Analysis:

I. Description

The income of life insurance lies in the long-term future, which is invisible and intangible. It is an intangible long-term commodity. How to make the intangible tangible depends on the design and description of the proposal. At the same time, the explanation can be regarded as a stepping stone, and the proficiency of this step is absolutely crucial for prospective customers to buy insurance.

Purpose of explanation: Let prospective customers fully understand that only life insurance is the only way to solve economic problems and meet demand.

Consultation focus:

(1) Newcomers reconfirm their understanding of commodities before leaving the business.

(2) coaching newcomers to make suggestions.

(3) Newcomers should be familiar with the unlisted contents:

1. No proposal that the purchase point is not bright was found.

Without demand, even if the goods are no better, it is difficult to arouse customers' purchase?

2. Complete proposal design:

All risks concept: main risks: maturity, repayment of principal, death, disability, major illness.

Additional risks: medical treatment of diseases,

3. Import description formula:

"Mr. Chen, I have a proposal here, please refer to it?

4. Proposal making

(1), using a PC to make a proposal;

2. Skilled in calculating premiums by hand.

5. Principle of proposal interpretation

(1), proficiency:

Unfamiliar with the content of the proposal can easily lead to customers?

② Don't argue with customers.

What needs to be emphasized is that there will be differences in different stages of life?

③ Avoid using technical terms.

If customers don't understand your technical terms, it's easy to get estranged from each other, so you should try your best to live your explanation.

(4) Be concise and to the point

Just focus, don't mention every clause?

(5) Avoid taboo words

Use less "when you die" and "when you have an accident" and use euphemistic tone instead. For example, "One day, we are too lazy to breathe …" Note that people in China don't like to talk about death.

6. Avoid manufacturing problems.

If the customer doesn't ask complicated questions, such as dividend calculation method, liability reserve, etc. Don't take the initiative to explain, lest you create trouble for yourself.

⑦, concretization of explanation

Try to take a story or a real event as an example and guide it to the insurance policy?

8. Digitalization

The best embodiment of concretization is numbers, which can clarify the benefits of protection.

Use cheap hints when talking about expenses.

6. The proposal contains five major themes: it only needs to explain the purchase points of potential customers.

(1), interest due

②. Disease protection

③ accident protection

④ Death protection

⑤. Family safety

7, timely use of display materials

Use presentation materials in combination with speeches, and use more examples and metaphors to illustrate?

8. Explain your position:

Best position: try not to face each other, other positions are good, try to sit in the customer's?

9. Action:

(1), use more pens to guide, use less fingers, and do not hinder prospective customers from seeing the proposal.

(2) Look at potential customers at any time to show respect or ask questions to each other.

(3), explain yourself into the imaginary leisure activities. ....

(4) Grasp the rights.

10, explaining how to import and close after completion.

(1), "Will xx yuan be too little?"

(2) "Spend less than ×× yuan a day. Do you think such a charge is ok? "

(3) "The total * * * is XXX yuan. Do you want to pay by year or half a year? "

(4) It is suggested that the speech be recited.

How many are you proficient in?

(1), living expenses of survivors

(2) Old Age Pension Fund

③ Children's Education Fund

④ Health and medical expenses

⑤ Family emergency reserve

(5) The newcomer and the supervisor make a proposal to explain the drill.

Second, contribute to

From the aspects of "customer development", "preparation before contact", "contact" and "proposal explanation", the ultimate goal of each basic action is convenience, that is, to let the customer sign his name on the insurance application and pay the first insurance premium. Once this promotion action is successful, not only customers can get perfect protection, but also business personnel can gain a sense of accomplishment in their work besides increasing their "income" and lay the foundation for future business development, so the supervisor must give guidance wholeheartedly.

Definition of (1) contribution:

1. The customer decides to purchase, sign a contract, pay the down payment, and conduct a preliminary examination of the insurance application.

2. The opportunity of promotion may appear at any stage.

3. Promotion is the purpose of promotion.

Unless the transaction is successful, you won't get the reward;

Unless you sign a contract, you can't successfully trade;

You can't sign a contract unless you interview the customer;

You can't interview a client unless you visit him.

(B), to promote the opportunity (counseling focus)

Opportunities for promotion may appear at any stage.

1. When the customer's behavior attitude changes,

(1), silent thinking;

(2) When it is clearly identified;

(3) When reading data;

(4), TV audio off time;

⑤ When the customer's attitude is friendly.

2. When the customer asks questions,

(1) When asking about the payment method;

2. When asking about the insured content;

(3) the situation when others buy;

4. When bargaining.

3. Customer acquiescence

(3), promotion method:

1, challenging method: use inspiring words in time to arouse the determination of prospective customers to buy.

For example, "Teacher Chen, they all bought insurance. With your ability, I believe ... "

2. Presumptive commitment method (default method): it is not necessary to ask the customer's decision, assuming that the customer already wants to buy it.

Such as: "Xiao Wu, this guarantee is perfect, please sign here ..."

3. Substitution method: Let customers make decisions only in two situations.

For example, "Xiao Wu, are you going to pay it in half a year or in a year?"

4. Threat method: use cases to improve customers' desire to buy.

Such as: claims settlement cases.

5, temptation method: use people's fear of losing money, greedy and cheap.

