A collection of health insurance sales tips

Small talk is the cornerstone of establishing interpersonal relationships and is also an act of showing care to the other person. Whether the content and method of greetings are appropriate or not is often the key to the quality of a person's interpersonal relationships, so special attention should be paid to them. Below is a collection of health insurance sales tips that I have collected for you. Welcome to learn from it.

Skills in greetings

1. Greetings should be from the heart, sincere and enthusiastic.

2. The greetings should be pure, simple, natural and appropriate.

3. Greetings should be full of enthusiasm and enthusiasm.

4. Greetings should be concise and powerful.

5. Greetings should be straight to the point and to the point.

6. When greeting, you should have a serious attitude and a kind expression.

7. When greeting, you should smile and be kind.

8. When greeting, the voice should be loud and the tone should be high-pitched.

9. The tone of greetings should be firm and forceful.

10. The greetings should be just right and appropriate.

Skills in Opening Doors A good start is half the battle. ?Ippei Hara (the god of Japanese life insurance sales)

1. The opening words should be novel, magical and engaging.

2. The opening words must be creative, touching, and exciting.

3. The key to opening the door is to win the favor of the other party and win the favor of the customer.

4. The way you open the door should be honest, trustworthy, simple and sincere, so that customers can trust you.

5. When opening the door, speak from the perspective of the other person, so that he or she feels that I am helping them.

6. When opening the door, you must be approachable and approachable.

7. When you open the door and speak, you must smile and your attitude must be kind; your tone must be firm and your expression must be calm.

Skills in self-introduction

1. Salesmen should be confident and natural when introducing themselves.

2. Be sincere and sincere, do not be pretentious, neither exaggerate nor feel inferior.

3. When introducing, you should repeatedly emphasize your name to enhance the other person’s memory.

4. When introducing, the speech should be clear, neither urgent nor slow, and the tone should be moderate.

5. When introducing your name, you must be creative, novel, and able to attract customers.

The top secret of promoting life insurance products is to share the protection and happiness brought by the product, not to promote life insurance products. ?Ji Wuli (a little person)

When salesmen introduce life insurance products, they should visualize abstract products and make vivid products vivid; make intangible products tangible and tangible products concrete. ?Ji Wuli (a little person)

A clever life insurance salesman, when introducing life insurance products, does not focus on introducing its performance and functions, but vigorously exaggerates the existence of risks anytime and anywhere.

Promote the occurrence of risks anytime and anywhere and the significance and role of insurance. ?Ji Wuli (a little person)

A first-rate insurance salesman sells the concept of insurance; a second-rate insurance salesman sells insurance functions; a third-rate insurance salesman sells insurance functions;

A fourth-rate salesman sells insurance terms; a fifth-rate insurance salesman sells nothing. ?Ji Wuli (a little person)

Product introduction skills

1. Salesmen should use more metaphorical words when introducing products, and try to be as vivid and lifelike as possible.

2. When salesmen introduce products, they should be as simple as possible, simple, clear, and neat.

3. Salesmen should be easy to understand, clear and practical when introducing products.

4. When introducing products, salesmen should be creative and attractive to make people interested.

5. Salesmen should be confident and have a sense of honesty and credibility when introducing products.

6. When introducing products, salesmen should use a friendly tone and vivid language.

Special words

1. Unique opening remarks. Are you our customer?

?Hello, sir (Miss), excuse me, Are you a customer of our company?

The answer is usually: What company do you belong to?

Oh, I am from XX Insurance Company. ?

If he says? No?, then you say? It doesn't matter, sir. I saw that you have such a good temperament that I thought you were a customer of our company. This is my business card. I hope I can Become your insurance agent in our XX. ?

If he says "Yes", then you say "Congratulations, sir, thank you for supporting our XX. What product did you buy and how much is the annual premium?" ?

2. Hello, sir! Today I made a special trip to visit you and want to know God’s views on insurance. ??What God?

?Because you are God and our customers are our God, so I made a special trip to visit God today. ?I laughed, and so did God?

3. Every day, some people refuse insurance, but many people buy it; every day, some people doubt insurance, but many people get insurance benefits.

4. If the boss suddenly announced a 10% salary cut today, life would still be manageable. But if you lose your ability to work and have no salary, wouldn’t your wife and children’s lives be more difficult?

5. Many people often say: If I had known, I would have. ?If we don’t take precautions in advance, it will be too late when the disaster occurs!

6. A widow holds five million and cries bitterly, and another widow holds a quilt and cries bitterly. Both of them will have to face the same disaster tomorrow. Life, which one do you want to choose?

