The smartest people in the world use the experience of other people's head-breaking and bleeding as their own experience; the stupidest people in the world use their own head-breaking and bleeding experiences. Flow experience as experience. The following is what I shared, come and take a look with me.

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Tip 1 for signing a contract: Tailor-made products

According to the insurance demand survey organized by China Life Insurance Shandong Province Heze Branch and the actual combat experience of marketers: Current customers The demand for insurance among the group mainly comes from singles with high and middle incomes and educated people. In a world of two, people generally prefer accident insurance, health insurance, and investment and financial management dividend-based insurance; in a world of three, families prefer children's education insurance, accident insurance, and investment and savings insurance; in mature families, they prefer health insurance, accident insurance, and pension insurance; and for retirees, Prefer health insurance and investment insurance.

If marketers can tailor-made insurance packages that suit the actual needs of customers, they will be able to make the “cake” of insurance marketing bigger and bigger. big.

Tip 2 for signing a contract: Communication nourishes the heart

Although marketers try their best to design insurance plans for customers when they are developing their business, due to the different cultural levels and experiences of customers, they have different opinions on insurance plans. There is a huge gap in understanding of insurance concepts. Some customers still have doubts, and some even have conflicting emotions. At this time, marketers must do everything possible to adjust the customer's mentality, change their concepts and understanding, and let customers understand that insurance investment is the latest modern investment method, and high insurance protection is a symbol of the customer's worth and a manifestation of foresight. Then you can list the insurance purchase situations of some customers who are in the same or similar situation as this customer, so that they can gradually integrate into the insurance ranks. Don't act too hastily, otherwise, haste will make waste.

Use marketing methods flexibly. Marketers will encounter various problems in the process of communicating with customers. Due to the different levels of customers, the difficulty of the problems is also different. Even though the marketers talked a thousand words and worked hard many times, some customers still insisted on their opinions. At this time, the best way is to take a winding road, analyze the customer situation in time, and inquire about the reasons for the existence.

In such cases, the main reasons are as follows: First, family members do not approve of insurance products, which creates resistance to sales. The second is improper marketing methods. There are deficiencies in the setting of sales time, the selection of buyers, and the use of language. It fails to impress customers, causes customer resentment, and the marketing reaches a deadlock. Third, the insurance package is not worthy of its name. The types of insurance selected for customers are very different from the actual needs. To this end, marketers must change their marketing strategies, use collective wisdom and talents, and become single-handed marketers to join forces as elite golden partners, which can achieve the effect of learning from each other's strengths and making up for weaknesses. As long as customers can accept it, marketers should change their methods anytime and anywhere to ultimately achieve the goal of successful sales.

Tip 3 for signing a contract: sublimation insurance services

After the marketer establishes a relationship with the customer, he or she must provide the customer with comprehensive, whole-process, and dedicated professional services. Salespersons should think about what customers think, be anxious about customers' needs, and help customers need what they need. Based on the principle of customer interests, they should not only enthusiastically handle the collection of customers' renewal premiums and accident claims, but also provide other services within their capabilities to customers' homes, such as home economics. We must also do our best to help with problems encountered in development, children's education, children's employment, celebrations, etc.

One hard work, one harvest. The salesperson's considerate service will gain customers' trust in the insurance company and recognition of the salesperson. Customers will consciously and voluntarily increase the number of insurances and enhance their insurance capabilities. They will also proactively introduce colleagues, classmates, and friends they know to you, and help you do your job well. Such marketers will obtain a steady stream of customers, increase new performance every month, and the marketing "snowball" will get bigger and bigger, and they will eventually become marketing masters.

Tip 4 for signing contracts: Meeting and becoming confidants

The most troublesome thing in the business is not being able to find customers, resulting in a situation where heroes have no place to play, but the best strategy is to meet and become confidants. In this regard, the following aspects should be mastered: First, package yourself carefully. When marketers meet customers for the first time, they must leave a deep and perfect imprint in their hearts. They should decorate their image according to different objects they visit, so that they can be consistent with the identity and environment of the objects they visit, so as to create a harmonious atmosphere for insurance marketing. Second, the tone of voice should be appropriately coordinated when talking to customers. The content of the introduction should be mainly based on the company's operating conditions, supplemented by one's own situation, with clear main and auxiliary points, and orderly latitude and longitude. After the customer has a preliminary understanding of the marketer, based on the customer's tendency to easily accept compliments and compliments, identify the customer's most representative shining points, such as industry advantages, work achievements, children's career achievements and other characteristics, and express them in an appropriate way . Many friends have many paths, and the back and forth has shortened the distance between the two parties and eliminated the barriers between them.

Tip 5 for signing a contract: Obtaining information skillfully

Obtaining customer-related information is the basis for carefully crafting insurance packages for customers.

As a financial consultant, the marketer focuses on understanding 10 pieces of information about the customer in order to better help the customer with financial planning: 1. The customer’s workplace and ***; 2. Profile of the main family members; 3. Whether Frequently go out to participate in outdoor activities; 4. Whether you drive frequently; 5. Views on accidents; 6. Understanding of insurance; 7. Satisfaction with the health of yourself and your parents; 8. Education level and family status of main family members Income and expenditure status; 9. Judgment of preferences for insurance products; 10. Demand for insurance and current insurance status.

In short, we must have a detailed and complete grasp of the customer's situation and try not to miss anything. Only by knowing yourself and the enemy can you fight without danger. Only after understanding the detailed information of the customer can we know whether the products promoted to the customer are more realistic and more in line with the customer's needs.

