Xinhua life insurance talks.

Tip: such customers often have doubts or dissatisfaction, and having no money is just an excuse. Make an appointment by phone before meeting and communicating. We need to know the real information and background of customers, analyze the specific situation as professionals, and get the help of salesmen as much as possible. We must find out the real reason and then use effective words to "prescribe the right medicine".

1、

Customer: I can't afford the insurance. I don't need insurance.

Security field: "Mr. xx, if this is the case, you need insurance all the more." In my years of insurance work, I deeply realized that rich people don't necessarily need insurance. " Because we have no money, in case we get sick (or our children get sick), how can we get the money to pay for the huge medical expenses? And your insurance can help you pay, but the premium you pay is not much.

"Mr. xx, if the doctor says: You or your family must be hospitalized for surgery, you will say to the doctor: I'm sorry! I can't afford medical expenses, so I don't need surgery. Will you say to your children,' I'm sorry, son, because dad has no money to pay for your medical expenses'? So, Mr. xx, isn't it worthwhile for you to spend xx yuan every day to see a doctor at home, educate your children and provide for our future retirement? Didn't you say you couldn't afford it? "

2、

Protection field: What's more, the characteristic of life insurance is to create the greatest protection with the least money. Even people who have no money can have this guarantee by saving a little every day. Just like buying a pair of shoes, it feels a little tight at first and uncomfortable to wear, but after a while it will become as natural as paying utilities, become a necessary expense in life and become a habit. Isn't it very happy to receive a considerable sum of money to pay for children's education and marriage, as well as their old-age pension? "

3、

Security scene: "Mr. Customer, once I went to the hospital to see a friend and saw a little boy in the emergency room. He may have bruises and blood all over his face. When the doctor rubbed his medicine, he didn't feel any pain at all, just clenched his fist hard. Everyone praised him for his bravery. " Later, the doctor told his father that the child must be operated quickly, otherwise he would be in danger of blindness, but his father just whispered,' I have no money'. After that, I went out with my children. At this moment, the child burst into tears. Later, I often think of that little boy. I wonder how he is now. "

"Mr. Customer, how can parents have the heart to say that they can't afford medical expenses and make their children blind? How can parents bear to say that they can't afford the premium, so that their children can have three meals a day and can't receive a complete education? " Keeping this policy effective is your care for your children and your responsibility to your family!

4、

Security field: "Miss Wang, you can disassemble it into parts, and you only need to save XX yuan every month. As for the premium you think is expensive, we might as well discuss it. In my opinion, if a person loses the ability to make a living, then the living expenses, education expenses and medical expenses of his wife and children are all expensive, and these expenses cannot be paid. If the head of the family is not prepared at ordinary times, in case of accidents, these expenses will be left to his wife and children to bear, and even become debts. How can you bear to see this happen? Why not make a thorough preparation for yourself when you are still young and have the ability to make money, so that your family can reduce unnecessary burdens, don't you think? "

5、

Security field: You are really good at telling jokes. Will a successful person like you have no money? What do you think of our company's services or terms, but it doesn't matter. If you have anything, you can report it directly to me, and I will take it back to the company so that we can improve it.

6、

Security field: it doesn't matter if you have no money for the time being. The company provides a certain grace period for customers who are temporarily in trouble, during which you can prepare again. In addition, we have to do a survey: Are you satisfied with the insurance you bought and the company's service?

7、

Security field: There is an old saying that the poor buy security and the rich buy social status. If the economic situation is temporarily difficult, it is even more prudent. The less money you have, the more insurance awareness you must have. In case of an accident, if an insurance company comes forward, life safety will not be greatly affected, will it?

8、

Security field: Hello, Mr. Wang, the difficulties are temporary and everyone will meet them. But we must never consider giving up our sense of security, because the more we do this, the more our family needs a sense of security. Do you think what I said makes sense? You see, the grace period is coming. In order not to invalidate your policy permanently, please pay the premium before next month 16!

9、

Security field: You are too modest. With your financial strength, this premium is not a problem for you at all. You see how much it costs to smoke so many cigarettes every day. As long as you smoke less cigarettes every day, the premium will be there and it will be good for your health.

