What initial words do you usually use to communicate with customers when running insurance business?

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, the correct concept and mentality of excellent salesmen Question 1: What is the key factor that determines the success of a salesman? Thinking, asking questions, answering and explaining: The 2/8 rule of a successful salesman overcomes the salesman's fear of failure and enhances the salesman's self-confidence and self-worth. The salesman must have a strong ambition, full confidence and knowledge in the product, a high degree of enthusiasm and service, and an extraordinary affinity. The salesman must be responsible for the result (sense of responsibility). Second, How do excellent salesmen develop and accept potential customers? Question 2: What are your experiences in contacting and developing new customers? Think, ask questions and answer explanations: Let customers pay 1% attention to the key points of our telephone customer development. Note 3: How do excellent salesmen establish affinity with customers? Question 3: What are your experiences in how to build good relations with customers? Thinking, asking questions, answering and explaining: affinity is equal to the basic affinity of the sales building. Methodological thread synchronization, intonation and speech speed synchronization, physiological state synchronization, language synchronization, and integrated architecture method 4. How do excellent salesmen introduce their products? Question 4: Can you clearly tell the buying point of your products and the advantages of the company? Thinking, asking questions, answering and explaining: The specially designed product introduction is 2 times more efficient than the product introduction without design. The product introduction method is pre-frame method/hypothetical syntax/descending introduction method to find out the most concerned interests of customers/listening skills. Interactive introduction method/visual sales method/hypothetical transaction method V. How do excellent salesmen remove customer resistance? V. What are your experiences in removing customer resistance? Thinking, asking questions, answering and explaining: customer's resistance is normal, and customer's resistance is to ask you questions. Seven common resistance and countermeasures: silence/excuse/criticism/question-based subjective/suspicious methods and skills to deal with resistance. VI. How do excellent salesmen conclude a transaction? VI. What are your experiences on how to successfully create a transaction? Thinking, asking questions, answering and explaining: three mistakes that should be avoided when concluding a transaction to relieve customers' resistance to price. 1 ways to conclude a transaction to find new customers by using customer referrals. VII. How do excellent salesmen plan and manage their time? VII. How do you plan and manage your time? Explanation: Nine Secrets of Time Management How to Make a Correct Time Management Concept Eight. How Do Excellent Salesmen Deal with the Problem of Bargaining Eight. What are your experiences in dealing with the problem of haggling? Thinking, asking and answering explanations: Common causes of haggling How do killers deal with the problem of haggling? How do excellent salesmen improve their sales performance Nine. How do you improve your sales performance? Thinking, asking questions and answering explanations: sales must be "intentional", sales must be innovative, sales must be competitive, and sales must be vigorous. There are three factors that affect success: mentality, timing, courage, ten commandments of sales and sales process. 1. Crying children have milk to eat. When many salesmen start to do business, they are often very motivated. They find customers, send samples, and don't know what to do when they quote the price. They often give up all their efforts. In fact, you should keep asking him when your order will be placed, and keep asking him until there is a result. In fact, purchasing is just waiting for us to ask him, just like a child doesn't cry, how do we know that he is hungry? You should fish, not cast a net. The most effective and comfortable way to run a business is to use fishing, just like when we started chasing girls, can we chase several girls at the same time and then have one in Botha? Let's catch a glimpse of one and pursue her tirelessly until we succeed. I run my own business like this. I will choose the right industry. For example, if I want to be an earphone industry, I will pick about three of the industries to attack him seriously until I get into it, and the rest will be easy to do in the future. In this way, when you account for 8% of the headset industry, we will transfer to other industries and copy it. Just like fishing, it is very comfortable to catch the big one and fish one by one. 3. Bold, cautious and thick-skinned. When we were young, the older ones told us that we were bold, cautious and thick-skinned. In fact, doing business is like chasing girls. The result of the conversation is not important, but the