1. Explain that

the benefit of life insurance lies in the long-term future, which is invisible and intangible. It is an intangible and long-term commodity. How to make the intangible tangible depends on the design and description of the proposal. At the same time, the explanation can be regarded as a stepping stone, and the proficiency of this step is absolutely crucial for prospective customers to buy insurance.

purpose of the explanation: let prospective customers fully understand that only life insurance is the only way to solve economic problems and meet their needs.

Guidance focus:

(1) Reaffirm the new couple's knowledge of commodities before they leave the exhibition industry.

(2), coaching newcomers to make proposals.

(3). Newcomers should be familiar with what is not listed:

1. No proposal for the purchase point is found.

without demand, it is difficult to motivate customers to buy even the best products?

2. Complete proposal design:

The concept of all risks: main risks: expiration, repayment of principal, death, disability, and major diseases

Additional risks: medical treatment for diseases,

3. Introduction formula:

"Mr. Chen, I have a proposal here, please refer to it?

4, proposal making

①, using PC computer to make proposal;

②. Skilled in calculating the premium by hand.

5. Principle of explanation of proposal

①. Proficiency:

Lack of proficiency in the content of proposal will easily lead to customer failure?

② don't argue with customers

different life stages should be emphasized, which will lead to differences?

③ Avoid using technical terms

If customers don't understand your technical terms, they are likely to be estranged from each other, so you should try your best to make your explanations lively.

④ Be concise and to the point

Just focus on the explanation, you don't need to mention every clause?

⑤. Avoid taboo words

Use "when you die" and "when something happens to you" less, and use euphemism instead. For example, "One day, we are too lazy to breathe ..." Note that people in China don't like talking about death.

⑥. Avoid manufacturing problems

If customers don't ask complicated questions, such as dividend calculation method, liability reserve, etc., you don't need to take the initiative to explain them, so as not to create troubles for yourself.

⑦. Explain concretely

Take stories or real events as examples as far as possible and guide them to the insurance policy?

⑧ Digital Functionalization

The best manifestation of concretization is numbers, which can clarify the guaranteed benefits.

when talking about expenses, use cheap hints.

6. The proposal contains five major themes: it only needs to explain the purchase point of prospective customers.

①. Expiration benefits

②. Disease protection

③. Accident protection

④. Death protection

⑤. Family protection

7. Timely use of exhibition materials

Use of exhibition materials in conjunction with speech, and explain more with examples and metaphors.

8. explanation position:

the best position: try not to face each other, other positions are good, and try to sit in the customer's?

9. Explained actions:

① Use more pens to guide, and less fingers, so as not to obstruct the prospective customers' sight of the proposal.

②. Look at the prospective customers at any time to show respect or to ask questions.

③ When explaining, you should devote yourself to the imagination of leisure activities.

④ master the master control.

1. after the explanation, why should we import CLOSE

①? "Will the guarantee of ×××× yuan be too little?"

②. "It costs less than ×× yuan a day. Do you think such a fee is ok?"

③. "The total * * * is ×× yuan. Would you like to pay annually or semi-annually?"

(4), proposal speech recitation

Are you proficient in several kinds?

①. Survivors' living funds

②. Old-age pension funds

③. Children's education funds

④. Health care expenses

⑤. Family emergency reserve

(5). Newcomers and supervisors do proposal explanation drills.

2. Facilitate

Every basic action we have done, such as "customer development", "preparation before contact", "contact" and "explanation of proposal", is aimed at facilitating, that is, getting customers to sign their names on the insurance application and pay the first insurance premium. Once this promotion action is successful, not only the customers can get perfect protection, but also the business personnel can get a sense of achievement in their work besides the increase of "income", which will lay a foundation for future business development, so the supervisor must give guidance wholeheartedly.

(1) Definition of facilitation:

1. The customer decides to buy, signs a contract, pays the first premium and conducts a preliminary examination of the insurance application.

2. The opportunity for promotion may appear at any stage.

3. Promotion is the purpose of sales promotion.

you can't get a reward unless you succeed in the transaction;

you can't succeed in the transaction unless you sign the contract;

you can't sign the contract unless you have an interview with the customer;

you can't interview the customer unless you visit him.

(2) Timing of facilitation (counseling focus)

Timing of facilitation may occur at any stage.

1. When the customer's behavior attitude changes

①. When thinking silently;

②. When it is obviously recognized;

③ When reading the materials;

④ Turn off the TV stereo;

⑤. When the customer's attitude is more friendly.

2. When the customer asks questions

①. When asking about the payment method;

② when asking about the contents of insurance;

③ when someone else buys;

④ when bargaining.

3. Customer acquiescence

(3). Method of promotion:

1. Challenge method: timely use of incentive words to arouse the determination of prospective customers to buy.

For example, "Mr. Chen and all of them have bought insurance. With your ability, I believe …"

2. Presumptive commitment method (default method): it is not necessary to inquire about the customer's decision, assuming that the customer already wants to buy it.

For example, "Xiao Wu, this guarantee is perfect, please sign here ..."

3. Alternative method: let customers make decisions only in two situations.

For example, "Xiao Wu, are you going to pay in half a year or annually?"

4. Threat method: use cases to improve customers' purchasing desire.

such as: claim settlement case.

5. Seduction method: Take advantage of people's fear of losing money and being greedy for petty gain.

For example, "Xiao Wu, according to the insurance age, you will have to add one year from the day after tomorrow, and the premium will be raised. You might as well take out insurance now and earn the difference immediately."

