bought convinced, together with the study it.
Sales talk to make him buy convinced 1
The most cattle sales talk millions of elite insurance agents are using
First question: the insurance period is too long.
Step 1
We live a long time, and everyone wants to live as long as possible, so the longer the coverage, the more meaningful it is. What is the point of insuring only a few short years of human life over a long period of time? The purpose of insurance is to leave the future burden of life to the insurance company. Their own protection, our family also get the protection of life, you do not have to worry about 10 years, 20 years later, is not it worth it?
Step 2
Purchasing insurance is to hand over the responsibility of the family to the insurance company, and the longer the insurance company carries the burden, the easier it will be for us, which is like buying a TV, the customer hopes that the warranty period will be longer, the better, so that they can enjoy the free repairs and maintenance for a long time.
Step 3
The main point of purchasing insurance is to get long-term and maximum protection for the least amount of money, you are now 30 years old, do you only need to cover for 10 years, then you don't need to cover for more than 60 years old?
Step 4
Purchasing an insurance policy gives you the protection that you need, not just for 1 year, 2 years, or a couple of years, but for the safety and security of yourself and your family for a long time.
What happens when an insurance company goes out of business?
Step 1
I understand your concern, and the fact that you considered this before taking out a policy shows that you're a very cautious person, but there have not been any insurance company closures in China since the beginning of the insurance industry.
Currently in China, the operation of insurance companies must be strictly managed and constrained by the relevant state departments such as the Insurance Supervision Commission (ISC). In addition to being supervised at all times, the company has to be reviewed annually, and once irregularities are detected, the company will be corrected, or the license will be revoked.
Therefore, after a premium is paid to an insurance company, the process and safety of the insurance company should be evaluated to protect the rights and interests of customers. As for the insurance company's external investment, it also strictly regulates the safety, stability and investment ratio of its investment targets, so the insurance company's risk is the lowest compared to general financial institutions.
Step 2
Indeed, it is right to consider the reputation and image of the insurance company and even its financial strength before evaluating the insurance company. **Insurance company is definitely a trustworthy company. Let me introduce you to .......
I'll have to think about it.
Step 1
Considering is the right thing to do, but you're so busy, don't let these little issues waste too much of your valuable time, let me help you research and consider together.
Step 2
I don't know if you're thinking about premiums or coverage? If it's the premium, we can look at increases or decreases. If it's a coverage issue, I believe the more the merrier, right? This should not be a problem. So now we are only discussing the issue of money. Is such a fee okay? If there is no problem, could I trouble you to sign here.
Step 3
It doesn't matter, you're not the only one who needs to think about it, the company's underwriting department also needs to consider whether you're eligible for insurance, and sometimes the underwriting department may have an objection.
Step 4
Of course I can't be bothered if you're busy, but I wonder if you'll be available next week? Would it be convenient for me to come and visit at *noon**?
What if you leave soon?
Step 1
Wow! You can rest assured that I will treat insurance as a lifelong career and continue to serve my clients. If I do leave my job, I will definitely assign a professional colleague to serve you, or you just need to make a call to the company, and the company will immediately send someone to come to your doorstep to serve you, so you don't have to worry about that.
Step 2
Insurance is a very promising industry, I will not leave easily, even if I leave, I will ask my colleagues to replace my service to meet with you, so that you can be sure.
Step 3
We all know that insurance is a means to protect customers in case of accidents, the insurance company to make up for the loss of the customer, although it is not necessary that everyone will have an accident, but there will be someone who will have an accident, which is the probability. That's why it's possible for an accident to happen to a person who buys insurance, and for a person who sells insurance to have a change of heart.
So it is better for customers to understand when they take out an insurance policy, what exactly is it that they are buying? What are the rights and obligations? Don't be able to ask for nothing just because the person selling the insurance is a relative or friend. Most importantly, the salesman must let the customer understand that if one day the salesman who sells insurance leaves the insurance company, how to deal with the insurance company when something happens? What help to seek? What documents to use? Or who can take care of it?
What happens if I can't pay my premiums after I'm insured?
