Sketch of insurance sales skills and etiquette
For us who study the market, sales is a very important course, and the etiquette and skills in sales are of great significance to our career and future. So we choose a sales scene to express our understanding of social etiquette.
Scene 1:
Location: Office hours of insurance company: 10 am to 1 1 am.
Person: Mr. Wan, manager of insurance company, Ms. Cheng, senior white-collar worker of a famous cosmetics company.
Preferential measures: As May Day approaches, the company will introduce new types of insurance to share the travel risks of citizens, and at the same time give special rewards to customers who purchase other insurances and reach a certain amount. Ms. Cheng has a desire to buy. After several contacts, Mr. Wan Li thought it was time to ask him for an interview. He took out the insurance bag made for his special roof, checked it carefully and looked at the time. At that time, it was 10, and the other party should have finished the morning meeting. Sometimes he called indirectly, so he dialed the other party's number with his mobile phone.
Cheng: Hello.
Wan: Miss Cheng? Good morning. This is Wan Li. Is it convenient to talk?
Cheng: Oh, it's you. Good morning. what can I do for you?
Wan: Well, today is May Day. Everyone will travel. However, there will always be some accidents by car and boat. Of course, they are not that serious. Sometimes, we just lack money. You know, it is inconvenient to have no money to come out at once. Therefore, our company has launched an extremely humanized travel insurance for travel, which can not only provide perfect accident security for your individual and family, but also serve as an emergency reserve fund. We will directly act as a guarantor for your loan behavior.
Cheng: Ah, there is such insurance. Hehe, why didn't you mention it before?
Wan: Isn't that because your biggest need is not here?
Cheng: Oh, have you made a plan for me?
Wan: I just got the computer printout. Shall we meet at the usual place tomorrow?
Cheng: I'm afraid I won't be free tomorrow, and my husband is not at home. I think it's better to stay with him.
Wan: Actually, Miss Cheng, I know that you are a very considerate and good wife and care about her husband's authority, which suits you very well, of course. However, as you know, your time and your husband's time are precious, and what we communicate is more of a consciousness. After our many conversations, your husband's consciousness is much higher than yours, so as long as you agree, your husband will definitely have no problem, don't you think?
Cheng: Indeed, he is too busy.
Wan: You can help him do these things. Don't make him too tired.
Cheng: All right then. Let's meet at the same time and place.
Wan: OK, then I'll get your information ready. First of all, I will ask the company to provide some free insurance for you and your precious family members. Good-bye then. You're busy.
Cheng: Thank you in advance. See you tomorrow.
Scenario 2: All the preparatory work
The telephone interview appointment was successful, so we should get ready now so that we can sign the contract smoothly during the meeting.
1) Invite help.
Location: Office hours: 1 1: 00.
Character: Miss Zheng, a loyal customer of Wan Li.
Incentive: Be cautious about insurance, be responsible for family and be considerate to workers, taking into account each other's situation. So I must find a loyal customer with similar background and spare time to be a lobbyist, so as to improve the transaction probability as much as possible. Open the thick notebook, pick out a few lists, the first few are occupied, but I can't give up and set up another one.
Zheng: Hello, it's you, Manager Wan. what can I do for you?
Wan: Why, you are not welcome.
Zheng: No, you can call me. It's so rare. I am eager to see through autumn waters. I dare not ignore it at all.
Wan: Really? Then if I have something to ask you for help, don't refuse.
Zheng: I am at your disposal whenever time permits.
Wan: Let's have a cup of coffee at 8 o'clock tomorrow evening.
Zheng: You want me to be your lobbyist. Who is it this time?
Wan: That's right. A friend of mine introduced me to a company owner, and he signed them all, but his wife was too cautious to sign the beneficiary column and dragged her down. She is a plastic surgeon, a senior white-collar worker, and the situation is similar to yours, so I hope you can all help me open her defense door. Is it okay?
Zheng: Well, then I'm reluctant? ! Going?
Wan: In order to repay you, I decided to give you a surprise tomorrow!
Zheng: Not surprising. Don't bother. Do you want more between us? Besides, I'm helping her. I don't want to be rewarded for doing a good deed. You tell me the location, and I'll be there on time.
Wan: I have made a reservation at Starbuck Xiangzhou Store, number 48, in the small private room on the left side of the hall. I will wait for you there.
