Want to be the best choice for customers, need to go through three steps to achieve.
Step 1, communicate ideas, introduce the significance and function of insurance to customers, and let customers have insurance needs. In fact, introduction can also show your professional advantages from the side.
The second step is to strengthen the concept and further strengthen communication according to the needs of customers. Let customers realize the real role of insurance in life, so that customers have a strong demand.
Step 3: Scheme recommendation. When customers realize the risks of themselves and their families, there will be demand, and at this time, they can design the scheme according to the demand.
How to make customers choose themselves from many insurance agents needs to make themselves more competitive.
I summed up three points for you. By using these three points to communicate with customers, customers can see and realize who we really are.
Click 1 to let customers see their own character. Be an insurer first, and directly reflect it through your own external image and expression. Morality, integrity and sincerity can leave a good impression on customers.
Second, when introducing the significance and function of insurance to customers, let customers find that we have a deep knowledge and understanding of insurance and are very professional.
Third, provide customers with additional services other than insurance. For example, children's education knowledge, health care knowledge, management knowledge, interpersonal knowledge, financial management knowledge and so on.
The second biggest sales logic is how to successfully get customers' recommendations.
In insurance sales, many customers are developed through referrals. An insurance contract usually needs to be paid for more than 20 years, which requires customers to provide the names and addresses of several relatives and friends as alternatives when contacting, so as to ensure that this insurance policy will not be invalid due to reasons such as moving and changing telephones.
The language of communication is: "Do any of your friends and relatives have the same conditions and need to buy high insurance?" If they have needs and don't buy insurance, your funds will not be guaranteed, and they will borrow money from you and misappropriate your funds because of various accidents. "
This is the way I communicate with my clients. I often say to my clients, "Money is a strange thing. Borrow it, the money is gone, and the feelings are gone. Hurt my heart, hurt my feelings, and finally everyone left Being ill in hospital costs a lot. In order not to make your relatives and friends a burden in the future, you can let them get insurance in advance and solve the problem with insurance. Can you introduce me to a friend you think is important and let me provide services for him? " The use of such words will arouse customers' reflection, and then promote the introduction.
The third largest sales logic, seven life insurance policies.
The seven policies of life include:
1. Accident insurance;
2. Health insurance;
3. Endowment insurance;
4. Children's education insurance;
5. Savings insurance;
6. Financial insurance;
7. Asset preservation insurance.
Usually there are seven insurance policies in life, four of which are necessary and three of which are prepared in advance. These seven kinds of insurance policies can effectively solve the problems that will be encountered at all stages of life. Solve your financial needs when you can make money, and solve your health needs when you can't make money.
Here, life is simply divided into five stages:
1. One cycle;
2. Two-person world;
3. A family of three;
4. maturity;
5. retirement period.
These five stages cover work, marriage, childbirth, children's education, children's work, retirement and other issues.
Under normal circumstances, it is impossible for customers to purchase all the insurance policies at once. We can let customers choose insurance according to their current needs, gradually increase the amount of insurance with the growth of time, or gradually improve the seven life insurance policies. At the same time, it is necessary to spread the insurance time and arrange the insurance policy in different periods of the year as far as possible, which can effectively reduce the investment pressure of customers.
Constantly visit, constantly sum up, and constantly refine experience. Only in this way can we gradually form our own sales logic, design our own corresponding sales logic for specific customers, specific sales methods and different products, and improve sales efficiency and performance level.