Famous aphorisms for success

1 Life is a battle. ——Korolenko

2. My seven-year-old child doesn’t believe that I am a multimillionaire. He thinks that if I were really that rich, I should drive a Ferrari and buy him a new computer. ——Julie Hester

3. If you want to love your own value, you have to create value for the world. ——Goethe

4. My parents taught me that as long as I work hard and persist to the end, I can achieve anything. ——Shah Hashemi

5. Investing is not difficult, but investing correctly is not. ——Warren Buffett

6. A person’s life may burn or decay. I cannot decay, I am willing to burn! ——Nikolai Ostrovsky

7. Life is empty and dull only in the eyes of dull people. ——Chernyshevsky

8. I think failure is not a failure. Failure is a failure when there is absolutely no room for choice. But even prisoners in cells have choices. Don't give in, find a new path. ——Richard Pruitt

9. The older you get, the more challenges you need, not less. ——Priscilla Carluccio

10. Women are like tea bags. The longer they are soaked, the stronger the flavor becomes. ——Eleno Roosevelt, former first lady of the United States

11. In order to play your role in life, love life. —— Rodin

12. Frail people cannot stand on the wave. If something goes wrong, they will only complain, unable to accept the facts and continue to struggle. ——Old Tom Hartley

13. If you have money in your pocket, you will have wisdom, beauty, and even your singing will be pleasant to the ears. ——Jewish proverb

14. Most people live their lives with their eyes closed, silently accepting the status quo of things without thinking about whether they can be changed. But I feel like anything can happen – there’s room for improvement. ——Mandy Haberman

15. The best talents cannot be used for profit. Money is just a way to keep score. The best people in any field are driven by passion. ——Eric Raymond, evangelist in the free software community

16. As long as you are willing to make any sacrifices to fight for what you really want, you will get it in the end. ——John Madeski

17. Hope is attached to existence. When there is existence, there is hope, and when there is hope, there is light. ——Lu Xun

18. Implementing your ideals is the most satisfying feeling. ——Mandy Haberman

19. Only by dedicating oneself to society can one find the meaning of that short and risky life. ——Einstein

20. The value of life is not measured by time, but by depth. ——Leo Tolstoy

21. I don’t believe in the idea of ??“aim to participate but not win”. To me, that's what losers say. There are always winners and losers in the game, you either lose or you win. ——Tom Hartley Sr.

22. No matter how great an entrepreneur you are, if you don’t have the right people by your side to challenge and assist you along the way, you still won’t be able to succeed. ——Chris Gorman

23. Stress in life is not necessarily a bad thing. Only when you have stress will you be motivated. A lot of success and fame come from being forced. ——Fang Haiquan

24. The road is made by feet, and history is written by people. Every step a person takes is writing his or her own history. ——Ji Hongchang

25. You will not be able to say that you have finished your work until the day you die. I always try to do better. ——Robert Breezewit

26. The value of life is measured by the work a person has done for the contemporary era. ——Xu Wei

27. I could sit on the beach and bask in the sun for the rest of my life, but I don’t want to. Once you enjoy the taste of carousel sex, you will want to go back and enjoy the speed of sex again after you get off. ——John Madeski

28. I lay in front of the camera with *** clothes in order to survive. But you stand in front of the camera well-dressed, but it's just for selfish desire and deception.

—— Sora Aoi

29. If you see a successful career, it means that someone has made a brave choice. ——Management guru Peter Drucker

30. Society is like a ship, and everyone must be prepared to steer the ship. ——Ibsen

31. The value of a person should depend on what he contributes, not what he obtains. ——Einstein

32. I will eat in the best restaurants, but I also like to eat fish and chips with my hands. The taste is sometimes better than a meal of three or four hundred pounds. The food is even more delicious. ——Old Tom Hartley

33. If you don’t take risks, you don’t have to worry, but if you don’t take risks, there will be no fun. ——Old Tom Hartley

34. I hope that every time I recall, I don’t feel guilty about life.——Guo Xiaochuan

35. Life should be like a candle, starting from the top It will always be bright until the end. ——Xiao Chunu

36. If you don’t take risks, there will be no gains and success. ——Old Tom Hartley

37. Work is the value of life, the joy of life, and the place of happiness.——Rodin

38. No matter what, as long as you have something to do with it, With unlimited enthusiasm you can achieve success. ——Schwab

39. Achievement is the only real pleasure in life. ——Edison

40. Indeed, when dealing with human problems, if we only rely on personal insights and talents, abandon the social moral laws formulated to respect individuals, and abandon the foundation of our civilization and the elements of Christianity. principles of liberty, equality, and fraternity, then even the most talented people are bound to make mistakes. ——Foch

41. But is the defeat already decided and victory hopeless? No, that cannot be said! ——De Gaulle

42. It is not simple to develop the character. Only through hardship and suffering can the mind be strengthened, the vision broadened, and the ambition inspired, so as to achieve the goal of success. ——Keller

43. It can be said that success depends on three things: hard work, hard work, and hard work again. ——Hardy

44. I succeed because I am determined and never hesitate. ——Napoleon

45. Don’t do it if it’s beneficial, do it if it’s not beneficial, so you work hard without seeing success. ——Xue Xuan

46. Those who achieve great things will not be embarrassed by small things; those who have made great achievements will not be embarrassed by small things.

——Feng Menglong