Party file: Shenzhen AIA salesperson, female, 35 years old, has been working in insurance for nearly a year.

Scenario replay: When I first started working in insurance, I had some acquaintances and classmates in Shenzhen. When they heard that I was engaged in insurance work, most of them disapproved of it. Later, I gradually realized that some of them deliberately alienated me, which made me feel

I was very distressed. I didn’t want to lose too many friendships in this city that was not my hometown, so my insurance journey didn’t start with the causal method, but started with the difficult journey of strangers.

During this period, there was another story that made me even more afraid of the causation method. An old classmate of mine told me about an experience he had before I started working in insurance. At that time, there was an insurance salesman who told me about

I called him and told him how dangerous it was for him to drive every day and that he must buy insurance. His "harassment" of this salesman was unbearable, so he told me that I would never contact insurance again in the future.

Salesmen, you too, don’t let them know your contact information, otherwise you will get angry. So even though he is a good prospective customer now, I don’t have the courage to discuss insurance with him.

Perhaps experts will think that I lack courage, but I have also read an article, which roughly states that you need to be mentally prepared in several aspects when buying insurance. One of them is that "the relationship with an old friend may turn bad."

So that became a mental block for me.

The reason why I asked an expert to help me answer my question today is because I think my relatives and friends are still our best potential customers. How should I talk to them about insurance?

I hope I can find some tips and knowledge on talking about insurance with acquaintances from experts. Thank you for your advice!

Expert answer: Ren Hui: Sales Department Manager of Xicheng Branch of Taikang Beijing Branch.

Hello, partner!

Negotiating insurance with acquaintances is a problem that every partner must face. I think we should mainly make breakthroughs from the following three aspects: First, psychological preparation.

You have been doing insurance for a year. Have you examined yourself during this year: Do I agree with insurance?

Is insurance useful to my friends and family?

How much insurance do I buy that I can afford?

Can I speak clearly about the benefits of insurance?

When you can give yourself a clear and convincing answer, you will know whether you should discuss insurance with acquaintances and relatives.

I think the main reason why you are afraid of talking about insurance with acquaintances is that you don’t fully agree with insurance yet.

In addition, can you use life-like language to introduce insurance to customers?

Being an insurance agent is a very professional job, but this professionalism is not only about being familiar with insurance terms and types of insurance, but also about whether you can transform the benefits of insurance into the benefits of customers, so that customers can unknowingly

Accept your point of view.

The second is demand analysis.

The demand analysis includes five parts: First, the analysis of family structure, three different families: a family of two in their twenties who are starting their careers, a family of three whose children have just been born, and a "sandwich" family whose children have already gone to school.

There are different entry points for structure. I believe you have already mastered this knowledge in the training class, so I won’t go into details here. The second is income structure analysis, that is, where is the source of family income?

Who is the breadwinner of this family?

The focus should be on people with high family income but unstable jobs; the third is financial analysis, which should be found from the entire asset structure of the family. Nowadays, most family financial management methods are relatively simple, most of which are deposited in banks, and some include buying treasury bonds, stocks,

Funds and insurance, then the gaps in his insurance purchases and unreasonable investment and financial management methods are our entry points; the fourth is risk demand analysis. For men, more risks come from accidents and serious illnesses, and for women, more risks come from accidents and serious illnesses.

I’m talking more about old-age care. For children, the future education fund is the key point. I’m just talking about the key points here. Everyone will face the same risks, but which one is more important for different individuals. In addition, each individual needs to be analyzed.

The work environment and social environment in which the individual lives, whether some units have social security or not, should also be considered here as appropriate; the fifth is to submit a solution, prepare a proposal, and make a reasonable combination according to the different insurance types of each company.

, and it must be within the financial affordability of the customer, basically accounting for 10%-20% of the family income.

The third is persuasion strategy.

Because it is the Karma method, unlike Mobai, Mobai has no psychological pressure, and it does not matter whether the negotiation succeeds or not. However, the Karma method does have the worry of "if the negotiation does not work out, we will not be friends."

Here you need to master several strategies and methods.

I summarize it into the following methods: Moisturizing Silently Method: First of all, you need to let the customer know that you are doing insurance, but in the process of contacting him, you can communicate with him about your work experience instead of talking about the insurance type.

, tell him your current sense of accomplishment, recent claims cases that have appeared in the company, and tell interesting insurance stories, so that the customer will not have psychological pressure, but his ideas will change a little during the whole process, and there will be feelings that touch his heart, but

The working cycle of this method will be longer.

In this process, the impression you give to your customers is very unintentional and casual, but you must have a clear idea of ??what goals you want to achieve every time you go, so that you can achieve the effect of "moisturizing things".

Straight to the point method: This method has certain risks, but it can also have unexpected results.