For example, "Xiao Wu, according to the age of insurance, you have to add one year from the day after tomorrow, and the premium will be raised." It is better to insure now and earn the difference immediately. "

6. Action method: don't argue with customers, explain, and lower your head to do your own thing to lure customers.

For example, when a customer asks some unimportant questions, ignore him and bury yourself in filling out an insurance policy or issuing a receipt.

(4) Matters needing attention in promotion:

1. Location: the salesman is on the right of the customer;

2. Prepare the letter of guarantee and receipt in advance;

3. Let customers have a sense of participation;

4. Use auxiliary tools;

5. Complete the three actions of signing the contract: signing the bill, issuing the receipt and charging.

(5), effective action:

1, take out the book in time to insure;

2. Ask customers to hand in their ID cards or driver's licenses;

3. Determine the beneficiary;

4. Sign first to induce customers to sign;

5. The way of using money (cash or check);

6. Issue a receipt and the policy will take effect.

(vi) Contributed success:

1. Congratulations to the customer for being guaranteed;

2. Ask for a recommendation form.

Reference voice:

1. Ask for recommendation when it is inconvenient.

For example: "Xiao Wu, I know that it may be difficult for you to decide whether to join this life insurance plan for some time. Although we are good friends, I still want to thank you for taking time out of your busy schedule to listen to my explanation. I wonder if any of your friends have children, so that I can have a chance to serve them. "

2. Recommendation request for promotion

Example: "Mr. Chen, I'm glad to have such a pleasant conversation with you. You are really a talkative and cheerful person. I hope to have the opportunity to invite everyone to learn more. " There's something I want to trouble you with. I wonder if there are any friends or relatives who are as successful and open-minded as you. I really hope to have the opportunity to know them, talk to them about the way to success, and also have the opportunity to introduce such a good insurance product to them. Can you provide three lists (take out the note paper)? Mr. Chen, please rest assured that I will call you first. If they don't want to, I won't force them to introduce the goods. Thank you for your payment. I'll tell you the result of the contact. "

(7), promote mentality and three keys.

1, closed mind 1, with strong ideas.

"Just tonight, don't wait for dawn."

2. Be witty and persistent

If I give up, I will lose the opportunity to help others.

2, three keys: 1, 100% enthusiasm-you have to have a policy today;

2, strong ideas-I will definitely make a deal today;

3, skilled technology-normal heart.

Third, after-sales service:

Life insurance is a service industry. When the customer pays the first premium and signs the insurance policy, it does not mean that the transaction is terminated. On the contrary, it represents the responsibility and service of Pingbao company and salesman to customers.

Life insurance is a long-term contract and requires long-term payment of insurance premiums. Besides, it is an intangible commodity. If the business personnel can't provide good service for a long time, it is likely to be terminated halfway or the policy will be invalid. Of course, they are more likely to lose the opportunity for the insured to introduce new customers. In this chapter, the supervisor must constantly remind the salesman:

"The completion of sales does not mean the end of promotion, and good after-sales service is the beginning of real promotion."

Consultation focus:

(a), tracking and checking the new customer data files.

(2) Tracking the words and actions used by newcomers when submitting insurance policies and after-sales services.

(3) Newcomers should be familiar with the following contents:

1, submitting the policy is the first level of after-sales service.

Based on the principle of fairness and reasonableness, every contract has to go through the underwriting process. After the underwriting is passed, the salesman has to undertake the heavy responsibility of submitting the policy.

2. Potential benefits of timely submission of insurance policies:

(1) Avoid the insured's doubts about the company, the salesman and the guarantee itself, which will lead to surrender and termination of the contract. And sending the premium quickly will leave a good first impression on customers.

② Develop new customers.

③ Establish a good reputation for yourself and the company.

3. Submitting an insurance policy can accomplish the following four tasks:

(1) Explain the contents of the policy again, so that customers can agree with the guarantee;

(2) creating resale opportunities;

(3) opportunities to introduce potential customers;

(4) establish the prestige of the salesman himself and the company;

(5) Congratulate the insured for security and promise to serve at any time.

4. Check the operation before submitting the insurance policy:

(1) Check whether there are any errors in the items recorded in the insurance policy, such as the names of the applicant, the insured and the beneficiary.

(2) Establish a customer file: archive the customer's protection content, policy number and other related information.

(3) Attach a personal business card to the cover of the insurance policy.

(4) Prepare the policy introduction and make special cards.

(5) Call the customer and agree on the time to deliver the policy.

5. Purpose of after-sales service: (1) Improve customer confidence.

6, the function of after-sales service

(1) For customers:

(2) for the salesman:

A. increase the confidence of the insured?

B. Know the customer, and get the opportunity to refinance the customer and increase the security;

C. Customers can automatically introduce new customers to you, creating a virtuous circle.

(3) For the company: a. Obtaining the quality contract;

7. Discussion on after-sales service methods

(1) Keep in touch with the insured through regular visits, letters or telephone greetings;

(2) Give small souvenirs;

(3) Holidays, anniversaries and holiday greetings, such as birthdays and Chinese New Year;

(4) Consolation of the insured in case of misfortune;

(5) report the company's current situation and trends, such as new product sales and network activities;

(6) Quickly handle related materials such as claim payment and contract preservation.