Under the general effect of competition law, countless insurance salespeople are doing the continuous improvement of insurance sales skills, and the introduction of skills in this area is also varied and multifaceted. Here, how to promote the purchase decision is simply sorted out for everyone to share.
Guidance is the behavior and process that agents help and encourage customers to make purchase decisions and assist them to complete the purchase process.
Agents should proudly regard "promoting purchasing decisions" as an opportunity to help customers. If the agent knows in the conversation that the customer needs insurance protection very much, he should realize that marketing failure is a loss for both parties. ■ Timing of guidance
The promotion of trading does not happen anytime and anywhere, it requires your efforts and judgment. Timing is often fleeting, so seize the opportunity to promote it. 1. When the customer stops asking questions and thinking.
When the customer leans back in the chair, looks around and suddenly looks straight at you, it shows that the person who has been hesitating has made up his mind.
3. When a customer who listens attentively and rarely asks questions asks for details, it means that the customer has a purchase intention.
4. When the customer focuses on a certain type of insurance or a certain guarantee and repeatedly cares about the advantages and disadvantages of a certain type of insurance.
When the customer keeps nodding his head to show his agreement with the agent.
6. When customers show strong interest in the details of insurance protection and begin to care about after-sales service. 7. When the customer's biggest doubt is completely solved and moved by your major. 8. When the customer heard the product introduction, his pupils dilated and his eyes lit up. ■ Promotion method 1, challenge method
It is human nature to be competitive. Grasping the weakness of human nature can stimulate the purchase intention of prospective customers, thus prompting customers to determine their determination to sign the bill. 2. Praise and encouragement method
Strengthening customers' purchasing determination with positive praise is a way to promote the signing of bills. Compliment is an incentive for customers, which can make hesitant people decisive, and those who refuse can't refuse. The premise of adopting this method is to confirm that customers have a strong interest in products, and praise customers must be sincere, sincere and sincere. 3. Alternative methods
Provide customers with several choices, and they can choose any one. This method is used to help customers who don't have the right to decide the transaction. As long as the customer answers the inquiry, no matter what his choice is, he can always reach a deal. In other words, no matter how he chooses, the purchase is a foregone conclusion. 4. Approximate method of "yes"
In the process of presentation, if you can make customers say "yes" continuously, your chances of signing the bill will be greatly improved. That is to say, only with a series of questions that customers can only answer "yes" can customers make up their minds to buy. 5. Conformity psychology
Taking advantage of customers' herd mentality is another way to urge them to make a purchase decision. Because people's behavior is not only dominated by ideas, but also more easily influenced by social and environmental factors, showing different degrees of conformity psychology. 6. Risk analysis method
Use some touching stories to strengthen people's risk awareness and establish their sense of crisis, thus prompting customers to buy as soon as possible. 7, highlighting the advantages of law
Summarize the advantages of its insurance, so as to stimulate customers' interest in buying. On the basis of persuasion by the exhibition industry, the advantages of its insurance products are further emphasized, so that customers can fully understand the characteristics of their insurance products and skillfully highlight the benefits of purchase. 8. Request purchase method
Ask customers to buy directly in simple and clear language. When the trading time is ripe, the agent should use this method to facilitate the signing of the bill in time. The method is simple and clear, which can save the exhibition time, improve the efficiency of signing the bill, help to eliminate the psychological barrier of customers' reluctance to take the initiative to make a deal, and accelerate the process of customers' purchase decision. ■ cause misunderstanding
1, the agent cannot sign the bill voluntarily.
Some agents are afraid that customers' refusal to sign the bill will destroy the negotiation atmosphere, and some new agents are even embarrassed to sign the bill. Many agents fail because they don't ask customers to sign the bill. As Peter McCoffin said, the main reason why marketers fail is not ordering.
Not asking for a deal is like locking the target without pulling the trigger. This is not correct. No demand, no deal.
2. The agent thinks that the customer will take the initiative to sign the bill.
Many agents mistakenly believe that customers will take the initiative to sign the bill, so it is a wrong view to wait for customers to speak first. Most customers are waiting for the agent to sign the bill first. Even if the customer takes the initiative to buy, it is difficult to make it if the agent does not take the initiative to sign the bill.
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The above are some sales skills of insurance sales promotion, and the following are some other tips, hoping to help insurance sales friends. There are three most important buying factors for customers.
1, the company has an excellent reputation in the market; 2. Friendly relationship between sales staff and customers; Customers have great confidence in your development in this industry. For example, what is your attitude towards this industry, how long it will last, how far it will develop, and so on.
The more he wants to serve customers, the more he can imagine. Pay attention to the thinking system, pay attention to the customer's mood! You give the customer what he wants, and the customer will give you what you want. There are several important factors to complete a transaction.
1, master human nature. 2. Cultivate customers' ability. Every opportunity is after fear. 3. Make customers like you in the shortest time. 4. Understand the customer's situation and customer's needs by asking. Be a good listener. 5. Ask for five times.
⊕ Familiar with customers' purchasing procedures.
Customers often think: Who are you? Do I need this product? Which company is it? Who will I buy it from? Must I buy it now?
When you are embarrassed to go, it is when customers are embarrassed not to buy.
The customer who clinches the deal calls at least once every three months.
Call in the morning, have dinner with customers at noon and visit some customers in the afternoon.
There should be rules of 1 0,3 and1. Call 10 every day, visit 3 times, and make 1 new friends. Developing customers is like breathing.
Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.