The most practical insurance sales skills, how do newcomers do insurance?

Know yourself and know yourself, and fight every battle! Therefore, preparation before calling is essential.

First of all, we should make it clear whether the purpose of calling is to expand customers, manage customers, invite production meetings, introduce people, and so on.

The second is to have a simple understanding of customers, do a good job in adjusting their mentality and emotions, and pay attention to the speed of speech and emotional attitude!

Second, the opening remarks

1, direct opening mode

Shop assistant: Hello, Miss Zhu/Sir? My name is Xiao Wang, and I am an insurance consultant for a company. I disturb your work/rest. Can you help us do a market survey?

Guest Zhu: It doesn't matter. What is this?

Customers can also answer: I am busy, or in a meeting, or refuse for other reasons.

The salesman must interface immediately: I'll call you back in an hour, thank you for your support. Then, the salesman should take the initiative to hang up!

When you make a phone call an hour later, you must create a familiar atmosphere and shorten the sense of distance: Hello, Miss Zhu/Mr., my name is Wang. Call me after 1 hour ...) Clever telemarketing skills to shorten the sense of distance with customers.

2. Self-reported opening method

Salesperson: Hello, Miss Zhu/Mr Zhu, I'm Xiao Wang, an insurance consultant of a company. However, this is a sales call. I don't think you will hang up right away!

Customer Zhu: Selling products, cheating. I hate salesmen!

Customers may also answer: What products are you going to promote? If so, you can directly intervene in the product introduction stage)

Salesman: Then I really have to be careful not to let you add another annoying person, hehe.

Guest Zhu: Hehe, the young man is very humorous. What products are you going to sell? Tell me about it.

Shop assistant: That's right. . .

3. Introduction by others

Salesman: Hello, Miss Zhu/Mr Zhu, I'm Xiao Wang, an insurance consultant of a company. Your good friend Li Si is our loyal user. He thinks you are also suitable for such protection, so he introduced you to me.

Guest Zhu: Li Si? Why don't I listen to him?

Shop assistant: Really? I'm really sorry. I guess Mr. Li didn't come recently for other reasons. Let me introduce him to you. Look, I'm in a hurry to make a phone call.

Guest Zhu: It doesn't matter.

Shop assistant: I'm sorry about that. Let me give you a brief introduction of our products. ...

4. Deliberately find fault with the opening method

Salesman: Hello, Miss Zhu/Mr Zhu, I'm Xiao Wang, an insurance investment consultant of a company. How have you been recently? Do you still remember me

Guest Zhu: Fine, and you? !

Salesman: Well, we called you six months ago and recommended a product to you. You said to think about it. Now our products have been upgraded to better meet your needs. Do you want to hear it again?

Third, objection handling.

Objection handling is crucial and the most difficult part! What are the common objection handling?

Customer: I have no time. what can I do for you?

Of course I understand. It is because you are very busy that I specially called you to make an appointment so as not to waste your time. Is Tuesday afternoon more convenient for you or Thursday afternoon? Let's make an appointment to talk.

Remember to choose one, instead of directly asking the customer, "When are you free?" In this way, you will almost always get the answer: no time!

Customer: I already have social security and medical insurance.

As we all know, China is a country with a large population. The social security system is characterized by wide coverage, low security and no coverage. If you really get a serious illness, these are far from enough. Moreover, many better or imported drugs are self-funded and there is no medical insurance reimbursement, so this gap needs commercial insurance to supplement it well, so that we can live more carefree.

2. Yes, social security and medical insurance are very good, which is our minimum living guarantee, but there is also a loophole, that is, we are not guaranteed for accidental death or complete disability, let alone our family members, who will not take care of us. This gap needs to be filled by our plan. Only in this way can personal protection be more complete. So you can be carefree.

Customer: I have relatives and friends in the insurance company.

Well, although you have friends who work in an insurance company, it doesn't matter. What matters is whether you protect it or not. I believe you also have friends who sell houses, cars and clothes, but I believe you won't buy everything from your friends, right?

You will definitely choose a house that suits you, a car with good performance and your favorite clothes, won't you? The same is true for buying insurance. It is important to choose the insurance products that suit you, and choose professional salespeople to serve you. You are my customer and I am a salesperson. Please don't hesitate to ask me any questions.

4. Customer: No money.

1, I can understand your position. I believe that saving a few hundred dollars for myself every month will not affect the quality of life. Besides, this money is not for you. It's not impossible to get it back. Let yourself form a good habit of saving money, and at the same time get an extra high guarantee, which is the best of both worlds. All the clients we informed attended.

2. You are really joking. If we really have no money now, I don't think you want to have no money in the future. So from now on, save yourself a little pocket money every day. Think about it. At that time, most people said they had no money when they subscribed for shares. Now look. Everyone who bought it at that time made a fortune. If everyone had had foresight at that time, they would have borrowed money to buy it.

That's very kind of you. But I can understand your questions and concerns. We have a fixed salary and a certain amount of expenses every month. For example, mortgage, car loan and living expenses, modern people are really miserable. But we must face up to the problem of no money, precisely because there is no money. We need protection more. Because my family and I can't bear the huge loss caused by the sudden serious illness.

5. Customer: Our company has good welfare and bought me various insurances.

1, that's still very good. Are you talking about social security and medical insurance of the unit or basic accident insurance? Many of our clients are also national civil servants. Although their welfare benefits are good, once something happens, they have to pay for their own nutrition and lost time, which is quite expensive. It is also good to have refund insurance as a supplement. Anyway, money is saved everywhere!

2. First of all, congratulations on your basic guarantee, but the social security, medical insurance and welfare guarantee provided by the company are all basic guarantees, which are far from enough. In case of serious illness, we all hope to get the best treatment, not just ordinary treatment, so we should buy more insurance for ourselves. Besides, the society is changing rapidly now. Maybe one day, you will leave your present company for better development and have a guarantee of your own.

Well, I won't say anything else. When I first started learning sales, my master taught me a method of chatting, called Ma Yun Chat. You can Baidu it ~ ~ ~