7. Life insurance is synonymous with money. You can object to insurance, but are you not interested in money?

8. Do you marry a wife, give birth to a child? When you were a child, you vowed to give them a good life and safety, but have you truly fulfilled this promise?

9. Are you willing to marry a woman with two children? If If you don't want to, who will your wife remarry? A poor widow may have to remarry, but a wealthy widow may not necessarily remarry.

Sales rhetoric during financial difficulties

Tip: Such customers are often doubtful or dissatisfied, and lack of money is just an excuse. We should make an appointment by phone first and then communicate in person. We need to understand the customer's real information and background, analyze the specific situation as a professional, and get as much help as possible from the salesperson. We must understand the real reason and then use it. Effective words? Prescribe the right medicine to the case.

1. Customer: I can’t afford the premium and I don’t need insurance.

Security Field Service: Mr. xx, if this is the case, you need insurance even more. After I have been working in insurance for several years, I deeply understand that rich people do not necessarily need insurance. Because

We have no money. If we get sick (or our children get sick), where will the money come from to pay for the huge medical expenses? And the insurance you bought can help you pay it. The premium paid is not much.

Mr. xx, if the doctor says that you or your family must be hospitalized for surgery, you will tell the doctor: I'm sorry! I can't afford the medical expenses, so there is no need for surgery.

Would you say to your children:

?Child, I’m sorry because dad doesn’t have the money to pay for your medical expenses? So, Mr. xx, for the sake of your family’s medical expenses and your children’s education, For our future pension

Isn’t it worth it for you to pay xx yuan every day? Don’t you say you can’t afford it?

2. Preservation field work: not to mention life insurance The unique feature is to use the least amount of money to create the greatest protection. Even people who have no money can have this protection by saving a little every day. Just like when we buy a pair of shoes, they feel tight at first and not very comfortable to wear. But after a while, they become as natural as paying utility bills, become a necessary expense in life, and become a habit. , etc.

When you reach old age in the future, wouldn’t it be very happy to receive a considerable sum of money to cover your children’s education and marriage expenses, as well as your own pension expenses?

3. Security field: Mr. Customer, once I went to the hospital to see a friend. I saw a little boy in the emergency room. He probably had a scratch and his face was covered in blood. The doctor applied medicine to him for examination. When

, he didn't feel any pain at all, he just clenched his fist tightly. Everyone praised him for being so brave. Later, the doctor told the father that the child must have an operation as soon as possible, otherwise there would be a risk of blindness, but the father only said in a low voice: "I don't have money." After saying that, I took the child to go out. At this time, the child suddenly burst into tears. Later, I often thought of that little boy.

I wonder what’s wrong with him now?

Mr. Customer, how can parents have the heart to say they can’t afford the medical bills and let their children go blind? How can parents have the heart to say they can’t afford the insurance and let their children have three meals a day

If you don’t succeed, you won’t be able to receive a complete education? Keeping this policy valid is your care for your children and your responsibility to your family!

4. Security field service: Mr. Wang, You can break it into small pieces and only need to save XX yuan every month. As for whether you think insurance premiums are expensive, let’s discuss it. I think that when a person loses the ability to earn a living, Madam, the living expenses, education expenses, and medical expenses of children are the most expensive expenses, and these are the most expensive expenses. Can't afford not to pay. If the head of the family is not prepared, if an accident occurs, the expenses will be left to the wife and children, or even turn into debts. Can you bear to see this happen? Why not When you are young and strong and can make money, make complete preparations for yourself,

Let your family reduce unnecessary burdens, what do you think?

5. Security field service: You can really Can you tell jokes? How can a successful person like you have no money? Do you have any ideas about our company's services or terms? But it doesn't matter. If you have anything, you can report it to me directly

and I will give it to you. Bring it back to the company so we can improve it.

6. Security field service: It doesn’t matter if you don’t have money temporarily. The company provides a certain grace period for customers like you who are in temporary difficulty. You can make preparations during this period. In addition, we

also need to conduct a survey: Are you satisfied with the insurance you purchased and the company’s services?

7. Security field service: There is an old saying: The poor buy insurance. , the rich buy wealth. If the economic situation is temporarily difficult, you will have to be more careful with your budget. The less money you have, the more you need to be aware of insurance. In case of an accident,

With insurance companies coming forward, your life security will not be greatly affected. Are you right?

8 . Security Field Service: Hello Mr. Wang, difficulties are temporary and everyone will encounter them. But we should never consider giving up protection, because the more so, the more our families need protection.

Do you think what I said

is reasonable? You see, the end of the grace period is coming soon. In order to prevent your policy from permanently invalidating, please be sure to pay the premium before the 16th of next month!

9. Security field service: You are too humble. With your financial strength, this premium is not a problem for you at all. Look how much it costs if you smoke so many cigarettes every day. As long as you smoke less

a few cigarettes a day, the premium will be covered, and it will also be beneficial to your health.

10. Security field service: If you have a temporary cash flow problem and have to let the policy lapse, you will lose this protection, and the money you will get back will not be much. You can buy insurance again when you are older. It’s not cost-effective to pay more premiums for the same coverage

. It is better to arrange your financial situation reasonably now, continue to pay the fees, and keep this guarantee!

11. Security field service: Master Zhao, the more difficult the economy is, the more careful you must be. Insurance is not a luxury. It’s the necessities of life. If your family is insured, you don’t have to worry. You should set aside living expenses every time you pay your salary

, and also set aside insurance premiums. A guaranteed life is a normal life. Don't hesitate any longer. In fact, it's not so difficult for you to not have this premium, right? I'll come over tomorrow.

12. Security field service: I think that for successful people like you, if you haven’t paid the premium yet, it must not be for financial reasons. Is it because you don’t know much about our company and the terms are not clear? .

Seeing that your home is so beautiful and so warmly decorated, insurance is of course a must. In fact, insurance is like the security door of your home, providing absolute safety and security for your family. Let me tell you more about the benefits of this insurance.

13. Security field service: Mr. Wang, it can be seen from your home decoration, words and deeds that you are definitely not a financially strapped person. You have been very successful in other investments. In fact, insurance is a kind of risk-free investment. Moreover, when the risk comes, it can also reduce the burden on your family. This kind of investment is for someone like you. People need to be smart about financial management.

14. Security field: Are you worried about life changes and have no confidence in the future economic situation? Then have you ever thought about what you would do if the economic situation is not good and unexpected events happen again? ? Wouldn’t it be better for you to keep this insurance, leave these issues to the insurance company, and work wholeheartedly to make money? So, you’d better pay the premium!

15. Preservation field service: If you surrender the policy now, there will be no financial loss for our company, but the loss will be huge for you personally. Your current financial difficulties should be temporary, and you may wish to consider other solutions.

Moreover, our company has given a certain amount of grace time to customers in your situation. If you really can’t afford the payment due to financial difficulties, you can choose to reduce the amount and insurance coverage

to minimize the loss. degree. I hope you'll give it some thought.

16. Security field service: What can’t be done without illness, and what can’t be done without money? Your current financial difficulties are only temporary, and I believe you will be able to tide over this period with your ability. You need more protection now

Don’t give up this protection just because of temporary difficulties. You have bought such a good insurance, and the insurance company is your strong backing. As the saying goes, you can enjoy the shade by leaning against a big tree, which will ensure your family's happiness and peace.

17. Security field service: When you applied for this insurance without hesitation, you must have considered your ability to pay in the future, and the types of insurance you purchased are generally more cost-effective than current or future types of insurance.

If you choose to surrender or reduce your insurance now, you will suffer huge losses. Moreover, I believe that your current financial difficulties are only temporary. If your financial ability improves in two years, you can apply for insurance again. Maybe

It won’t be as convenient as the insurance you have now, and the insurance conditions will be more stringent. Therefore, I think you should still find a way to pay this premium.

18. Security field service: As the saying goes, if you have more money, you will spend more, and if you have less, you will spend less. When the living situation is not good, insurance can better demonstrate the protection and protection against sudden accidents. Importance, let’s talk about insurance

It is also a kind of compulsory savings. Insurance can accumulate a lot of wealth for you! If you really can’t afford it, you can discuss it with your children. Can they pay it for you, and then they will benefit. This also reflects their filial piety towards you, and you will be protected when you are old. What do you think? (For older customers, you can It is recommended that their children pay the fee and be the beneficiary

Change to children)

19. Security Field Service: I understand your situation very well. Everyone will encounter temporary difficulties. You You can break down the annual premium into 12 months, and save only a few dozen yuan (a few hundred yuan) every month, you can break it into small pieces, and you will lose money without even realizing it. If you save enough, you should not be so nervous, and you can continue your love for your lover and children!

20. Security field service: You think it is smart to refuse insurance now, but wait for it in the future It will be a great tragedy when insurance rejects you. Insurance is a necessity in life just like water. Rich people drink Coke, and poor people drink boiled water, but they are both inseparable. People with money can buy wealth, and people without money can buy protection. So you’d better pay the premium.

