Slogan of insurance hot-selling products

All along, people have a correct image in their hearts. If compared with the reality, they will have cognitive disharmony, people will feel uneasy, and they will have a kind of pressure, which will generate motivation, be responsible for themselves and be spontaneous. When the reality is consistent with the image in their minds, people's motivation will be zero and sales will be zero.

Because there is a law of "pursuing happiness and avoiding pain" in human nature, when we communicate with our customers, we must "say enough benefits and make the pain clear", so that the transaction has been half realized.

First of all, fully explain the benefits

Sales means selling the future and portraying a beautiful image.

This is how sales are conducted. When people's present situation is not good, we must establish a new and correct image for them. Otherwise, if the customer doesn't have the correct image in his mind, he will think that I am normal now. But when you set up a new image for him and make it clear, customers will like the new and hate the old, and they will start to be dissatisfied with the old. When the customer feels that there is a new plan, he must change the old situation. He will automatically search and correct it until he matches the current image with the image you set for him, so that the customer can achieve your transaction purpose.

Among them, psychological image is a great guiding factor.

Case: The salesperson sells 300,000 yuan a day.

Case introduction: The general manager of a company was surprised to find that one of his employees actually sold $300,000 a day, so he went to find out.

"Well," said the salesman, "a person came in to buy things. I sold him a small hook first, and then told him that a small hook can't catch a big fish, so he bought a big hook. I reminded him again, so, didn't the fish run away? So he bought a medium-sized hook. Then, I sold him a small fish line, a medium fish line and finally a big fish line. Next, I asked him where to go fishing. He said the seaside. I suggested that he buy a boat, so I took him to the boat counter and sold him a 20-foot-long twin-engine schooner. He told me that his car might not be able to tow such a big boat, so I took him to the car sales area and sold him a new Toyota luxury cruiser. "

The manager took two steps back and asked incredulously, "Can you sell so many things to customers just by buying a hook?" "No," replied the salesman, "he came to buy needles for his wife. I asked him,' Your weekend was ruined. "Why don't you go fishing?" "

Case study: (1) How many times did the employee create a wish image for the customer? (2) How did he induce customers to reach a deal step by step?

Analysis conclusion: In this case, we can see that the salesman realizes the transaction by establishing a new wish image in the customer's mind again and again, helping the customer to explore their unconscious needs.

It is necessary to induce customers' buying impulse well. It is an important step to establish a willing image in customers' minds in time to satisfy their internal driving force.

Psychological image is the driving source of people's behavior. Once this image is compared, people will feel a kind of oppression and discomfort psychologically, and they will be eager to change. But sometimes, if there is no navigation, even if the image is crooked, people will not realize this. Just like the customer in the case, he didn't realize that he lacked these things until the salesman reminded him (that is, he didn't navigate for him), but once the salesman took this new image, he could see the advantages of buying these things (for example, he could have a happy weekend) and the disadvantages of not buying them (for example, wouldn't the fish run away? In his mind, he immediately had a feeling that the image in his heart was crooked, and the pressure and discomfort induced him to buy a lot of unexpected things.

This case vividly tells us that sales are related to people's psychology. Knowing how to tap the deep needs of customers and constantly build a new image of customers' wishes can sometimes get twice the result with half the effort.

Second, create something painful enough.

Help the customer think about the benefits and pains, and he will be willing to make a deal with you. Help the customer think about the benefits and pains, and he will be willing to make a deal with you. You help customers think about images, which is essentially to build a will. Once a person has an image in his mind, he will search for himself, which is caused by the network activation system. Human reticular activation system is human network nerve. Like radar, it collects useful things and stays alert, and then makes a decision for itself.

When your products are not much different from those of competitors, it is best to have great differences in interpersonal relationships, such as strengthening reputation and service quality, which is the most valuable. When selling, you have to say the most valuable thing, and then sell the plan. You may think this is a bit difficult, but enterprises need a salesperson to sell their products in many unfavorable situations, even at a high price. This is the last sentence. If it is good and cheap, what do you want? For our sales staff, there are two hard truths-first, sell; Second, the price.

