As an insurance salesman, how to make a strange visit?

Insurance salesmen can refer to the following rules and questions:

Ten-minute rule of visiting customers

● The first ten minutes: We have never communicated with customers we have never met before, but "meet in three minutes"! So the first ten minutes are crucial. These ten minutes are mainly a communication to eliminate strangeness.

● Focus for 10 minutes: naturally transition to the focus of the conversation after being familiar with the customer's needs. In order to avoid the vigilance of customers, don't gild the lily for more than ten minutes. These ten minutes are mainly about emotional communication to find out whether the customer is our target customer.

● Leave 10 minutes: In order to avoid repeated failures of customer visits, we'd better leave the customer within 10 minutes after the key conversation. Leave suspense for customers and make them interested in the activity.

● Knock on the door: ring the doorbell or knock on the door before entering, and then stand at the door. It is wise to knock on the door three times. The sound is rhythmic but not too heavy.

● Speech: "Is Manager XX there?" "I'm Xiao X from XX Company!" Active, warm and kind words are the golden key to successfully open the door to customers.

● Attitude: Be sure to show your attitude before entering the door-honest and generous! At the same time, avoid arrogance, panic, servility, indifference, randomness and other bad attitudes.

● Note: Strict life style can represent the overall level of the company and individuals. Never let such small details as changing shoes and playing umbrellas affect big things.

● Praise: Everyone likes to be flattered by good words, which is the so-called "label effect". Making good use of praise is the best selling weapon, the main idea of praise is sincerity, and the enemy of praise is falsehood.

● Words: "Your office is really clean" and "You look really good today". The room is a clean room layout-color-temperament-wearing.

Marketers make money by mouth. Excellent salespeople are eloquent, but "customers don't talk, and it's hard for the gods to start." Our aim is to make customers take the initiative to speak and communicate with us effectively, so it is particularly important to ask effective questions!

1. The purpose of asking questions is to know whether our customers are the target customers we are looking for through our communication. (Salespeople's questions must focus on "four more and one less")

2. Ask questions:

-truly grasp the purpose of the conversation, be familiar with the content of your conversation, and be confident when negotiating.

-Make a good first impression, that is, try to prepare the opening questions in the first 15-45 seconds.

-Eight techniques for finding a topic.

3. Eight skills to find a topic:

Instrument and clothing: "aunt, this dress is really good." Where did you buy it? " The customer replied, "I bought it in * *". Marketers should respond immediately. Customers who buy clothes in this place must be rich.

-hometown, hometown: "Listen to your accent from Hubei! Me, too ... "Marketers constantly use this kind of question to deal with relationships.

Climate and season: "It's surprisingly hot these days, last year …".

-Family and children: "I heard that your daughter is …" The salesperson knows whether the customer's family is good or not.

Eating habits: "I found a delicious restaurant. Try it together next time. "

-Residence, furnishings, neighbors: "I think the layout here is particularly tasteful. Are you a professional? " Knowing the nature of the customer's previous work can determine whether it is a target customer.

-Interest: "Your company is so well managed that I really want to learn from you." Marketers can use this questioning skill to promote the company's corporate culture and deepen customers' trust in the company.

4. Customer's winning trick when asking questions:

Let yourself like each other before asking questions and show intimacy and respect to each other.

Try to ask questions from the other person's standpoint, and pay attention to the other person's eyes when you speak.

Specific questions can show your professional identity, from small to large, from easy to difficult, ask more guiding questions.

-Ask other questions to help hesitant customers make a decision.

-first ask the other party's known questions to improve professional value, and then ask the other party's unknown questions.

-"It's none of our business." If we want to be successful marketers, we must learn to ask questions that customers care about.

● Seize the opportunity to clinch a deal: Sometimes the customer's clinch a deal signal can be revealed through behavior and speech, and the opportunity to clinch a deal can be seized by seizing these signals.

● Closing method:

1. Invite the transaction: "Why don't you try?"

2. Selective trading: "Do you decide to go alone or the old couple together?"

3. Secondary trading: "Do you think this kind of activity is very interesting?" "Then you can try our service!"

4. predict the transaction: "auntie must feel the same as you!"

5. authorize the transaction: "good! I will fill in two names for you now! "

6. Close deal: "Your diabetes is so serious, don't go to the venue for consultation!"

● Time: The first visit time should not be too long, generally controlled within 20-30 minutes.

● Observation: Observe carefully according to the situation at that time. If you find that customers frequently look at their watches and drink water, you should thank them in time and leave.

● Conciseness: As the old saying goes, it reminds us not to make too many changes after making things clear.

● Sincerity: False things will not last long. Be a sincere person! Let customers remember you forever with sincere praise!

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