892.N試論保險推銷技巧

1、taizhou vocational & technical collegegraduate paperthe skills of promoting insuranceauthor: guide teacher: major: grade: class: date: the skills of promoting insurance 試論保險推銷技巧 abstract: along with social development, the risk also increases immediately, it has already seeped into society, business

2、 enterprise, personal square aspect noodles of life at anytime and anywhere .the insurance industry will become china the first promoting in 21st century, but everyone know the insurance is a kind of invisible product, very difficult promote, move customer to purchase, and everyone avoid as taboo to

3、 living chronic illness to wait forever a vocabulary. how to promote insurance? what techniques does it have? its a necessity to the insurance profession personnel to this topic study. the point of the articles thesis is main and a few techniques and solid example that the introduction promotes insu

4、rance. i hope my paper can be a help to the personnel engaged in this aspect work.key words：insurance, promote, skill, example, customer 摘 要：隨著社會的發(fā)展，風(fēng)險也隨之增長，它已滲入社會、企業(yè)、個人生活的方方面面，無時不在，無處不有。保險業(yè)將成為中國世紀(jì)的第一推銷，但大家都知道保險是一種無形產(chǎn)品，很難去推銷，去打動客戶去購買，而且大家都忌諱生老病死等詞匯。那如何去推銷保險呢？它的技巧又有哪些呢？對這個話題探討對保險行業(yè)人員十分有必要。該篇論文的重點是介紹推

5、銷保險的主要幾種技巧及實例。我希望我的論文能對那些打算從事此方面工作的人員有所幫助。關(guān)鍵字：保險，推銷，技巧，實例，客戶outline:.brief introduction to insurance in the development circumstance of our country. insurance promoting process. four major insurance promoting skills 1. the community that looks for customer expands a method 2. the telephone receives

6、callers the technique of door around 3. handle objection to counter-question a method quickly 4. the action which helps realize bargain helps realize a method.conclusionthe skills of promoting insurance.brief introduction to insurance in the development circumstance of our countrythe current our cou

7、ntry insurance industry develops total circumstance reform to open especially a party of 16 big, our country the insurance business increases quickly, the service realm opens widely continuously, the market system is increasingly perfect, the law laws is gradually sound, taking charge of level to ra

8、ise continuously, the risk gets to guard against effectively, the whole real strength strengthens obviously. main body now is following six aspects. one is develop a principle to exceed up the new step. insurance industry according to science development the request of view, abandon an old thick put

9、 type development principle gradually, active adjust business structure, raise development quality, increase a way gradually from thick put a management to intensive turn management to change.two is a whole real strength to exceed up the new step. the insurance industry is in the national economy to

10、 increase one of the quickest professions, 2002 insurance fee income the year all increases 17.3%.the market system is gradually perfect. currently, the insurance organization attains 100.the property scale is continuously strong.three is a reform the innovations exceed up the new step. protecting t

11、he will push forward state owned insurance company share system a reformation strongly, currently, in addition to conducting a policy the exit credit insurance of the business a company, all medium property insurance companies adopt the organized form of share system.four is open to exceed outward u

12、p the new step. the insurance industry goes into a lifetime transition period be over on december 11, 2004, carrying out to open outward completely. currently, for the foreign capital insurance company, in addition to conduct legal insurance business and establish a life insurance company has to ado

13、pt a joint venture form, there are no other restrictions.five is an insurance to take charge of to exceed up the new step. protecting the will have a foothold our country the insurance industry develop physically, drawing lessons from international insurance intendancys association to take charge of

14、 a principle lately, the first step builds up market behavior to take charge of, liquidate an ability to take charge of with the company manage the modern insurance that the structure takes charge of three pillars to take charge of system. with company inner-controlled for foundation, take liquidati

15、ng an ability to take charge of as core, with the spot check for important means, provide for a gold usage to take charge of for the key link, with the insurance guarantee a fund for shield, start to build up to guard against five defense lines of dissolving the insurance risk six is serve an econom

16、ic social ability to exceed up the new step. in the aspects of guaranteeing an economic stability movement and promoting economy increasing, three the in the last years insurance industry total amount indemnity and pay to be close to 300,000,000,000 dollars, especially after some important disaster

17、trouble take place, the insurance company compensates to pay in time, at after-calamity reconstruction and instauration normal of produce life the order developed positive effect. insurance promoting process the insurance promotes business process 1. collections name and data. this is the square one

18、 that promotes insurance. pass name and data of collecting the customer, looking for may purchase the business enterprise of insurance with detection, family with personal. 2. the contact date. this is the second step which promotes insurance. will collect of the customer take into analytical? sievi