Zheng: OK, see you then. Someone is coming, so I have to get busy.
Wan: It's a bad time for your husband to come late. hey
Zheng: You can't be poor. He is my boss. He is angry about trifles, but the important thing is to deduct money. Okay, I'm not talking to you. I hung up. Goodbye.
Wan: I remember. see you again
Zheng: OK!
2) Before departure, you must also screen the customer information in detail to find out where the other party's purchase crux is. According to experience, I really want to buy it, but I am very alert. At the same time, he also hopes that he can get more protection than his husband and children. However, these are all convenient to say. This is the key. Thinking of this, I immediately sent a message to Zheng. Then, the plan was revised immediately, which greatly enhanced the degree of income, but according to this, the amount of insurance was increased for her husband, and smart women would not be confused by appearances. Wan xiaoxiao.
Scenario 3: Interview
1) Dress neatly before departure.
Signing a contract is a more formal behavior, and drinking coffee is very relaxing, so it is suitable to wear social clothes with business and leisure flavor, such as suits or jackets. The company badge can be worn at will, which will definitely reflect your company's confidence and your professionalism. Tie, if necessary, must not be too casual. Star Bar is a very high-end place. People don't want to drink high-end drinks with a guy who looks like a beggar relatively, so they must choose a high-end tie, otherwise they will simply stay and relax. Shoes should be bright and suitable for leather shoes. Wearing a watch can show your taste, which is very important for a high-end customer and a more particular person. It can add a lot of points to your personal charm ... In fact, there are many things to pay attention to, but what is certain is that this writing must have a lot to do with your personal cultivation. If you pay attention at ordinary times, you will naturally come. Of course, all this should happen at home.
2) Interview
Venue: Starbucks Coffee Room Time: 8: 00 10
Character: Ms. Zheng, manager of Wan, and Ms. Cheng, waiter.
The waiter led Ms. Cheng out of the door, and Manager Wan got up to entertain her and sat down (notice that the manager sat in the customer's left hand position).
Cheng: Sorry, I'm late because of the traffic jam.
Wan: Never mind, I got your message. What did you say?/Sorry? What can I get you? Or mocha coffee?
Cheng: Yes, I can't stop.
Zheng: Exactly, just like my husband, if you can't change it, you won't change it. It's best not to change for a lifetime, because we are all used to it. Haha (both laugh)
Wan: This is Miss Zheng. Her husband is a sensible person in Huatian, who happens to be her husband's manager. usually
I like coffee, too. That's why I want you to help me convince Miss Cheng Lingcheng. How about enjoying life more than you?
Zheng: Just like this cup of coffee, elegant clothes have a special flavor, unique and elegant, and are in a good state that ordinary senior people like.
Cheng: Your friend really talks big. As a woman, you cannot lose yourself. I can see from your makeup that you are also an insider.
Zheng: Of course, a woman, regardless of herself, can really put her whole life on a man, rely on him for everything and give him everything? Of course not. You have to plan your future, don't you think? !
Cheng: Even if a man can rely on it, he can't show you everything. Otherwise, how can our mother tell us to save some money for a rainy day? Ha ha.
Wan: So it's all my fault?
Cheng Zheng: If it wasn't my fault.
Wan: It's not your fault either. It's mom and dad's fault. Who wants people born to us to suffer so much?
Ha ha laugh
Cheng: Well, you are very interesting. (Having a cup of coffee) Hey, I said, I've been here for so long, why haven't you acted? I don't want an unprofessional salesman.
Wan: Fortunately, I am the manager. Ha ha. Here, (hands over) this is the plan I made for you. The family portrait lifetime declaration package includes 2 million accidental injury protection, 6.5438+0.25 million critical illness medical care, 6.5438+0.70 million education fund and 6.5438+0.96 million lucky money when you are 60 years old. Look, I told you about this photo. If this is your guarantee, * * * is 500,000 yuan, and the amount in the beneficiary state is 6,543.8+0.2 million yuan; Here comes Shanshan. You see, her tuition fee started at the age of 15, and it was10.3 million per year for the first three years. In the third year, it was a fixed bonus, and there were nearly 7,000 bonuses. In the last four years, it will be 26,000 yuan per year, and in the seventh year, you can get a fixed bonus of 7,800 yuan. In addition, you can see that this is a bonus of nearly 20 thousand yuan. And your husband, his illness and personal health protection are very perfect, except for the general, he can get considerable compensation or subsidies from the insurance company. Your husband just drank a little, and his health is still very good, so I believe that the more practical significance of this plan is to save a pension for you. I'm sure your husband won't mind having such an economically minded woman to manage the pension, so I'll name the account as your name, so that you can take care of your children's studies and family.
