Insurance telemarketing skills
First, the company will send you data every day according to the situation. New data appear every day, so we should deal with new data and old data. Yesterday's old data can be typed at 9- 10 in the morning, and new data can be typed at 10-12 if the product has been launched. You can follow up interested calls from 2 pm to 3 pm, and sort out old and new materials and make some missed calls from 3 pm to 6 pm. This is personal experience, of course, everyone has their own suitable way. It also depends on the mood and mentality every day.
Second, after introducing the product, it is to solve the customer's problems. Generally, there are the following questions.
1, I don't need;
2. I will consider it;
3. I have bought insurance or have a lot of insurance;
4. I will discuss with my family;
5. I am not interested in insurance;
6. I have social security;
7. Insurance is deceptive;
8. I have never heard of your insurance company;
9. I have no money;
10, too much trouble;
1 1, too little income, etc.
The solution to these problems: first identify/solve the problems raised by customers (empathy)+buy points+herd mentality+facilitate.
Example: I don't need it
Identify or solve the problem: Well, Miss Liu, I can understand (or I can understand, I can understand) that none of us will consider spending money on insurance in a safe and healthy situation. Ha ha! But let's take a step back. In life or work, we are not afraid of 10 thousand, just in case. If something happens, we won't be able to buy insurance when these risks come. These expensive treatment expenses and living expenses in the future are borne by yourself or your family, so insurance is bought when it is not needed, so you should plan ahead. Of course, we also hope for peace and health.
Buy some: When the guarantee expires, you will get a large amount of pocket money, 100% can be taken back without loss, and an extra 25% premium will be given to you. Buy a lot, don't take it all out.
Conformity: Many of our customers have several insurances. After listening to our plan, it was also very cost-effective, and everyone participated.
Convenience: Miss Liu, are you inside or outside the customs?
Third, the answering skills:
1, accept the question+swing back (rhetorical question). What kind of insurance do you think is best for you?
2. Accept questions+soft questions (whether you can answer them or not). Do you have the habit of saving money?
3. Accept questions+examples to resolve doubts or misunderstandings. A client I handled before, surnamed Liu, also thought of this, but in the end it was the same. As a result, he insured his children at home.
4. Accept the question+turn the objection question into a selling point. The less money you have, the more you need insurance, or you need to save money if you have no money.
Fourth, after solving the problem, we should facilitate or undertake a transaction in time. After a phone call, we should constantly sum up the selling points of products and impress customers. Usually listen to the tape and take notes, and write down good words. Because it may take a long time to write recording notes, be patient with yourself. How to say the opening remarks+how to introduce products, how to say the tone+how to solve customer problems, how to say when meeting+how to deal with customer information or bank cards, we must record them.
Fifth, learn how to judge the buying signal of customers. After introducing the product and solving the problem. If the customer asks a question: How much do you pay every month? How many years do you want to save? Is it safe to get sick? Then how can I settle the claim? How long will it last? As long as customers ask questions, the products are all made in buying signal, so please grasp them in time.
Sixth, we should learn to praise our customers well. If you are nice, talk more, but don't flatter them. According to the occupations of different customers, you can talk about this industry appropriately, praise it, and don't keep talking.
A collection of insurance classic vocabulary
1, leave something useful for his wife and children, not a burden for them to take care of.
Although there is a price to pay for taking action, if you don't take action, the price will be even higher.
No one will die at the right time, either too early or too late.
Life insurance is creating the cash you need most.
6. Insurance is like a parasol. You don't take it when you want to use it, but you may not need it if you do.
7. If your child has a choice, he will definitely not choose you as a parent. Your children depend on your health and work to survive.
8. Death can't be free, but there is a price to pay.
10, life insurance salesmen come with cash when you need money, and other salesmen, lawyers and accountants come to ask for money.
1 1, I bought insurance to raise a filial son, who will definitely support him for life after 20 years.
12, insurance is like the switch of a thermos. Although it costs a little more money, it can protect children from accidents.
13, your wife, children, car and house are all your property now, and expenses such as food, clothing, housing and transportation are all your liabilities, but once something goes wrong, only insurance can immediately become an asset to pay those bills.
14. Why do Europeans and Americans get richer because of life insurance, while China people only save money, saving 10 million for four children? One person can only give 2.5 million yuan to two grandchildren, and the points are getting less and less, while insurance can buy10 million for a little money.
15, spend some money to lighten the burden on your shoulders.
16. People refuse insurance every day, but many people buy it. Every day, people doubt insurance, but many people get insurance benefits.
17, the coffin is filled with dead people, not old people.
19, buying life insurance is like signing a contract with God to guarantee that there will be no problems for twenty years or a lifetime. If there is a problem, he will take care of me.
2 1, buying life insurance is not to increase the burden, but to take responsibility.
22. When a man's master dies, his wife needs to spend more time making money to support his family, and his children have no parents.
24. Many people often say, "If I had known ... I would have ..." If preventive measures were not taken in advance, it would be too late when the disaster happened!
27. Buying insurance only transfers part of the deposit in the bank to the account of the insurance company, and does not spend it.
29. When the child is ill, you can't say, "Wait a minute, wait until I have money." Insurance is money.
30. Will you consider the living expenses of your family? Will you consider the cost of children's education? Insurance is a substitute for future living expenses and education expenses.
Your lawyers and accountants can only try their best to reduce your losses within the scope of the law, but they will not pay for you.
Would you like to marry a woman with two children? If not, who will your wife remarry? Widows without money may have to remarry, but widows with money may not.