19、ng after, choose an ideal future customer from it, use a telephone etc. contact the tool and customer will agree on interview time in the future, location. 3. go to an appointment understanding true state of matter. wearing is the ground for promoting is 3. pass together in the future customer to ge

20、t in touch with communication talks, understand the customers actual circumstance completely. 4. the consultation is consistent. this is the fourth step that promotes insurance. put forward to the customer of request and question make to explain, finding out different and similar to order, and be sa

21、tisfying the premise that the customer requests as far as possible under, urge both parties to obtain consistent viewpoint. 5. put forward solving a method. this is the fifth step that promotes insurance. show to the customer of insurance need or lifes various hard nuts to crack put forward solving

22、of project, counteract popular language to take in to explain. 6 promote to make a contract. this is the sixth step that promotes insurance. pass to catch beneficial help realize of clues, guide customer to approve a solution, and make a firm decision to purchase, put into action. 7 affect a sale. t

23、his is the seventh step that promotes insurance. need to help customer to complete to make a contract a procedure on the other hand, carry out to stand as guarantor a procedure and deliver insurance policy on the other hand. 8. after-sales service. this is to promote the insurance eighth. after deli

24、vering insurance policy, promoting the work overfed, but wanted to periodically provide a service, periodically providing various consult with , keeping customer forever. . four major insurance promoting skills 1. the community that looks for customer expands a method 1. the community expands the me

25、aning of method.the community expands a method to also call the spiders net expand a method, calling the influence center make use of a method perhaps. hold tight the most influential person in some one-business unit or a certain group unit, persuade him first, let him become to protect a door. then

26、 take noodles at 1:00push away completely. such of the method call the community expand a method.2 communities expand an operation step.square one: investigate in advance.directly thorough certain business enterprise or group, touch pure their basic circumstances first, such as:(1) how are their eco

27、nomic conditions? i am much to pay ability?(2) who is a real decision maker?(3) how is the work and rest regulation of group? control as far as possible and much and all-alone material.the second step: frequently in contact, integrate community.communitys expanding doesnt be eager to begging, dont n

28、asty achievement near benefit. want frequently in visit; usually keep in touch, harmonious affection, and lay good foundation for the later communication.the third step: direct and decision maker confabulation.seek quasi- key person, let him accept first and purchase insurance policy, the work of ot

29、hers is opposite to say that did easily3. the community expands method true war example.the cuds young lady relatively masters in an able insurance salesman.for overrunning education fund this fort, she visited more than ten times in a row, about all teachers recognize she, but the insurance policy

30、that nobody buys from her.visit time and time again, she found out the key sticking point place of problem finally: originally everyones are seeing a director buy.hence, the cubs young lady goes straight to directors office, being blocked in the outside, dont let into.capture a thief to capture a ki

31、ng first.” this truth how did i forget?the cuts young lady claps head, again heavy last long journey.this time she saw a director, but the other party gives reason in every possible way. the cubs young lady annoys nasty, say:” please give me speak pure insurance function in a minute and move him.the

32、 cubs young lady says apace: “the advantage of insurance be-the peacetime be to make a deposit, occupying enough money, in case of earn big money, invest steady make money, income tax-free money, spend money to protect money, retire to enjoy life to always get money, throw not to throw from you!the

33、director is finally moved; let her enter office to say slowly.the cub young lady explains in detail item by item the advantage of insurance, and then invites a director to appear publicly again, giving whole schoolteacher to previous insurance lesson.result, slowly the young lady spend two hours exp

34、lain in detail, changing to come to 120 notices, whole hospital teachers all threw to protect together, having of returned one person to throw many.2. the telephone receives callers the technique of door arounda. the characteristics that 1 telephone see around.telephones seeing around is the most co

35、nvenient and fast way.the telephone sees have three characteristics around:(1) aim at sex strong. pass a telephone to see around, indicate a way surname, right away ability with appointed of person converse, understand need and time arrangement of the other party, in order to contact further.(2) qui

36、ckly fast. the telephone sees save time most around, and then economizes various expenses, is the way that delivers information ideal.(3) human interest is thick. making a phone call cans be direct expression wish, being advantageous to promoting good willing, also can avoid encountering the embarra

37、ssed condition that person refuses.b. the operation main theme that telephones sees around.the basic operation main theme that the telephone sees around, include a few aspects as follows:(1) work well preparation in advance. chase a fountain-pen, ball-point pen before making a phone call, record car

38、d, notebook, relevant quasi- protect a data, the relevant contents of the insurance item, fee rate form etc., put by the side of the telephone, once needing can use at any time.(2) make use of the voice of full of magic power as far as possible. in addition to canning see a telephone, the general te

39、lephone sees around, each other could not see the facial appearance, expression of the other party, dress; hear of be just the voice of the other party. therefore, when the telephone sees around, the voice wants geniality, sincere, full of magic power; tone, the voice adjusts to want particular abou