Paying is always a painful thing, so refusing is an instinct. For customers, paying is always a painful thing, so refusal becomes an instinct. But if we can make the "pain of not buying things" exceed the pain of spending money, customers will be willing to do business with us. This will test the personal quality of sales staff.

In real life, many people have experienced toothache. When his toothache symptoms first appeared, he had only two points of pain. At this time, he is unwilling to go to the hospital for treatment. Why? Because going to the hospital to see a dentist will do five harm: he has no time to wait in line at the hospital. In addition, going to the hospital for treatment will cost more; Doctors will take medical measures, but it will aggravate the toothache. Therefore, when both sides are in pain, there is no doubt that he will choose the less painful side. When this person has a toothache that he can't stand, he will definitely go to the hospital for treatment, with a pain of 8-9 points. At this time, the doctor will try his best to him, and even this painful tooth will be uprooted, and he is willing to endure it.

It hurts to spend money on products, but it only hurts 2 points. If the consequence of not buying this product is 8 points of pain, then customers will definitely choose to buy it.

Case: Creating Pain and Successfully Selling Big Orders

Case introduction: There is a female entrepreneur, both of whom run their own businesses. When Xiao Zhang, an insurance salesman, visited their home, his sister received him.

Elder sister: Hello! Xiao Zhang, our whole family knows you. You are really excellent, but I tell you, after our family's research, we decided not to buy insurance.

Xiao Zhang: Can you tell me why you don't buy it?

Elder sister: Because I have the habit of shopping, when I decide what to buy or not to buy, I will ask myself a word. After asking, I will decide whether to buy it or not.

Xiao Zhang: How to ask for insurance?

Elder sister: I once went to the International Mall and saw a platinum diamond necklace. It was really beautiful at that time, more than 270 thousand sets! As for this platinum diamond necklace, I have dreamed of it for a long time and have seen it several times. When I was ready to pay, I asked myself all the way, would I die if I didn't buy it? I have come to the conclusion that I will not die. Is there anything else that can replace it? Of course there is. I asked myself the same question when I bought insurance this time. Xiao Zhang, let me ask you something. You asked me to buy insurance. Will I die if I don't buy insurance?

Xiao Zhang: Thank you, Sister. It's a good thing you reminded me. People will not die if they don't buy insurance, and they will die miserably if they die. Of course, it's not that you die miserably, but that people who rely on you will be miserable. Because after you died, they were sad. You don't need anything But the living people, they have difficulties in everything and need everything. Insurance is the only way to get one free, and there is no substitute! ……

After this conversation, my sister finally agreed.

Case study: (1) What this elder sister said reflects people's mentality when buying a house? (2) How does Xiao Zhang create pain?

Analysis conclusion: Although the customer is a little heartbroken when paying, although the customer has other reasons to refuse us, if we tell the customer the consequences of not buying, we can also urge the customer to buy. This example fully shows that buying is a process of "pursuing happiness and avoiding pain". Under the influence of this kind of psychology, customers will have a kind of preventive psychology when buying any products. However, if we can create enough pain, we can break the psychological defense of our customers and urge them to make a deal.

Help the customer consider the benefits and pains, and he will be willing to make a deal with you. You help customers think of a good image, which is essentially to build a will, a willingness to demand, and help you reach a deal.

1. It is undoubtedly necessary for sales representatives to sell scientific knowledge. Sales without knowledge can only be regarded as speculation, and you can't really experience the fun of sales.

2. Successful promotion is not an accidental story, but the result of sales representatives learning, planning and applying knowledge and skills.

3. Promotion is the application of common sense, but only by applying these proven concepts to activists can it produce results.

Before making a big splash, you must do a good job of boring preparation.

We must not neglect the preparation and planning before the promotion, and we can only win if we are well prepared. Prepare sales tools, opening remarks, questions to ask, words to say and possible answers.

6. The combination of sufficient preparation in advance and inspiration on the spot is often easy to disintegrate powerful opponents and succeed. 7. The best sales representatives are those who have the best attitude, the richest commodity knowledge and the most thoughtful service.

8. We must study and remember the materials, brochures and advertisements related to the company's products, and collect the advertisements, promotional materials and brochures of competitors for research and analysis, so as to know ourselves and take corresponding countermeasures.