Step 1
Money is made by people. You make *$1,000 a month now, but you will make more and more in the future, and your salary will increase, and your position will be upgraded, and you will not be able to earn *$1,000 forever. The first thing that you need to do is to get a good deal on a new product, and then you'll be able to get a good deal on a new product.
Step 3
One of the bosses asked me when I signed the policy: "Insurance is a good thing to provide protection and deal with adversity, which I am well aware of, but if a few years later, in the event of financial constraints, the premiums can not be paid out of the time, what are the ways to remedy? " I told him that there are four ways to deal with it:
1, you can use the grace period to delay the payment of premiums: that is, the payment date is due to pay the premiums, you can have a grace period of 60 days to think of ways to do so, but after a reminder of 60 days is still not paid, the insurance contract will be automatically suspended.
2. Automatic premium advancement: After the premium due date, if the policyholder chooses to advance the premium with cash value, and the policy has cash value, the insurance company will automatically advance the premium until the cash value of the policy is exhausted.
3. Borrowing: When the insurance policy has a cash value, the cash value can be borrowed to use or pay the premiums, usually up to 80% of the cash value, and can be borrowed for up to 6 months.
The above are the contingency methods when encountering difficulties, the most important thing to do is to insist on insurance, in order to avoid the difficulties caused by unexpected accidents when the money is scarce.
What are the benefits of having insurance?
The five benefits of life insurance:
1. It provides protection against damages caused by accidents or illnesses, and saves you and your family from having to prepare for huge medical bills.
2. It allows you to plan your own retirement program and maintain your financial independence and self-esteem in your old age.
3. It can be used as a mandatory savings, so that you can lose a lot of money if you need to, and pay you back if you don't, which is a great way to kill two birds with one stone.
4, can be used as a child's education fund, so that parents, do not have to worry about accidents when no one to take care of children, so that children receive a complete education.
5. It can be used as a debt settlement tool to save your hard-earned business and home from being wiped out in the blink of an eye, and to retain the best capital for a comeback.
XX Insurance is a ......
I don't need insurance.
A1, students are in school every day, simple and safe, it can be said that the least need for insurance, but the government still requires every student to be insured, including kindergarteners. If students have to be insured, let alone adults who are the head of the family.
A2. In fact, there are a lot of things in our daily life that we don't think we need. Such as fire extinguishers placed in the corner of the wall, the car's spare tire, airbags, oxygen masks on airplanes, life jackets and so on. Who thinks they are needed on a regular basis? They are not needed when there is no unforeseen event, but in case of an accident they are needed more than anything else.
A3, you make a lot of sense, you do not need to buy insurance, however, our company has just recently launched a new product, specifically sold to people who do not need insurance (if the other party agrees, you can talk about the book of proposals), in fact, just now and you are joking, but but it is the truth, because yesterday, I went to the hospital to see my clients, the next bed there is a car accident caused by a car accident legs fall off the young people asked me, she She felt that insurance was very important and asked me if he could buy insurance. I could only look at her with regret and said I would contact her again in a while. Insurance is not something you can buy if you have money, but you must be healthy, so insurance is something you buy when you don't need it, just like a fire extinguisher at home or a spare tire for your car, you'd rather not use it for a hundred years than not have it for a day.
I've already insured, I don't need to insure again.
A1, that's great! I wonder what products you have bought. Are there any major illnesses, retirement (also principal repayment, maturity benefits...etc.).
A2, congratulations! I believe you also have a considerable recognition of insurance. But it does not matter, you listen to look at our company's products, if you think it is good, you can also introduce your friends to buy ah!
A3, congratulations on your purchase! And I believe you must be a responsible person, so today I'm here to talk to you about "a new financial product especially planned for those who have already been insured" (good habit of facilitating). Please give me a chance to explain it to you.