10、

Protection field: If the policy cannot be invalidated temporarily, this protection will be lost, and the money returned will not be much. When you get old, you have to take out insurance, and you have to pay more premiums for the same protection. How uneconomical. It is better to arrange the financial situation reasonably now, continue to pay fees, and keep this guarantee!

1 1、

Defender: Master Zhao, the more difficult the economy is, the more comprehensive you should be. Insurance is not a luxury, but a necessity. Don't panic if you have insurance at home. Every time you pay your salary, you should set aside living expenses and insurance premiums. A guaranteed life is a normal life. Don't hesitate any longer. In fact, it won't be too difficult for you to have this premium, will it? Look, I'll come tomorrow.

12、

Security field: I don't think a successful person like you has paid the premium yet. It's definitely not for economic reasons. Is it because you don't know much about our company and don't know the terms? Look at your beautiful home, decorated so warmly, of course, insurance can not be less, in fact, insurance is like your security door, providing absolute security for your family. Let me tell you more about the benefits of this kind of insurance.

13、

Security field: Mr. Wang, judging from your home decoration, words and deeds, you are definitely not a financially strapped person. You have been very successful in other investments. In fact, insurance is a risk-free investment, which can also reduce the burden on your family when risks come. People with smart financial management and appropriate skills like you need this kind of investment more.

14、

Security field: you are worried about life changes and have no confidence in the future economic situation! So have you ever thought about what you should do if the economic situation is not good and unexpected things happen? Would it be better for you to keep this guarantee, leave these problems to the insurance company and concentrate on making money? So, you'd better pay the premium!

15、

Security field: now that you surrender, there is no economic loss to our company, but it will be a great loss to you personally. Your current financial difficulties should be temporary. You might as well think of other ways. In addition, our company has given your customers in this situation a certain grace period. If you really can't afford it because of economic difficulties, you can choose ways such as reduction and insurance to minimize the loss. I want you to think it over.

16、

Security field: "Nothing can't be sick, nothing can't be without money". Your current financial difficulties are only temporary, and I believe you will be able to get through this period with your ability. You need protection more now. Don't give up because of temporary difficulties. You bought such good insurance, and the insurance company is your strong backing. As the saying goes, it is good to enjoy the cool with your back against a big tree, and your family is happy and safe.

17、

Protection field: you didn't hesitate to apply for this insurance at first, but also consider your future ability to pay. Moreover, the insurance you insure is generally more cost-effective than the current or future insurance. If you choose to surrender or reduce your insurance now, your losses will be great. I believe your current financial difficulties are only temporary. If you apply for insurance after two years of economic improvement, it may not be as convenient as it is now, and the insurance conditions will be more stringent. Therefore, I think you should try to pay the insurance premium for this period.

18、

Huchang: As the saying goes, "more money is spent, less money is spent". In the case of poor living conditions, insurance can better reflect the protection and importance of dealing with unexpected accidents. Besides, insurance is also compulsory savings, and insurance can accumulate a lot of wealth for you! If you really can't afford it, you can discuss it with your children to see if they can help you pay it, and then they will benefit, which also reflects their filial piety to you. You will also be guaranteed when you are old, don't you think? (For older customers, their children can be advised to pay, but the beneficiary will be changed to children. )

19、

Security field: I understand your situation. Everyone will encounter temporary difficulties. You can break down the annual premium into 65,438+02 months, and save only tens of dollars (hundreds of dollars) each month, so that you can make big things small and save enough before you know it. In this case, you should be less nervous and you can continue your love for your lover and children!

20、

Protection field: you think it is smart to refuse insurance now, and it will be a great sorrow for you to refuse insurance in the future. Insurance, like water, is a necessity in life. Rich people drink coke, and poor people drink boiled water, but they can't live without it. Rich people can buy social status, and people without money can buy a sense of security. So you'd better pay the insurance premium.

2 1、

Security field: I know you are a person who is extremely responsible for your family. You are under great pressure to bear the living expenses of the whole family. However, in terms of your ability, this premium is very difficult for you, not to mention that as the head of the family, you actually need this protection most. If you don't have insurance yourself, it's even harder to protect others, don't you think? I hope you can think carefully about your family.