9. Sales representatives must read more books and magazines about economy and sales every day, especially newspapers, and learn about national and social news and news events. Visiting customers is often the best topic. They are not ignorant and knowledgeable.

10. The way to get an order starts with finding customers. Cultivating customers is more important than the current sales volume. If we stop adding new customers, sales representatives will no longer have a source of success.

1 1. A transaction that is unfavorable to customers is bound to be harmful to sales representatives, which is the most important business ethics.

12. When visiting customers, the principle that sales representatives should believe is to catch the sand even if it falls. This means that sales representatives can't go home empty-handed. Even if the promotion is not successful, let customers introduce new customers to you.

13. Select customers. Measure customers' willingness and ability to buy, and don't waste time on indecisive people.

14. The important rule of a strong first impression is to help people feel important.

15. Be punctual for appointments-Being late means: I don't respect your time. There is no reason for being late. If you can't avoid being late, you must call to apologize before the appointed time, and then continue the unfinished promotion work.

16. Sell to Mr. Power who can make a purchase decision. If your sales partner has no right to say buy, you can't sell anything.

17. Every sales representative should realize that only by keeping an eye on customers can sales succeed.

18. Get close to customers in a planned and natural way, so that customers can benefit. Smooth negotiation is the work and strategy that sales representatives must strive to prepare in advance.

19. It is impossible for a sales representative to make a deal with every customer he visits. He should try to visit more customers to increase the percentage of transactions.

20. Know your customers, because they determine your performance.

2 1. Before becoming an excellent sales representative, you should be an excellent investigator. You must discover, track and investigate until you know everything about your customers and make them your good friends.

22. Believe that your product is a necessary condition for a sales representative: this confidence will be passed on to your customers. If you have no confidence in your product, your customers will naturally have no confidence in your product. Customers are not so much convinced by your high-level logic as by your high self-confidence.

23. Excellent sales representatives can tolerate failure partly because they have confidence in themselves and the products they sell.

24. Know your customers and meet their needs. Not knowing the needs of customers is like walking in the dark, wasting your energy and not seeing any results.

For sales representatives, nothing is more precious than time. Knowing and choosing customers is to let the sales representative focus his time and energy on the most likely customers, rather than wasting it on people who can't buy your products. 26. There are three rules to increase sales: first, pay attention to your important customers; Second, be more focused; Third, be more focused.

27. There is no distinction between high and low customers, but there are grades. Determining the number and time of visits according to the customer level can make the time of sales representatives play the most effective role.

28. Approaching customers must not be formulaic, but must be fully prepared in advance and adopt the methods and opening remarks that are most suitable for all types of customers.

29. Promotion opportunities are often fleeting, so we must judge them quickly and accurately, pay close attention to them so as not to miss them and try to create them.

30. Focus on the right goal, the right use of time and the right customers, and you will have a greedy eye in the promotion. 3 1. The golden rule of sales promotion is: treat others as you want them to treat you; The platinum rule of promotion is to treat people the way they like.

32. Let customers talk about themselves. Let a person talk about himself, which can give you a good opportunity to explore similarities, build a good impression and increase the chances of completing the promotion.

33. In sales promotion, you must be patient and keep visiting, so as not to be too hasty and not to take it lightly. You must take your time, observe your face and color, and make a deal at the right time.

Don't be discouraged when the customer refuses to sell. Make further efforts to convince customers and try to find out the reasons for their refusal, and then prescribe the right medicine.

If you are curious about the people around your customers, explain and introduce them enthusiastically and patiently, even if it is impossible to buy them. It should be noted that they are likely to directly or indirectly influence customers' decisions.

36. Sales are for helping customers, not for commission.

37. In this world, what do sales representatives rely on to resonate with customers? Some people are convincing with agile thinking and meticulous logic; Some people move people's hearts with passionate and passionate sentences. However, these are all questions of form. At any time, anywhere, to convince anyone, only one factor will always be effective: sincerity.

38. Don't sell but help. Selling is to give things to customers, while helping is to do things for customers.

39. Customers' thinking is logical, but it is emotion that drives them to take action. Therefore, the sales representative must press the customer's heart button.

