Refusing to deal with words in a common telephone interview will increase your success rate by 90%.

I believe that many life insurance salesmen have encountered such a worrying situation in telephone interviews:

Dial out the phone, and as soon as I heard that it was selling insurance, I hung up the phone mercilessly. To make matters worse, many people hang up and don't answer the phone when they see a strange phone.

In fact, no matter what kind of telephone interview, we will meet all kinds of customers, and they will also give all kinds of reasons for rejection. If we can practice rejection before the telephone interview, we can effectively deal with these rejected problems and improve the telephone interview rate.

Next, Mr. Bi will teach you several common skills of refusing to handle telephone interviews, hoping to help you ~ ~

Reason for refusal 1: "I'm busy!" "Sorry, I'm not available!"

When you hear a customer say that you are busy, believe that the other person has no time, but don't give up because of it. You can ask the customer when he is free.

No matter whether the customer really has no time or an excuse, don't let this sentence affect your willingness to visit.

Handling words: "Mr./Ms. XX, I thought you might be busy, so I called this number before visiting you. When are you free? " It's not convenient to meet. "

Reason 2: "I'm not interested in insurance!" " "

When the customer shows that he is not interested in insurance, he should show his understanding and ask the customer to make a decision after an interview. Don't talk about the meaning of insurance on the phone at the beginning, trying to arouse their interest, which will interfere with the purpose of your appointment and give customers more opportunities to refuse.

Handle the text: "Mr./Ms. XX, I understand your idea. We can't be interested in things we didn't know before. " That's why I want to visit you. I want to explain this insurance scheme to you face to face, and you can see whether it really has value for you according to the actual situation. I don't know today or tomorrow. Is it convenient to visit you in your office? "

Reason 3: "I have no money to buy insurance!" " "

When customers tell you on the phone that they have no money or can't afford to buy insurance, it may be an excuse, not really no money. You know, the purpose of our telephone interview is to meet, not to sell insurance. Therefore, whether the customer has money or not, don't affect your determination to meet.

Handling words: (1) "Mr./Ms. XX, you don't have to worry about money now. I just want to introduce you to the company's plan. You only need 30 minutes. When do you think it is convenient to meet? "

(2) "Mr./Ms. 2)“XX, it's very kind of you. We have something good now that we want to share with our customers. Now it's just for your reference. We don't want you to buy it right away. Don't worry. Do you think it is convenient now or in the afternoon? "

Reason 4 for refusal: "I have already bought insurance!"

If the customer buys insurance, it may be just an excuse, but it is not really bought. We can't give up easily

Deal with the words: "Great! I'm sure you agree with the value of insurance, but the purpose of calling you today is not to sell insurance. It's just that our company has recently formulated a new security plan, which will be introduced when we meet. If you think this plan is valuable to you, I can provide you with more detailed information. If you don't agree, let's make friends! Do you think it is convenient now or in the afternoon? "

If you find that the customer didn't really buy it after meeting, it will be easier for him to agree with you if he feels guilty of lying.

Reason 5: "You can send these materials to me!"

When a client says he doesn't have time to meet and asks you to mail the information to him, many clients may stop reading it when they have time, so we can't just give up the interview by email.

Handling words: (1) "Mr./Ms. XX, if I mail you the information, you will definitely have some questions after reading it. Why don't I meet you directly and explain what value this plan can bring to you? I just need 10 minutes. If it's convenient, do you think I'll call on you tomorrow morning or afternoon? "

(2) "Sir/Madam 2" "XX, I'm afraid you have to spend a lot of time studying it and waste your precious time. Why not let me explain it to you in detail at home? If you have any questions, I can answer them right away. Will this afternoon or tomorrow morning be convenient for you? "

You know, the purpose of telephone interview is to get the customer to agree to meet, not to let him buy insurance. Don't let the customer feel that you haven't met yet, just let him feel the great pressure to buy insurance. Of course, you should pay attention to smiling and polite language when making an appointment!