As a new attempt of the insurance industry, bank insurance is stepping towards the people and showing the new vitality of the insurance industry step by step. The sales skills of bank insurance are exactly what bank insurance sales staff need to master and accumulate now, and they are constantly improving. So what are the contents of bank insurance sales skills?
Bank insurance means that banks, postal services, IMF and other financial institutions cooperate with insurance companies to provide products and services to customers through the same sales channels; Bank insurance is the integration of different financial products and services, which complement each other and develop together. As a new insurance concept, bank insurance embodies the strong cooperation and interaction between banks and insurance companies in financial cooperation. This method originated in France, and the China market has just started. Compared with the traditional insurance sales method, its biggest feature is that it can achieve "win-win" for customers, banks and insurance companies.
The rise of bank insurance has also caused people to re-examine the concept of financial management from another angle, and this credit should be given to the bank insurance sales staff. From this perspective, if bank insurance sales want to make a difference, it is necessary to learn and accumulate sales skills with consumers as the center.
In the process of sales, the insurance salesman of the bank is training consumers how to manage their finances better, and it is also a process to better solve the relationship between purchasing bancassurance products and managing their finances. Therefore, the identity of a bank insurance salesperson is basically to communicate with customers, understand, suggest and conduct financial marketing from the perspective of a financial planner.
We can understand that almost every step depends on face-to-face communication with customers, so the first step of financial marketing is to make an appointment with customers successfully. It should be noted that the so-called interview is not just a "meeting" with customers, but a formal conversation. The interview opportunity may come from the fact that the customer just wants to handle a certain business (such as deposit) in the bank. You can take this opportunity to send an "interview" invitation to your customers. If the customer has time at that time, please go to a separate reception room immediately. If not, make an appointment again and record it in the customer database. In most cases, it is necessary for the account manager to make an appointment by phone, so making a phone call is also a very important skill.
For account managers, the first obstacle that may be encountered is inviting customers-whether face-to-face or telephone invitation. Because inviting customers is bound to be rejected-after several rejections, some account managers will think, Oh, it's too difficult to meet customers, otherwise it's gone. If you introduce the product on the phone, it will be much easier for him to buy it. If you don't buy them, it must be a product problem. It's no use meeting them. You see, I just started trying to skip all the previous steps of financial marketing and go straight to the point, but practice has proved that this is not feasible. So we still have to seriously consider how to attract customers to talk to me. There are various reasons for customers to refuse. We can never completely "eliminate" the customer's rejection. We can only find ways to improve the success rate of the invitation, so we should design every sentence of our call, including how to start, what questions to ask, how to end, what tone to use and so on. Experienced consultants will use different invitation strategies for different clients. When the relationship with the customer is not deep enough at first, you can try to design the invitation of the customer interview as a value-added service for him, and the customer will accept it to a higher degree.
What should I pay attention to in the interview if I successfully make an appointment with a client? Generally speaking, every successful interview needs to meet three basic requirements: first, whether it has achieved the interview purpose that the customer thinks (this is the information we conveyed to the customer when inviting); Second, have you provided the customer with valuable content or information (this will affect his trust in you when you invite the customer again next time); Third, did you successfully guide the customer to the next link he wanted to achieve (such as making an appointment for the next meeting) at the end of the interview? In order to achieve these goals, financial advisers need to prepare a large number of materials (such as risk tolerance test forms, cash flow statements or related product specifications, etc.). ), tools (business cards, calculators, notebooks, etc. ), and how to start, ask questions and end.
There are many contents of bank insurance, and there are also many sales skills in it. Just a simple comb, more sales skills of bank insurance still need to be understood and mastered by salespeople themselves.