A4. It's amazing that you have such a good idea about insurance. The insurance you used to buy may not be able to meet your current needs, just like the TV, which used to be a 14-inch black-and-white TV, and then we have been developing and researching new products, and now we have progressed to a large-screen TV with a surround-sound audio-visual system, which is able to meet the needs of modern people. The same is true for insurance. Our company has developed many products to meet current needs. Nowadays, your income and assets have increased compared to the past, and in order to enjoy a better life and meet the needs of your family, insurance must be supplemented. The purpose of my visit today is to help you diagnose your policy and see if there are any changes that need to be made, not to mention the new products that we have introduced for your reference to make your policy complete.
You can't get paid until your insurance is dead.
A1. Insurance does not necessarily mean that you have to die in order to receive the money, but you can receive it when you reach the end of the policy term, which is when you should take out an insurance policy for your old age. Nowadays, medicine is developed, the general life expectancy has been extended, 20 years later, that sum of money is waiting for you to receive to enjoy. Let's insure for happiness in old age!
A2. Life insurance is a kind of social welfare system of saving, and it is by no means the system that the general public misunderstands as life insurance, which means you have to die before the insurance company pays out, and you can only receive the insurance money. We often see many customers who pay some money to the insurance company in bits and pieces, and then receive a large sum of money after the expiry date, so that they can travel around the world; or buy more household items to improve the quality of life of their families; or use it for their children's education, marriage, or dowry expenses, and we can see their smiles when they receive a large sum of money after the expiry of the insurance policy, so who says that they must die in order to receive the insurance money?
I already have social security.
A1, limited medical care
1, the amount of medical expenses paid by Medicare is extremely small per day.
2. The amount of benefit for commercial insurance can be freely decided by the policyholder to meet the actual needs of the customer.
A2, social security can not loan, can not solve the emergency
1, to participate in the social security can not loan to borrow money.
2, commercial insurance can be utilized policy loans, both free of guarantor, more no land, housing mortgage, loans quickly done, simple procedures.
A3, can not change the insurance contract
1, insured social security, the contract can never be changed, can not adapt to the policyholder changes in the economic environment.
2. Commercial insurance has a loan turnover, automatic advance payment of premiums; there is a function to reduce the amount of coverage.
A4, can not enjoy premium-free treatment
1, in general, social security can not enjoy premium-free treatment.
2. Commercial insurance has a clause that exempts you from paying premiums if you are disabled due to a major illness or accident.
A5: No Refund of Premiums
1. The premiums for social security and medical insurance are non-refundable.
2, commercial insurance as long as the payment of 2 years, the inability to continue to pay the contract can be canceled at any time, to get back the refund.
Sales tactics to convince him to buy 2 Sales tactics from the response to the six major problems These sales tactics are simply "money printing machine"! Question 1 Customer: Can you get it cheaper? The average customer comes in and asks, "How much is this?" "1888." "Cheaper!" Many customers have not even finished looking at the product, just look at a rough. Customers did not like before you talk about the price is sure to lose. Analysis: First of all, we can not say: "Can not!" A strong refusal will turn the customer against you. When encountering this kind of problem, we have to get around the customer's question, do not answer directly, because as soon as we enter the price negotiation we will be more passive. At this time, the money in the hands of the customer, and our advantage is the product, so we need to let the customer fully understand the product. Any customer to buy things will be bargaining, we should first bypass the price, so that the goods to attract him, and not too much entanglement in the price. As long as things are worthwhile, not afraid of her not to buy, of course, can not be too proud in front of customers. Response: 1, the cycle decomposition method "Miss, this set of products sold for 720 yuan, can be used for a year, a day to spend only four dollars, it is very affordable!" "Miss, a package that is so favorable adds up to only 380 yuan, you can meet all your needs at once, value for money ah!" 2, with "more" instead of "less" When the customer asked for a cheaper price, many shoppers will be so that "you buy less clothes. The first thing you need to do is to buy a few clothes and then come over. In fact, this is wrong. In fact, this is wrong, less buy a piece of clothing will make the customer feel the loss of something, the mood is more painful. The correct statement should be "as you buy a few more clothes", to avoid the pain, transfer into a happy. Question 2 Customer: I know