40. The relationship between sales representatives and customers never needs formulas and theories such as calculus, but needs topics such as today's news and weather. Therefore, don't try to impress customers with simple truth.

4 1. Touch the customer's heart instead of his head, because the heart is closer to the customer's wallet pocket.

42. When you can't answer the customer's objection, you must never perfunctory, cheat or deliberately refute it. You must answer as many questions as possible. If you don't get to the point, you must ask the leader to give the customer the fastest, satisfactory and correct answer as soon as possible.

43. Listen to buying signal-If you listen carefully, you will usually be prompted when customers decide to buy. Listening is more important than speaking.

44. The rules of the game of promotion are: a series of activities for the purpose of concluding a transaction. Although agreement is not everything, there is nothing without agreement.

45. Rule number one of the transaction rules: invite customers to buy. However, the reason why 7 1% sales representatives failed to reach a deal with customers was that they did not ask customers for a deal.

46. If you don't ask the customer for a transaction, it's like you aimed at the target but didn't pull the trigger.

47. When you clinch a deal, you have firm self-confidence, and you are the embodiment of success. As the saying goes, success comes from success.

48. If the sales representative can't get the customer to sign the bill, product knowledge and sales skills are meaningless. No deals, no sales, that's all.

49. There is no shame in not getting an order, but it is not clear why not getting an order is a shame.

50. The conclusion suggests that the right solution should be put forward to the right customer at the right time.

5 1. When closing the transaction, we should persuade the customer to take immediate action. Delaying the transaction may lose the opportunity to close the transaction. A marketing motto is: today's orders are in front of us, and tomorrow's orders are far away.

52. Overcome trading obstacles with confidence. Promotion is usually the ability to express and build confidence in buying. If customers have no confidence in buying, even if it is cheaper, it will not help. Low prices will often scare away customers.

53. If the transaction fails, the sales representative should immediately make an appointment with the customer for the next meeting date. If you can't make an appointment for the next meeting when you meet the customer face to face, it will be more difficult to meet the customer in the future. Every call you make must lead to at least some form of sales.

A sales representative should never treat a customer rudely because he didn't buy your product. In that case, you will not only lose a sales opportunity, but also lose a customer.

55. Track, track, track again-If you need to contact the customer 5 to 10 times to complete the promotion, then you must reach 10 times at all costs.

56. Get along well with others (colleagues and customers). Promotion is not a one-man show, we should work together with colleagues and become partners with customers.

57. Hard work will bring luck-take a closer look at those lucky people. They have worked hard for many years, and you can be as good as them.

58. Don't blame others for failure-taking responsibility is the pillar of accomplishing things, hard work is the standard of success, and completing tasks is your reward (money is not a reward-money is only an accessory to successfully completing tasks).

59. Stick to it-can you regard "no" as a challenge, not a refusal? Are you willing to stick to the 5 to 10 visits needed to complete the promotion? If you can do it, then you will begin to feel the power of persistence.

60. Find out your success formula by numbers-determine how many leads, how many phone calls, how many potential customers, how many meetings, how many product introductions, and how many times you have followed this formula.

6 1. Face the work with enthusiasm-let every promotion make people feel that this is the best one.

62. Make a deep impression on customers-this impression includes innovative image and professional image. How did the customer describe you when you left? You always impress others, sometimes dim and sometimes bright; Sometimes it's good, sometimes it's not. You can choose the impression you want to leave others, and you must also be responsible for the impression you leave.

63. The first law of sales promotion failure is to compete with customers.

64. The most obvious attacks on competitors are courtesy, goods, warm service and professionalism. The stupidest way to deal with a competitor's offensive is to speak ill of him.

A sales representative is sometimes like an actor, but once he is engaged in sales promotion, he must be dedicated and confident, and affirm that his work is the most valuable and meaningful.

66. Enjoy yourself-this is the most important rule. If you love what you do, your achievements will be even better. Doing what you like will bring joy to people around you. Happiness is contagious.

67. Performance is the life of sales representatives, but it is wrong to ignore business ethics and achieve performance by hook or by crook. Dishonorable success will sow the seeds of failure for the future.