atmosphere of the process is very important. When chatting with purchasing, we often pay great attention to the content of the conversation and always say that there is no topic. In fact, we should pay attention to the process and atmosphere of our conversation. If we talk happily and harmoniously that day, our feelings will be very close. After many days, we often forget what we talked about at that time and only remember the day when we talked well. In fact, the same is true for purchasing. We will give him a quotation for the price, a quality certificate for the quality, and we will stamp and sign it back to him at the delivery date, so we just need to talk with things outside the business, and it is best to talk about the issues he is interested in. There must be a probation period. When a customer does it, it's like a man and a woman getting married. Finding a customer is like finding a dream lover. From making a phone call to placing an order is as long as sending a love letter to getting engaged. When you get married, you have to live seriously. Let's not make it big at once. It's hard to maintain the freshness of getting married at first sight. We should all give our customers some time to check each other's credit, service and so on. 6. Don't save face when doing business. When the business is done, when it comes to collecting money, many people will think that I am so familiar with purchasing that I feel embarrassed to chase his money all day long. Therefore, we rarely chase money or stop chasing it after several times. In fact, we have to get the payment before we can get the commission. It is only natural to pay back the debt. If you owe him too much, your business will not last long. I don't usually ask him to arrange the payment, but I say, Mr. * *, you arrange the payment for me on Wednesday, and I'll pick it up that afternoon. Sometimes he says that day won't work, so I say, Tuesday will do, and he often says Wednesday will do. We will keep calling them until he knows it's me as soon as he hears the voice. It's best to make him think about you. Doing business is like falling in love. We can't expect others to marry you after one appointment. Purchasing is forgetful, so we should constantly remind him. There are two points about being careful: for yourself, before being a customer, you should be careful to know everything about the customer. For example, who he did business with before, that is, who your competitors are. Knowing this, you can quote and make countermeasures. Understand why customers want to do business with you. If someone else refuses to supply them, we can ask him to make cash, and he will definitely default. If it is the opponent's fault, such as poor quality, high price and poor service, you can make corresponding countermeasures to deal with him. If you do something better than your opponent and make him do it with you, then you will know how to do it later. For the customer, always pay attention to the topics that the customer likes and his hobbies. If he likes, talk to him more. Pay attention to his every move, and you can do whatever you like. 3. About the salesman himself. Many people think that it is best for a salesman to be tall and handsome. A salesman must be eloquent and articulate, and he can spit out oil in his mouth to be eloquent. Salespeople must be able to smoke, carry cigarettes with them at all times, and send them to everyone. Salespeople must know how to drink, liquor and beer. In fact, I feel that these are not important. Personally, I am less than 16MM tall. When I first started my business, I felt very inferior and my speech was not fluent, let alone eloquent. I never smoke. I drink a bottle of beer at most, and I get drunk when I drink more, but diligence can make up for it. When I first started my business, I was in Huizhou, and for the first three months, I took some clothes and went to my brother's factory in Dongguan for a few days. An industrial zone, a run of industrial zones. In this way, I walked for three months, and a few customers also ran down, but a pair of leather shoes were rotten, and people were as black as black carbon heads. I'm starting my own factory now. I often ask salesmen whether the first three months are a human life, and it's ok after they get through it, so the business office is outside the factory. 4. Do you want to give kickbacks on business? This is the biggest headache. I also posted some posts about kickbacks in Ali before, and my friends' posts are also different, which makes sense. You can have a look if you are interested. My personal idea is not to give kickbacks as much as possible, even if it is difficult or impossible to get in. If customers really do it by quality and price, if they are better in service, they will have more opportunities to do it. Do you think you can satisfy the purchasing heart forever? If your product is very advantageous, it will be difficult to have any high value in the product if others give kickbacks, and the life of purchasing is very short. When he leaves, it is often easy for others to make it at a low price. 