6. Action method: don't argue with customers, explain, and lower your head to do your own thing to lure customers.

for example, when the customer asks some unimportant questions, ignore him and bury yourself in filling out the insurance policy or issuing a receipt.

(4) Matters needing attention when promoting:

1. Location: the salesman is on the right side of the customer;

2. Prepare the application and receipt in advance;

3. Make customers feel involved;

4. Use auxiliary tools;

5. Complete the three actions of signing the contract: signing the bill, issuing the receipt and charging.

(5), effective promotion actions:

1, timely take out the book to be insured;

2. Ask the customer to hand in their ID card or driver's license;

3. Determine the beneficiary;

4. Sign your name first to induce customers to sign;

5. Ways of using money (cash or check);

6. The policy becomes effective after the receipt is issued.

(6), contributed to the success:

1, congratulations to customers for security;

2. Seek the recommendation list.

reference words:

1. Request for recommendation when it fails

Example: "Xiao Wu, I know it may be difficult for you to decide whether to join this life insurance plan for a while. Although we are good friends, I still want to thank you for taking time out of your busy schedule to listen to my explanation. I wonder if there are any children among your friends, so that I can have the opportunity to serve them. "

2. Request for recommendation at the time of promotion

Example: "Mr. Chen, I'm very glad to have such a pleasant conversation with you. You are really a talkative and cheerful person. I hope I can ask you to learn more if I have the opportunity. There is something I want to trouble you. I wonder if there are any friends or relatives who are as successful and open-minded as you. I really hope to have the opportunity to know them, talk to them about the way to success, and also have the opportunity to introduce such good insurance products to them. Could you please provide three lists (take out the note paper)? Mr. Chen, please rest assured that I will contact you by phone first. If they don't want to, I won't force them to introduce the goods. Thank you for your payment. I will tell you the result of the contact. "

(7), the mentality of promoting and the three keys

1. Close mentality 1. Have a strong idea

"Tonight, don't wait for the dawn"

2. Persevere tactfully

If I give up, I will lose the opportunity to help others.

2. Three keys: 1. 1% enthusiasm-you should have an insurance policy today;

2. Be strong-I will make a deal today;

3, skilled technology-normal heart.

3. After-sales service:

Life insurance is a service industry. When the customer pays the first insurance premium and signs his name on the insurance application, it does not mean that the transaction is terminated, but it represents the responsibility and service of Pingbao Company and its salesmen to customers.

Life insurance is a long-term contract, which requires long-term payment of insurance premiums. In addition, life insurance itself is an intangible commodity. If the business personnel can't provide good service for a long time, they are likely to be terminated halfway or the insurance policy will become invalid, and of course, they may lose the opportunity for the policyholders to introduce new customers. In this chapter, the supervisor must constantly remind the salesman:

"The completion of sales does not mean the end of sales promotion, but good after-sales service is the beginning of real sales promotion."

Guidance focus:

(1) Tracking and checking the customer data files of newcomers

(2) Tracking the words and actions used by newcomers when submitting insurance policies and after-sales service

(3) Newcomers should learn the following contents:

1. Submitting insurance policies is the first level of after-sales service.

Based on the principle of fairness and reasonableness, every contract must go through the underwriting process. After the underwriting is passed, the salesman must take the heavy responsibility of submitting the insurance policy.

2. Potential benefits of timely delivery of insurance policies:

① Avoid situations in which policyholders have doubts about the company, the salesmen and the insurance itself, resulting in surrender and termination of contracts. Prompt delivery of insurance premiums will leave a good first impression on customers.

② develop new customers.

③ establish a good reputation of yourself and the company.

3. Submitting the insurance policy can achieve the following four tasks:

(1) Explain the contents of the insurance policy once again, so that customers can agree with the guarantee;

(2) create opportunities for re-sale;

(3) get the opportunity to introduce prospective customers;

(4) establish the prestige of the salesman himself and the company;

(5) Congratulate the policyholders for their protection and make a commitment to provide services at any time.

4. Check before submitting the insurance policy:

(1) Check whether there are any errors in the items recorded in the insurance policy, such as the names of the applicant, the insured and the beneficiary.

(2) create customer files: file the customer's protection content, policy number and other relevant information.

(3) attach a personal business card to the cover of the insurance policy.

(4) Prepare a brief introduction of the insurance policy and make a special card.

(5) Call the customer and agree on the delivery time of the insurance policy.

5. Purpose of after-sales service: (1) Improve customer confidence

6. Functions of after-sales service

(1) For customers:

(2) For salesmen:

A. Increase the confidence of policyholders?

B. Know the customer and get the opportunity for the customer to refinance and increase the protection;

C. can make customers automatically introduce new customers to you, creating a virtuous circle.

(3) For the company: a. Get a good contract;

7. Discussion on after-sales service methods

(1) Keep in touch with policyholders through regular visits, letters or telephone greetings;

(2) giving small souvenirs;

(3) Holidays, anniversaries and seasonal greetings, such as birthdays and Chinese New Year;

(4) condolences to the insured in case of misfortune;

(5) report the company's recent situation and trends, such as sales of new products and networking activities;

(6) fast processing of claims payment, contract preservation and other related materials.

Further reading: How to buy insurance, which is better, and teach you how to avoid these "pits" of insurance.