22、

Protection field: Mr. Zhang's difficulties are temporary, and the grace period of our policy is set for this purpose. You can use this time to find ways to raise funds. I think you must buy this insurance because of the needs of real life, and I believe you will certainly tide over the difficulties. Insurance can be refunded, but risks cannot be refunded. Please consider it carefully.

23、

Security field: Mr. xx, I wonder if you have thought about it? You are the backbone of the whole family. The more difficult the economy is, the more it is needed to ensure the life of the family. What's more, with your financial ability, what is this premium? Even if the economy is a little difficult, it is only temporary and will not affect you!

24、

Customer: I'm too burdened with life now. I don't have insurance?

Security field: I understand your current situation and mood, but the more you are in financial difficulties, the more you need security, because as the pillar of your family, how can your family live in the future in case of any accident? If you are really in financial difficulties, you can reduce the insurance coverage first and then recover after the economy improves. what do you think?

25、

Customer: actually, I'd like to renew my insurance, but I just have no money?

Security field: In fact, insurance is an indispensable thing in our life. If you feel that you have no money when you are in good health and have a stable income, in case of an accident, isn't there a source of protection? The more I feel that I have no money, the more I have to think about the future!

26、

Security field: Since your current situation is not really difficult financially, I can explain to you what doubts you have about the company's services or terms. I also hope you can tell me what you really think so that I can serve you better. At the same time, I hope everyone can make good suggestions and better establish the image of our company. (Diagnosis of Real Cause)

27、

Security field: even if it is really economic difficulties, it is short-lived. If you miss the payment period, you may pay a higher price than this premium. Because diseases and accidents don't happen at any time, they won't happen until your economy is good. If you are sick, even if you are in financial difficulties, you should use money to treat it, then your burden will be even greater. It is better to save a little money every day and buy yourself a guarantee.

28、

Security field: elder sister, I understand your situation very well. Insurance is an umbrella, a backup, your responsibility and love for your family. If you give up like this, you will throw away your umbrella on a sunny day, and you will abandon your love and responsibility for your family. What should you and your family do when the storm comes? Come on, let's do something together.

29、

Security field: eldest brother, I really believe what you said. With your personal ability and courage, you will be able to tide over the difficulties safely. The present difficulties are only temporary for you. I believe your tomorrow will be better. I don't need to tell you the role of insurance. It is responsibility, love, giving and sharing. As important as your career. Look, how about I collect it for you at the end of the month?

30、

Insurance: Many people don't want to pay the premium, not because they have no money, but because they regard insurance lightly and don't put family responsibilities first. Naturally, they can't afford to pay the premium at all. Illness, accidents and other problems will not wait until you are able to pay the insurance premium.

3 1、

Actual case 1

Background: customers come to the company to complain and ask for surrender.

Please sit down, pass water, pass tea, pass peace gifts, and then hand a blank sheet of paper to the customer for signature. Customers will definitely not ask "Why should I sign a blank sheet of paper?" "Nothing, but you want me to write something casually on paper. Who will bear the responsibility? " ? All right! If you don't sign, you know the weight of your signature and the responsibility you bear, so why do you sign the insurance policy to prove that you have been insured after careful consideration? Please tell me your real intention today, and I will serve you wholeheartedly. At this time, the insured will tell the real reason, hand over the name of the salesman who intends to complain in the future, and then immediately send the salesman to the scene to dissuade him. The effect is very good.

32、

Actual case 2

Security field: Mr. xx, it looks familiar. I remember that you were the manager of a sausage factory that was advertised in the newspaper the other day. Congratulations on making a fortune. Business is booming. I'm Xiao Zhang, a service staff member of Ping An Insurance Company. what can I do for you? Please let me know! The customer said, "I'm here to surrender my insurance." Why, it can't be because of economic problems! You are so famous that you can't be short of money. Is it because of the poor service of the salesman or other reasons? Can you tell me and let me solve it? Let's calm down for a while, change the topic, and finally talk about the responsibility of insurance, the development prospect of domestic insurance industry, and praise customers for their foresight and success in doing things! After paying this insurance, I will be in charge of the service next time. Please give me this chance.