Personnel in contact with customers: A. Bank personnel + insurance company account managers

B. Bank personnel

C. Insurance company account managers (stationed)

★Contact timing: Customers are waiting to handle banking services

★Contact skills points: People have feelings, and only emotional language can disarm prospective customers and set the stage for successful success. Remove barriers to selling products.

In the communication skills, the account manager must master the key points of communication. When they are not familiar with each other, clever compliments will quickly shorten the distance. Start with the topic of concern for the other party and find the key to the conversation. *Same point, gain the trust and recognition of the other party. Different topics such as health, family, children's education, career development, long-term future planning, reasonable tax avoidance, etc. Praise should be clever, specific, and appropriate so that the other person can feel your sincerity and not just a compliment. ★Personnel who explain products to customers: A. Bank personnel + insurance company account managers

B. Bank personnel

C. Insurance company account managers (resident)

★Explanation timing: Customers are interested in understanding the product and financial management related content

★Explanation key points:

1. Be concise and to the point, familiar with the product, and able to use it in a very practical way Introduce the product in a few classic words in a short period of time.

2. Highlight the customer demand points, product functions and special advantages, and focus on explaining which functions of the product can meet customer needs.

3. Be clearly organized, first talk about customer needs, and then introduce product functions and features.

Bank insurance sales (words) When people think of savings, they think of banks. In fact, savings is a relatively safe financial management method between consumption and investment. In an era when there were no investment channels, there were only two options: consumption and savings in people's financial management process. As long as the economy allows, consumption is always a pleasant thing. Whether the country is stimulating the domestic consumer market from a macroeconomic perspective, or many companies and manufacturers are pursuing commercial profits, they all want people to consume as much as they want.

As long as people survive, they need to consume. In addition to savings, with the addition of investment channels such as insurance, stocks, and funds, many people have gradually begun to restrain their easily inflated consumption, and in a blink of an eye, they have begun to pay attention to how to make money without affecting the quality of life. At the same time, it increases the value of personal capital. The prerequisite for capital appreciation is to save enough funds. How to save to maximize the appreciation of personal assets on a safe basis?

Insurance plays a unique role here.

Marketer: Mr. Zhang, what do you think of insurance as a financial management method?

Mr. Zhang: I basically don’t think about it.

Marketer: Where is the bank?

Mr. Zhang: Deal with me every day.

Marketing staff: Recently, a "bank" has launched a new service initiative. During the customer's annual fixed deposit period, the principal remains unchanged and a sum of money is returned every three years. The amount is much higher than The total interest on this principal amount from other banks for three years. If an accident occurs to the customer during the deposit period, the customer can receive a cash compensation that is more than twice the total deposit amount, and can get back the entire principal. If the customer is safe and sound, the customer can get back the entire principal when the deposit period is up.

Mr. Zhang: Which bank?

Marketing staff: We are an insurance company.

Mr. Zhang: Insurance companies also engage in savings.

Marketer: Insurance companies also need to absorb funds. It's just that there are some differences between it and bank savings. The result of bank savings is that you can only get back the principal plus bank interest after tax deduction.

The benefits of insurance savings to you are: principal interest (greater than or equal to bank interest) and protection (dividends); bank savings are mainly for the safety of funds and to avoid theft of money at home; insurance is to obtain high protection while saving. , enjoy the dividend distribution from the insurance company. Putting money in a bank or investing it in investments other than insurance means that the life risk is borne by oneself. Putting money in an insurance company means that the life risk is transferred to the insurance company. In fact, the purpose of people earning money and accumulating wealth is nothing more than two things: first, to live a better life; second, to cope with unexpected events. What do you think, Mr. Zhang?

Mr. Zhang: Yes.

Marketer: According to statistics from the U.S. Bureau of Labor Statistics, no matter how ambitious and smug a 25-year-old young man may be in front of him, after 40 years of ups and downs in life, by the age of 65, about 29 of them have died, and the remaining Of the 71 people below, only one person lives a prosperous life, and 9 people are well-off. The rest rely on accumulated pensions, and some people need to continue working in their later years to survive.

So, reality is always crueler than ideal, so there is no need to neglect it. From now on, we should appropriately restrain consumption and save. Savings is divided into three parts, each performing different duties. The first is reserve savings for daily life, which are mainly used to deal with urgent but unimportant expenses in daily life, such as paying various expenses, purchasing large items, seeing a doctor, etc.; the second is used to make profits by investing in stocks, funds, etc. For financial products, in order to obtain possible high returns, it is necessary to take appropriate risks; the third is to invest money in insurance companies to provide a protective umbrella for your own financial security. At the same time, share the operating profits of the insurance company. Therefore, insurance is an important part of our savings.

Mr. Zhang: When you say this, I really have to consider insurance.

Marketing staff: Mr. Zhang, have you noticed it? When saving money in a bank, the principal is accumulated bit by bit. For example, if you want to save 1 million yuan, you have to accumulate it slowly, which may take 10 years. During this period, nothing can happen. If something happens, your savings may not continue. If you continue, you will not be able to save 1 million; secondly, you can only withdraw the total principal at that time. Insurance means that when you deposit the first million insurance premium, you will have a risk protection fund of one million. The cost of purchasing insurance worth one million dollars is just a small part of your bank deposit plan of one million dollars, that is, it does not delay your bank deposit plan of one million dollars, and it also generates millions of risk funds from the insurance company. It’s 2 million outside and inside. Mr. Zhang, do you think it is a good deal?