Cheng: That sounds good.
Zheng: I heard that your child will have a mid-term exam soon?
Cheng: Yes, then, when are you busy every day?
Zheng: So are my children. Hey, they are tired, too. They study all day and have no time for a good meal.
Cheng: That's right. Watching, sometimes, the psychological head feels sorry for the child.
Zheng: However, don't blame yourself. We are all for the future of our children.
Cheng: Yes, we are more bitter. The world is changing too fast. If you are not better than others, you will be eliminated by others. Parents can't help it. Have to endure pain.
Wan: When it comes to burdens, I am much more professional than both of them. I was born in a poor family. Poor people in poor places, (ha) it's hard to split a steamed stuffed bun in two and cook half lunch and half dinner, but it's this indigenous way of thinking about tomorrow that makes me get through it successfully. Although there is no capital left for me to start a business at home, this simple spirit is priceless.
Zheng: My husband often says that children are the future, and that's after you learn that he will try to create the future and be accepted by him.
Cheng: Oh, that makes sense. Your husband must be a good teacher.
Wan: No, I'm busier than you, the kind who talks but doesn't practice.
Zheng: I heard that you always do this?
Cheng: Career is important.
Zheng: Of course it is, but I still hope he can spend more time with me. Or come out with me earlier.
Cheng: So, you bought a lot of insurance.
Zheng: I have to buy insurance, but it only accounts for 60% of my annual income. He asked me to buy 10%. I said I'd keep it for cash. For example, coffee costs money.
Cheng: I paid less than 1.2 million this year, and paid it off in 15, which is less than 5 percentage points.
Zheng: It seems that you have already asked someone else. I was the same at that time. After all, this is the first cooperation.
Cheng: Sister has a good eye. I did ask a few friends, but frankly, I'd better try to be a manager!
Zheng: My husband's whole company employees bought three insurances in his department, plus personal dividend insurance and company year-end bonus insurance plan.
Cheng: What, insurance can also solve the company's year-end bonus problem?
Wan: That depends on how you match your insurance.
Cheng: I am very interested. This is a very new financial management concept. We should communicate more in the future.
Zheng: Well, no problem. He has more time.
Cheng: How can you say that? As for me, there is no problem with this sub-plan. I trust you completely, manager. Sister Zheng, this is also for you. You have to leave me your phone number. In the future, besides my accident, you have to help me to force debts from him! bend
Wan: Then sign your name here, here and here. finished
Cheng: That's good?
Wan: Of course not, but I can only do so much today. This is just a letter of intent. I have to send it to the company. After the approval of the company, we will sign a formal contract. However, your protection is calculated from now on. This is a small gift for you. It's the new holiday insurance plan I told you on the phone. It's free. I wish you a happy May Day!
Zheng: Oh, I see. What else can you surprise me?
Wan: Peace is the greatest happiness. Isn't the greatest happiness the greatest surprise?
Zheng: I can't beat you, but anyway, you have to invite us to dinner today.
Cheng: What?
Zheng: Have you eaten watermelon ice?
Cheng: Ah-oh, eat, eat, what a surprise.
Wan: Waiter, three portions of watermelon ice!
Finally, Wan Cheng got on the bus and waved goodbye. Then Zheng was sent home by car. He finally succeeded in selling the insurance. In fact, he really did a few things, arranged it politely, and invited Zheng, which was very convincing. In fact, more than that, he is a manager or friend with precise thinking, punctuality, professionalism, being good at bringing humor and happiness to people and leaving room for thinking. In fact, he regarded himself as a friend of a customer, and played it reasonably, which contributed to this plan. But just imagine, if he made a big phone call at the other party's morning meeting, which resulted in his being fined 10 yuan and 20 yuan, can people still have coffee with you happily? In fact, considering each other's situation is the premise to make your etiquette level and sales skills useful. Therefore, we ask you to be a polite person and think of others, which will undoubtedly bring you countless happiness and wealth. thank you