My wife is the head of an insurance company. Once, my wife asked me to accompany her to an exhibition. The client is a female boss of Tianjin Huayuan Science and Technology Park, named Fang Xiaoyu, who is young and beautiful. Before that, many salesmen, including my wife, went to see her, but Miss Fang always said, "I am so young, in good health and so rich that I don't need insurance."
I don't know how many salesmen were fired for this reason, so my wife asked me to accompany her to the exhibition industry. Before I went, I spent two days studying the countermeasures and combined Xia Chuan's speech with Wu Xuewen's speech. I finally felt more sure and went to visit. We drove for an hour before we arrived at Miss Fang's company. Because it was an introduction, the other party did not refuse. Then, there was a greeting. You praise me, and I praise you. Naturally, I asked Miss Fang a question. I said, "I am a business representative, and now my monthly income is more than 10 thousand." So, Miss Fang, you are such a successful person, and you?
She smiled and agreed, saying, "Almost."
I said, "Miss Fang, with your high income, will it affect your life if you earn more 10 yuan or less 10 yuan every day?"
She said: "it won't have any impact, just like a pebble thrown into the sea, it won't cause any waves."
I added: "So, can you imagine that if something unexpected happens suddenly in your life and you need180,000 yuan to solve it, you have to solve it yourself, will your life and work be affected?"
She said: "The impact is too great, and I may not be able to work normally."
I went on to say, "Miss Fang, that is to say, you don't care whether you earn more 10 yuan or less 10 yuan every day; What you care about is, when an emergency comes, can you stop outside for the first time and keep your life running normally? "
She said, "That's right."
I finally said, "Well, I happen to have a financial plan here, and I only need to invest more than ten dollars every day. As you just said, it won't have any impact on your life. And in the event of the emergency just mentioned, I can help you keep them out of the door for the first time, and I'll help you fix it, so you can be the shopkeeper of cutting. In this way, you can always keep your life and work running normally. Miss Fang, is this what you need? "
Miss Fang thought for a moment: "Well, it sounds quite similar."
I showed my "killer" again: "Miss Fang, there is still the most important thing I haven't told you. If there is no accident in a few years, then the money you invested will be returned to you with interest, which means that you have enjoyed the service for so many years for free. Miss Fang, although you are so rich, I don't think you will refuse something free? "
When Miss Fang heard "free", she quickly said, "Show it to me!"
Miss Fang was basically satisfied after reading the plan. I immediately gave her a real insurance application. After filling it out, I asked Miss Fang, "Do you have any cash on hand? 5380 yuan. She said no, and she didn't know when it would be in place-she wanted to put it off. "
I immediately adopted the method of "collecting deposit" to solve the problem of customer delay. I said, "It doesn't matter, you go to raise money first, don't worry, because we'll hand in the materials first and see if the underwriting can pass-insurance can't be bought by everyone, and it has strict audit procedures, and 8%- 10% rich people can't buy it, so for health reasons, there is no hurry."
I went on to say, "But in order to make underwriting smoother and more convenient, our company recently launched a new green channel service, which is specially designed for VIP customers like you. Do you think you can pay 100 yuan in advance as underwriting premium? But don't worry, if the underwriting passes, the 65,438+000 yuan will all be included in your premium. If it fails, I will be responsible for returning it to you within one week. You won't lose anything, just to ensure that your underwriting process is more convenient. Do you think so? "
Before Miss Fang could answer, I said, "Madam, please give the hostess a receipt of 100 yuan!"
My wife got the message and immediately issued a receipt: Ms. Xiao Fang received 65,438+000 yuan in cash today. If the underwriting is passed, it will be included in the premium; This is to certify that if it fails, I will be responsible for returning it all to Ms. Yu within one week. Here is the signature and date, and then give the receipt to Miss Fang.
Miss Fang hasn't woken up, and the receipt is already in her hand. She won't take it or return it. Looking down, fortunately, she only has 100 yuan. Reluctantly, she took out her wallet from her bag and gave it to me.
Attention, everyone, when you get 100 yuan, this policy has been completed by 90%. This is the so-called "deposit collection promotion law".
After we got 100 yuan, we asked the following questions: Excuse me, Miss Fang, when is it convenient for us to get the rest of the money?
She said, "Next week." I said, "Is today Tuesday or Wednesday?" She said, "Wednesday, then."
Because I went to Fuzhou the next day, I didn't follow it all the way. On the third day in Fuzhou, my wife called, and the premium of 5380 yuan was all in place. ...
The rich in China have a characteristic-they are rich but not idle, but they may not have time when they are rich, and they are afraid of trouble. So you should guide him, insurance is to spend small money to buy time and small money to solve big troubles.
Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.