Sales skills and language of insurance salesmen

Sales skills and language of insurance salesmen

If you want to be an excellent insurance salesman, it is essential to master some sales skills and vocabulary. The following are the sales skills and words of insurance salesmen I brought to you, hoping to help you!

1, speaking with skill.

People often say, "Say a good word, I am willing to be a cow and a horse", that is to say, everyone wants to be affirmed by the other side, and everyone likes to listen to good words. Otherwise, how can there be a saying that "praise and encouragement turn idiots into geniuses, and criticism and complaints turn geniuses into idiots"? Who wants to be criticized in this world? Insurance salesmen are engaged in sales promotion and deal with people every day. Say more compliments, but also pay attention to the right amount. Otherwise, people will feel hypocritical and lack sincerity.

2. Learn to listen.

This seems to be a cliche. Everyone knows that "listening" is the most important skill in communication. In short, we should learn to obey. There are three main contents in listening: listening, asking and thinking.

First of all, insurance salesmen should let customers express their opinions by listening. The key is to talk less. Remember to make a speech without knowing the customer's intention. This is a fatal thing, and it is absolutely true that you will lose if you talk too much. We should give our customers room to play and perform, and customers will speak freely like experts and get satisfaction from their self-esteem. Insurance salesmen have the feeling that the most difficult customers are not people who ask a lot of questions, but people who hardly talk. After you have spent a long time enthusiastically introducing the products, the customers are expressionless and very dull. They reply to you: "OK, I see, think about it." That's it. You are dumbfounded. What does this client mean? You've been doing it for a long time, but you still don't understand what he means.

Secondly, learn to ask appropriate questions. The timing of the inquiry is very important. In the process of listening, the insurance salesman can't keep silent. When you don't understand the customer's meaning, or you can't accurately grasp the customer's intention, you can ask questions appropriately, and the customer will answer your questions reflexively. In this way, you can hear more clearly.

Finally, we should be able to understand what customers mean. After the exchange, the insurance salesman listened and asked. It's no use if you don't fully understand the customer's meaning. Therefore, the process of listening is a process of constantly trying to figure out the psychology of customers. By trying to figure out the customer's intentions, we constantly adjust our own coping ideas, so as to communicate with customers accurately and effectively.

If you can't do the above three points, then your communication is invalid and your business is doomed to fail.

3, put an end to subjective problems

In business, it is best for insurance salesmen not to participate in the discussion of topics that have nothing to do with your sales promotion. No matter what you say is right or wrong, it has no substantive significance to your sales promotion. Sometimes in order to find the same words with customers, we will have a rambling chat in advance, chatting about places, articles, geography and everything at home and abroad. But remember that these are just small talk. Insurance salesmen should never argue with customers in the process of chatting, but learn to agree with customers' views to show their wisdom. This is the skill.

4. Use less technical terms.

In order to show that they are professional, some insurance salesmen often introduce customers in professional terms, which makes customers feel great pressure. If the customer is caught in a fog, it is like groping in the dark, and the other party's disgust is born. Rejection is a matter of course, and insurance salesmen will unconsciously miss the business opportunities of promotion. After careful analysis, it will be found that insurance salesmen treat customers as colleagues when training them, which is full of professionalism. How can people accept it? Since I don't understand, how can I buy products? If the insurance salesman can convert these terms into simple words so that people can understand them after listening, the purpose of communication can be effectively achieved.

5. Don't say exaggerated words.

Don't exaggerate the function of the product! This kind of untrue behavior, when customers enjoy the product in the future, will eventually know whether what the insurance salesperson said is true or not. Just because they want to achieve temporary sales performance, insurance salesmen will exaggerate the function and value of products, which is bound to plant a "time bomb". Once a dispute occurs, the consequences are unimaginable.

Every product has its advantages and disadvantages. As an insurance salesman, we should stand in an objective perspective, clearly analyze the advantages and disadvantages of products with customers and help customers "shop around". Only by knowing yourself and the market situation can we convince customers to accept your products. Remind insurance salesmen that any deception and exaggerated lies are natural enemies of sales and will make your career unsustainable.

6. No offensive words.

We can often see such a scene. The insurance salesmen in the same trade have offensive words, attacking competitors, and some even say that the other party is worthless, which makes the image of the whole industry in people's minds unsatisfactory. Some insurance salesmen lack rational thinking when talking about these offensive topics, but they don't know that attacking people, attacking things or attacking things will arouse the resentment of prospective customers, because when you talk about it, you look at the problem from one angle, not everyone is on the same angle as you, and the subjectivity of insurance salesmen is too strong, which will be counterproductive and only harmful to your sales. I believe that with the development of the times and the strengthening of corporate culture of various companies, aggressive words will never be popular.

Remember: don't attack or belittle your competitors. Even if the insurance salesman disagrees, you should induce the customer to make a judgment by publicizing your own advantages and negotiation skills.

7. Avoid talking about privacy issues

When dealing with customers, it is mainly to grasp the needs of the other party, rather than talking about privacy issues at once, which is also a common mistake made by insurance sales salesmen. Some insurance salesmen will say, I am talking about my privacy. What does it matter? Even if you only talk about your' privacy' and don't talk about others, can you make substantial progress in your sales by telling all about your marriage, sex life and finances? Maybe the insurance salesman will also say, we don't talk about this with our customers, so it's difficult to talk about business directly. In fact, this kind of "gossip" conversation is meaningless, wasting time and your business opportunities.

8. Ask fewer questions.

In the course of business, insurance salesmen are worried that prospective customers will not understand every word you say, and keep asking questions to each other for fear that they will not understand you. "Do you understand?" "Do you know?" "Do you understand what I mean?" "Do you understand such a simple question?" It seems that an elder or teacher questioned these disgusting topics. As we all know, from sales psychology, questioning customers' understanding all the time will lead to customers' dissatisfaction. This way often makes customers feel that they are not respected at least, and rebellious psychology will follow, which can be said to be a taboo in sales.

If the insurance salesman is really worried that the prospective customer doesn't quite understand in your detailed explanation, you can get to know each other in a tentative tone, "Is there anything I need to explain in detail?" Maybe this will be more acceptable. Perhaps, when the customer really doesn't understand, he will take the initiative to tell the insurance salesman, or let you explain it again. Here, give the salesman a piece of advice, customers are often smarter than us, and don't replace their advantages with our blind spots at will.

9. Flexible and boring topics

There are some boring topics in sales, you may have to explain them to customers, but these topics can be said that everyone doesn't like to hear, and you even want to doze off after listening. However, due to business pressure, it is suggested that insurance salesmen make this kind of words simple and can be summarized. In this way, customers will not feel tired after listening to it, and your sales will be effective. If you have to explain something very important to your customers, Mu Xiulin Yu Lecture Institute advises insurance salesmen not to try their best to force them. In the process of explaining, it is better to find some short stories and jokes that they like to listen to from another angle to stimulate them, and then get back to the point. Maybe it will work better this way.

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