68. Sales representatives must always pay attention to comparing annual and monthly performance fluctuations, and conduct introspection and review to find out the crux: human factors or market fluctuations? Is it a competitor's strategic factor or a company's policy change, etc. , so as to actually grasp the correct situation and find countermeasures to complete the task and create good results.

69. Pre-sale flattery can not attract customers more permanently than after-sale service.

70. If you send away a happy customer, he will promote you everywhere and help you attract more customers.

7 1. Your neglect of old customer service is precisely the opportunity of competitors. At this rate, it won't be long before you fall into crisis.

72. We can't count how many customers have lost because of a small mistake-forgetting to call back, being late for an appointment, not saying thank you, forgetting to fulfill the promise to customers, and so on. These little things are the difference between a successful sales representative and a failed sales representative.

73. Writing to customers is one of the best opportunities for you to be different or better than other sales representatives.

According to the survey, 7 1% customers buy products from you because they like you, trust you and respect you. Therefore, selling is to sell yourself first.

75. Etiquette, appearance, speech and manners are the sources of people's good impression of getting along with each other, and sales representatives must make more efforts in this regard.

76. Clothes can't make a perfect person, but 90% of the impression when we first meet comes from clothes.

77. The first transaction depends on the charm of the product, and the second transaction depends on the charm of the service.

78. Credit is the biggest asset in sales promotion, and personality is the biggest asset in sales promotion. Therefore, sales representatives can use various strategies and means, but they must not deceive customers.

79. When customers talk, sales will make progress. Therefore, don't interrupt the customer when he is talking, but allow the customer to interrupt you when he is talking. Promotion is a silent art.

80. As far as sales promotion is concerned, listening is more important than speaking well.

The most common mistake in 8 1. promotion is that the sales representative talks too much! Many sales representatives talk too much and they won't give customers who say "no" a chance to change their minds.

82. Win the favor of customers before selling. The best way to win sales promotion is to win the hearts of customers. People are more likely to buy from friends than from sales representatives.

If you want to sell successfully, you must press the customer's heart button.

It is estimated that 50% of sales promotion is completed because of friendship. In other words, because sales representatives don't make friends with customers, you give up 50% of the market. Friendship is the magic weapon of super promotion.

85. If you complete a promotion, you will get a commission; You can make a fortune by making friends.

86. Loyalty to customers is more important than loyalty to God. You can cheat God a hundred times, but you must never cheat a client once. 87. Remember: customers always like those who are liked and respect those who deserve respect.

88. Personality is as important as product in sales activities. Only in the hands of sales representatives with excellent personality can high-quality products win the long-term market.

89. The sales representative's praise for the customer should ring like a bell.

90. You will lose a transaction because of excessive enthusiasm, but you will lose a hundred transactions because of lack of enthusiasm. Enthusiasm is far more infectious than rhetoric.

9 1. The bigger your business is, the more you care about customer service. After tasting the sweetness of success, the quickest way to get into trouble is to ignore after-sales service.

92. Difficult customers are the best teachers for sales representatives.

93. Customer complaints should be regarded as sacred language, and any criticism should be accepted.

94. Correctly handle customer complaints = improve customer satisfaction = increase customer purchasing tendency = rich profits.

95. Closing a deal is not the end of the sales work, but the beginning of the next sales activity. The sales work will not end, but will only start from scratch again and again.

96. Successful people are those who learn from failure without being intimidated by it. One thing that sales representatives should not forget is that the lessons learned from failures are easier to remember than the experiences gained from successes.

97. Never blame the target for not hitting it. Business failure is by no means the customer's fault.

98. Ask any professional sales representative the secret of success, and he will definitely answer: persistence.

99. Nothing in the world can replace persistence. Talent is not good-talented people are everywhere: smart people are not good-people are used to poor smart people and education is not good-there are many educated people everywhere in the world. Only persistence and determination are the most important. Remember: the light that comes on first goes out first. Don't be a popular star. Persistence can last long.

100. When a person is old, he is poor and miserable. It is not that the man did anything wrong before, but that he did nothing.

Hope to adopt! What! (although it is a bit much. . . . . . ≥△≤ but it must be adopted! )

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