Xiaoyun has been having a lot of troubles lately. After two years of hard work in the insurance industry, she still doesn’t know how to capture customers. She would often be busy outside for a whole day, but she would not even see the customer. After introducing her with a smile for a long time, the customer would say "I will think about it again", and Xiaoyun would not know what to say; When she reached someone who was interested in buying insurance, before she could say a few words, the customer impatiently interrupted her and said, "I still don't understand what you've said. If it doesn't work, I'll find someone else."

Seeing the other agents in the company looking calm and relaxed, as if they could handle a large order just by drinking tea and making phone calls, Xiaoyun was really envious, and she was also very confused. , what is it that is not good enough? In fact, it's not that Xiaoyun has no ability or lack of communication skills, but that she doesn't know how to plan her time reasonably and lacks certain negotiation and sales skills.

In the book "Fearlessness and Persistence", Medi Fakshadai, the "giant" in American sales and the "godfather" of the insurance industry, believes that insurance is the most valuable investment in the world, and there is no sales The insurance that doesn't go out only has the salesperson who dare not speak. This book is co-edited by Wu Jinzhu, a well-known best-selling author and professional lecturer, and Wang Dingqi, the founder of High Performance School. The book contains a large number of interviews with Grandpa Medi, showing the extraordinary life of this legendary figure. experience and valuable experience.

So, how can we firmly capture customers in sales? I will teach you three very effective methods. As long as you master these methods and use them skillfully at work, you can become a winner in your own life.

1. Plan your time well and make good use of the "golden sales time".

"Prime sales time" refers to the time period from approximately 9:00 to 11:45 in the morning and from 2:00 to 18:00 in the afternoon. In fact, it only takes six or seven hours at most, so you should make full use of this time to interview important potential customers, and you must make careful preparations in advance. For example, you need to be familiar with the customer's work and rest time, and call in advance. Make an appointment by phone, familiarize yourself with the customer's relevant information in advance, prepare corresponding documents, etc. What should I do if, like Xiaoyun, I encounter a customer who has something to do temporarily? Then you need to confirm the time of your next meeting and plan your next trip in advance to avoid wasting time unnecessarily.

Placing the most important work during prime sales time can effectively improve your work efficiency. This is the core essence of time management and planning. Instead of blindly extending working hours and working overtime, only When your work efficiency is improved, your productivity will be improved, and the corresponding performance will be higher.

2. Dare to make bold proposals and close deals at the end of the sale.

As a salesperson, you often encounter situations where you fall short near the end of a sales pitch. Mr. Medi believes that the end of the sales process is the most important part of the entire sales process. The reason for the failure is that the salesperson did not dare to ask for an order. At this time, we need to convert obstacles into deals as much as possible. How to do this specifically? First of all, you need to find out the true intentions of the customer. When the customer comes up with a lot of excuses, it means that the transaction is not far away. At this time, you can take out the insurance policy, answer the customer's questions, and quickly fill in the basic data to guide the customer to make a decision to close the deal. If the customer still needs to consider it, then set aside time for the customer to make a decision, and then follow the agreement. time to visit, remember this time cannot be too long.

By mastering this sales skill, you will be able to take the initiative when selling, instead of letting customers lead you by the nose. In addition, doing so also fully demonstrates your confidence and ability, making customers feel that you are trustworthy.

3. Make good use of promotions and stories to improve sales efficiency.

Sales is a job of dealing with people, which cannot be separated from a steady stream of contacts and strong language expression skills. Newcomers have no advantages in these two aspects, so how should they cultivate themselves?

First of all, we must really take our customers into consideration, maintain close contact with them, and care about them. You might as well bring a small gift when visiting a customer, or send sincere blessings on a special day. If the customer encounters difficulties, you can try your best to help them. Secondly, when promoting products, you must explain them in a language that customers can understand. Storytelling is a good marketing method. You can use easy-to-understand comparisons to explain your concepts to customers.

The advantage of doing this is that it can help you slowly accumulate a good reputation. With a good reputation, customers will be willing to introduce more friends to you. At the same time, cordial and reasonable expression can help you win success faster.

Conclusion

Although "Fearless and Persistence" tells the legendary experience of Grandpa Medi's lifelong struggle in the insurance industry, many methods and examples in the book are also related to the insurance industry. But his experiences and successful experiences have important inspirational significance for each of us, such as: honesty is supreme, empathize with others, knowledge is power, work is entertainment, never be discouraged, etc. From the book, we can also feel the beautiful qualities of optimism, tenacity, humor, and self-discipline in Grandpa Medi. Even if you are not engaged in the sales industry, you can still learn a lot of principles of life from Grandpa Medi. He is indeed a good person. This is a good book worth reading.