your boss, cheaper, okay? Analysis: In fact, the customer said that he knew the boss, she really know it? 99% of people do not know, at most, with the boss has a one-sided, general acquaintance. So treat people who don't know or say they know the boss, don't reveal it to her face, but give her face, but never lower the price. Response: We can say this: "I'm honored to receive our boss's friend," acknowledging that she is the boss's friend and honored, and the following began to turn: "It's just that the current business conditions General, you come to our store to buy things this matter, I must tell our boss, so that our boss to thank you!" And that's it. Question 3 Customer: Is there no discount for regular customers? Analysis: 20% of the old customers to create 80% of the benefits, do not rip off the old customers. When the old customers proposed concessions, we can not directly refuse. Some shopping guide will say "you are an old customer should know that here can not be preferential!" This is a blow to the old customer, the old customer will think: "I came so many times, do not I know can not be discounted?" A direct blow to the customer's goodwill towards the store. Response: First of all, we have to give face to the old customers, so that the old customers feel your sincerity, you can say: "Thank you have been so caring for me, I can make friends like you I am very happy, but I really do not have such a big right to do not you next time to come to the giveaway, I apply for it, give you more! I'm not sure if you're going to be able to get one of these, but I'm sure you're going to be able to get one of these. Question four Customer: How many years has your brand been around? Why haven't I heard of it? Analysis ： The first question, we can answer her directly, but the second question we how to answer is not right, because as long as you answer the second question, the customer will continue to ask, ask until he is satisfied, so encounter the second question we have to guide her. Response: First of all, ask the customer rhetorically, "When did you notice our brand?" The customer who has never heard of it will mostly answer "just noticed it today." The guide can speak a "that's great, just to understand." Directly bring the problem to the past, do not dwell too much on this issue. Question 5 Customer: I'll take a look at it. Response: Identify the product's strengths according to four areas, which are: 1) what we have that others don't have; 2) what we can do that others don't want to do; 3) what we do better than others; and 4) our added value. Question 6 Customer: Will you have problems with quality? Analysis: Some buyers will face this problem directly answer "our quality will not have a problem, we are a big brand, there are many beauty salons across the country will have ...... "But the customer asked the second sentence when: "In case there is a problem how to do?" Many guides will not be able to pick up. Response: The guide can first ask the customer: "Miss, you have not previously bought the quality is not very good products ah?" Customers usually say: "Yes." The guide can ask a follow-up question: "What is the product ah?" Customers will often begin to complain: "I used to buy XX products, how how, angry me." When the customer answered no, shopping guide and how to do? At this point, should first praise the customer, and then say their own things: "Miss, you are really lucky, you do not have, I have encountered such a situation ah. How how, angry with me." When you say it, you must bring feelings, so that it will be infected with the customer. Finally, say: "So I now pay attention to product quality issues, because I do not sell things when it is also a consumer, so I am also very good product quality requirements, I will do sales in this manufacturer, not to other manufacturers to do sales, is because of the quality of the good here." Turn giveaways into genuine products, so that customers like giveaways. You can say this: "Sister, these giveaways are our company on top of the price of goods, extra back to the customer, but also to you to support our company's thanks, just I have to say: ...... (introduce the advantages of the giveaway, the benefits), so that customers recognize the value of the giveaway, feel that the giveaway value for money. From the sales of the six major problems of the response to learn sales techniques This sales talk is simply "money printing machine"! Question 1 Customer: Can you get it cheaper? The average customer comes in and asks, "How much is this?" "1888." "Cheaper!" Many customers have not even finished looking at the product, just look at a rough. Customers did not like before you talk about the price is sure to lose. Analysis: First of all, we can not say: "Can not!" A strong refusal will turn the customer against you. When encountering this kind of problem, we have to get around the customer's question, do not answer directly, because as soon as we enter the price negotiation we will be more passive. At this time, the money in the hands of the customer, and our advantage is the product, so we need to let the customer fully understand the product. Any customer to buy things will be bargaining, we should first bypass the price, so that the goods to attract him, and not too much entanglement in the price. As long as things are worthwhile, not afraid of her not to buy, of course, can not be too proud in front of the customer. Response: