Methods of communicating with insurance customers: three skills of communicating with customers
Impress customers with sincere words
Sincerity is the first movement of a successful speech, and a true, sincere and sincere attitude is the best way to impress people with words. The charm of speaking is not how fluent and eloquent you are, but whether you are good at expressing sincerity. The person who can sell products best is not necessarily an eloquent person, but a person who is good at expressing his sincere feelings.
In life, some people are long-winded and even impassioned, but it is difficult to lift the spirit of the listener; And some people just say a few words, but they hit the ground and produced magic. Why? Very simple, because the latter can understand people's inner needs and put themselves in each other's shoes. Therefore, their words are always full of sincerity, and it is easier to move people's hearts.
Experts pointed out that if you want to get the support of others, you must first think of others, give them the support you can, and at least take care of others. If an insurance salesman wants to make what he says valuable, cause a sensation or bring value, then you should remember the golden rule, that is, you should treat others first as you want them to treat you. Only from the perspective of caring for each other and thinking more about each other can we win each other's trust and recognition.
Listen, not simply recommend.
Talking with customers is the process of exchanging ideas with customers, and this communication is two-way. Not only say it yourself, but also encourage the other person to say it. Through his speech, we can know the basic information of customers, such as work, income, investment, insurance, spouse, children, family income and so on. Two-way communication is an effective tool to understand each other, and it is forbidden for marketers to perform monologues or monologues.
The salesman of an insurance company pointed out that there are three main obstacles in the process of communicating with customers: first, when the other party speaks, he only pays attention to the content related to himself or only considers the problems in his mind, but has no intention to listen to all the contents of the other party's speech; Secondly, when talking with customers, the spirit is not concentrated, or the thinking can't keep up with the other party, or the content of the other party's speech is missed when it is different from the other party's point of view; Thirdly, due to the limitation of knowledge and language level, especially professional knowledge and foreign language level, I can't understand the other party's speech.
To remove these obstacles, we can remove some obstacles by inviting third parties to intervene, such as inviting executives to join. In addition, marketers should make full preparations before inviting customers, including collecting and analyzing customer information, making insurance plans, helping customers to make long-term plans and short-term plans for customers to choose from, so that customers can answer questions.
Misfortune comes from the mouth, and communication with customers is a taboo.
When talking with customers, insurance salesmen should have the skills of speaking and the art of communication. Good eloquence can help you succeed in your career. When communicating with customers, marketers should pay attention to their mouths and know what to say and what not to say.
Methods of communication with insurance customers: communication types
First of all, cut to the chase
The so-called straight to the point is to tell the customer directly the purpose and desire of your conversation in short language, or explain the function of the product, so that the customer can clearly know the scope and time of the conversation. This is very useful for customers who pay attention to work efficiency. This will not only make customers feel polite and organized in marketing, but also highlight their professionalism and good attitude towards sales and service.
? I'm really glad to have the opportunity to meet you today. I hope I can not only provide you with insurance services, but also establish a long-term trust relationship with you. So I want to talk to you about three things: first, briefly introduce yourself and the company, so that you can feel more at ease after understanding; Second, I want to know some of your ideas, such as insurance needs and life wishes, so that I can make my suggestions better; Third, I will use my major to provide you with an insurance plan for your reference and choice. Do you think it's okay?
Second, ask yourself and answer.
Being good at asking questions can not only effectively collect customer information, but also let yourself advance and retreat freely in the marketing process. But many times, customers don't need to answer questions, but guide them to complete the communication of ideas and make a purchase decision by asking themselves and answering themselves.
Third, the type of scene setting
The so-called situational setting, in short, is because of this, so when asking for recommendation or promotion, speech skills are widely used:
1, the introduction of prospective customer requirements has not been completed.
? Mr. Chen, thank you very much for giving me the opportunity to share insurance with you. Although you won't consider insurance for the time being, I don't think you will mind letting friends in need get insurance. I wonder if you can tell me three names so that I can talk to them.
2. Introduce the potential customers who have already made a deal.
? Teacher Chen, congratulations on your investment and financial management plan. Your family is basically guaranteed. It is an honor to know such a responsible person as you. You know, my job is to constantly develop more customers, know more customers, and give me the opportunity to serve them. So, as a helpful person like you, can you introduce me to three friends?
Fourth, retreat for progress.
This method is very suitable for prospective customers who constantly argue with you, refuse or delay signing insurance policies. You can use this phrase when you can't work hard in front of potential customers.
? Sir, although I know our products are absolutely suitable for you, my ability is too poor to convince you. But before I leave, would you please point out my shortcomings and give me a chance to improve?
It is worth mentioning that when using speech, it is best to avoid rote memorization and mechanical application, and to deeply understand the connotation of dialogue and use it flexibly.