40、t, make customer or quasi- protect a door seem at face to face and your confabulation similar.(3) to make the most of to hang to read technique make quasi- protect a door to feel the necessity see one side with you.(4) want to notice to quasi- protect a door to stay a good impression. in spite of qu

41、asi- protect how an attitude is, should aim at to protect a door to mean gratitude before hanging machine, and take up the other party time but mean apology. can make the other party leave a good impression in the brain after hanging the machine？the telephone sees many techniques around, usage in pr

42、oper form, can raise a work efficiency consumedly, but if completely at sea, that you swallow of will be a consequence.c. the telephone sees basic terminology around.the successful example that the telephone sees around- salesman:” how are you, mr. liu, i am*the salesman of insurance company*.do you

43、 talk on the phone convenience now?i am quasi- to protect a door: “busy spreading the data comes over and then went see behind again with you contact.salesman: “excuse me, mr. liu, bothered you really. to you spread data certainly, however i worry these profession very strong data will take up your

44、too many time to cut and polish. so, not equal to our one step arrives, arranging me to invite you to drink tea, contributing efforts to you conveniently once, about the half an hour can complete satisfactorily then. you see tomorrow afternoon 4:00 accommodations, or the day after tomorrow afternoon

45、 4:00?i am quasi- to protect a door:” ok, tomorrow afternoonsolid example two:how are you? mr. zhan, i am the salesman of insurance company. my name is*.i has the programming concerning finance managing here; hope to share with you once. it needs 20 minutes then all right already. dont know your mon

46、day morning or tuesday morning free? ignore you to make use of while making use of a telephone to see around in short what technique, should let the other party feel to have a necessity to see your one side very much, if can not do it this, would not until let the other party visit you interested in

47、 also become at least, this is the basic principle that the telephone sees around. if cannot do it this, that is to make futile efforts, the white wasted precious time.3. handle objection to counter-question a method quickly when you receive quasi- protect an objection for putting forward after, acc

48、ept his objection first, affirm his objection, then quickly quasi- protect the objection conversion of door a problem, to quasi- protect the door “counterattack, control actively quasi- protect a way of thinking of problem, force quasi- protect a door follow you draw up of way of thinking to analyze

49、 with answer problem, thus, quasi- protect the objection of door then not to offend to break. solid example: i am quasi- to protect a door: “you dont speak insurance with me, i dislike most what living or die or harm or remnants or these words of. salesman: “i am also similar to you to dislike them,

50、 but i please ask you, does this have traffic accident in the world?i am quasi- to protect a door: “certainly have. salesman:” the occurrence of the traffic accident reserves good of?i am quasi- to protect a door:” of course not be.salesman:” is also say, whether you glad, have to work well preparat

51、ion, should take place of it always needs to take place of, right?i am quasi- to protect a door:” i think it is.salesman:” whether we like or not so and in spite of, we always need to face it, isnt your saying? loss always ineluctable, but we should try to decline the loss to the lowest degree. but

52、the insurance would be one persons loss to pass on to numerous protect a door to undertake, do you feel to isnt very good? you can dislike insurance, but you cant dislike reducing loss?i am quasi- to protect a door:” you really right.salesman:” this proposal you see again, i believe you are unlikely

53、 to dislike.processing technique and problem which ask question a method quickly guide the place that the method has likeness, is all problem of quickly affirmative other party, but both have differentiation slightly on the usage. the tone, which asks question a method wants to be severely some, the

54、 offensiveness is also stronger, but guides rule gentler. although different roads lead to the same goal, should see i am quasi- to protect the temperament of door but assurance usage what strategy. teach the bright generosity of spirit how to teach to the personality generally speaking tolerant qua

55、si- protect a door, can consider to use to counter-question a method, if is the circumstance which understands the other party not too, is still a usage leading the method is more steady.for those more wily quasi- protect a door, might as well with counter-question a method to try and see quickly, p

56、erhaps you can deal with his objection.4. the action which helps realize bargain helps realize a method make use of when the together quasi- customer communicate various beneficial reach the action of consensus to help realize. these benefits in help realize of the action include: (1) the choice sui

57、table seat.the choice of position is very important. the principle of the choice be: general the guest changes with the lord, there airing host to arrange, but wanting to choose easy to write to reach agreement to release of place, and space the distance doesnt want too greatly and too and far, cont

58、ract distance, reduce distance feeling. (2) the demonstration suggests a book.notice action in the meantime in time in good time when demonstration suggested a book sequence; give a person a kind of impression of professional. (3) take out to insure a list in good time.estimating the other party already basic approbation, compare to trust you, and will not hav