21. Security field service: I know that you are an extremely responsible person for your family. You bear the living expenses of the whole family and are under a lot of pressure. However, given your ability, it is not difficult to pay this premium.

What’s more, as the head of the family, you actually need this protection the most. If you don’t have insurance yourself, it will be more difficult to protect others, don’t you think? I hope you can Please consider it carefully for the sake of your family.

22. Security field: Mr. Zhang’s difficulties are temporary. The grace period of our policy is set up for this. You can use this time to find ways to raise funds. I think you bought this insurance in the first place. ,

It must be purchased out of real life needs. I believe you will get through the difficulties. The insurance can be refunded, but the risk cannot be refunded, so please consider it carefully.

23. Security field service: Mr. xx, I wonder if you have ever thought about it. You are the backbone of the entire family. The more difficult the financial situation, the more you need this protection to ensure the life of your family; not to mention With your financial management ability, what does this mere premium mean? Even if you have some financial difficulties, it will only be temporary and will not have any impact on you!

24. Customer: My life burden is too heavy now and I have no money to buy insurance?

Security field: I understand your current situation and mood, but the more difficult the financial situation, the more protection you need, because As the backbone of your family, if something unexpected happens to you, how will your family live in the future? If you are really in financial difficulty, you can apply for a reduction in insurance first, and then restore it after the economy improves. You see How?

25. Customer: Actually, I really want to renew my insurance, but I just don’t have the money?

Security field: In fact, insurance is an essential thing in our lives.

If you feel you have no money even though you are healthy and have a stable income, what if something unexpected happens

Wouldn’t there be no source of security? The more you feel you have no money, the more you have to think about the future!

26. Security field: Your current situation is not really financially difficult. Do you have any doubts about the company’s services or terms? I can explain it to you, and I hope you can express your true thoughts

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Tell me so that I can serve you better. I also hope you can put forward good opinions and better establish the image of our company. (Words for diagnosing the true cause)

27. Security field service: Even if there is real financial difficulty, it will be short-lived. If you miss the payment period, you may pay more than the premium. Because diseases and accidents are not time-sensitive

, they will not wait until your economy is good. If you are sick, you will have to spend money to treat it even if you are financially difficult. By then, your burden will be bigger. It is better to save a little money every day and buy yourself some insurance.

28. Security Field Service: Sister, I understand your situation very well. Insurance is an umbrella, a backup, your responsibility and love for your family. If you just give up, it will be like throwing away your umbrella when the weather is sunny.

It will be like abandoning your love and responsibility for your family. What should you and your family do when the storm comes? Come and figure it out with us.

29. Security Field Service: Brother, I believe what you said very much. With your personal ability and courage, you will definitely get through the storm safely. The current difficulty for you is only temporary. I believe your tomorrow will be better.

I don’t even need to tell you about the function of insurance, but you also know it very well. It is responsibility, love, giving and sharing. Just as important as your career. Look, how about I come and collect it for you at the end of the month?

30. Security field service: Many people are unwilling to pay premiums, not because they have no money, but because they take insurance very lightly and have family responsibilities. If it is not placed in the first place, then naturally it will not be able to pay the premium if there is any difficulty.

Problems such as illness and accidents will not wait until you are able to pay premiums.

31. Practical Case 1

Background: The customer came to the company to complain and requested to surrender the policy.

Please sit down, give water, tea, and give a peace gift, and then hand over a piece of white paper and ask the customer to sign. The customer will definitely not sign at first glance. Ask? Why should I sign on a piece of white paper? What?

?You have nothing but ask me to write something on paper. Who bears this responsibility? Okay! If you don’t sign, you know very well the weight of your signature and the responsibility you bear. Responsibility, then why did you sign the insurance application form to prove that you applied for insurance after careful consideration? Please tell me what your true intention is for coming today, and I will serve you wholeheartedly.

At this time, the policyholder will tell the real reason, hand over the name of the salesperson who planned the complaint, and then immediately upload the salesperson to the scene to provide co-operation and dissuasion. The effect is very good.

32. Practical Case 2

Security Field Service: Mr. xx, you look familiar. I remembered that you are the manager of a certain sausage factory that was published in the newspaper a few days ago. Congratulations on getting rich. , Business is booming. I am 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 the policy." ?Why, it can't be because of financial problems! You are so famous that you can't be short of money. Is it because of the poor service of the salesperson or other reasons? Can you tell me and let me solve it? . After eliminating the anger and calming down for a while, change the topic and finally talk about the responsibilities of insurance, domestic insurance