5. About the salesman's speculation. I also posted a lot of posts, and many people talked about it. Personally, I don't think we should speculate when we are on the job. We should be honest and principled people. Speculating will not increase your extra income, but will make you nervous. If you are really capable, you can start a business and do it yourself, so that others can serve you. 1. Looks are not annoying. If you are not good-looking, let yourself be talented. If you have no talent, always smile. 2. temperament is the key. If you can't learn fashion well, you'd rather be simple. 3. When shaking hands with people, you can hold them for a while. Sincerity is a treasure. You don't have to use me as the subject. 5. Don't borrow money from friends. 6. Don't force guests to look at your family photo album. 7. When taking a taxi, please sit next to the driver first. 8. Insist on saying nice things about others behind their backs, and don't worry that these nice things won't reach the ears of the parties. 9. When someone speaks ill of someone in front of you, you just smile. 1. Drive your own car, don't stop to say hello to a colleague who rides a bike. People will think you are showing off. 11. Visit your colleague when he is ill. Sit naturally in his hospital bed and wash your hands carefully when you get home. 12. Don't let everyone know about the past. 13. Respect people who don't like you. 14. Do things right, not people; Or be ruthless about things and have affection for people; Or be the first and do things second. 15. Self-criticism always makes people believe, but self-praise is not. 16. Nothing can improve your bowling performance more than onlookers. So, don't be stingy with your cheers. 17. Don't take others' kindness for granted. You know, gratitude. 18. The myna on the banyan tree was talking, but only talking but not listening, and the result was a mess. Learn to listen. 19. Respect the master in the reception room and the cleaning aunt. 2. Remember to always start with us when you speak. 21. Applause for everyone who sings on stage. 22. Sometimes you should know perfectly well past ask: Your diamond ring is very expensive! Sometimes, even if you want to ask, you can't ask. For example, everyone knows how old you are, but some words should not be said on some occasions. We often see the phenomenon that a business is ruined by one sentence in sales. If a salesman can avoid making a slip of the tongue, the business will definitely be fruitful. To this end, the author summarizes nine things that should not be said when disaster comes from his mouth, hoping that business personnel must avoid it. 1. Don't say critical words. This is a common problem of many business people, especially newcomers. Sometimes, when they speak without thinking, they blurt out and hurt others, and they don't feel it. A common example, after seeing the first sentence of a customer, is that your building is really difficult to climb! This dress doesn't look good. It doesn't suit you at all. This tea tastes terrible. Or your business card is so corny! Life is worth more than death! These blurted words contain criticism. Although we don't mean to criticize and accuse, we just want to make a round taste and have an opening speech, which sounds uncomfortable to customers. Editor's recommendation: six steps to guide customers to say that they are the top luxury cruise ships (photos) that have surpassed Titanic. Interview skills 11 recruit people to say that they are willing to do a good word, that is to say, everyone wants to be affirmed by the other party, and everyone likes to hear good words. Otherwise, how can praise and encouragement make an idiot a genius, and criticism and complaint make a genius an idiot? Who wants to be criticized in this world? Business people are engaged in sales promotion, and they deal with people every day. Praise words should be said more, but they should also be paid attention to in moderation. Otherwise, people will feel hypocritical and lack sincerity. Just like Aunt Wang, who lives in my compound, one day after the salesman said goodbye to her, she came to us and said, Don't listen to him. His mouth is so sweet that it's all fake. Why are the people trained by this insurance company all the same? They are glib and slick! You see, this aunt Wang reminds us invisibly that the complimentary words in conversation with customers should come from your heart, and you can't praise them blindly. You know, if you are humble and naturally express them, you can win people's hearts and convince people. 2. Put an end to subjective issues. Business talks have nothing to do with your sales promotion. You'd better not participate in discussions, such as politics and religion, which involve subjective consciousness. No matter what you say is right or wrong, it has no substantive significance for your sales promotion. Some of our newcomers, who have not been involved in this industry for a long time and are inexperienced, are inevitably unable to master the customer's topics in the process of interacting with customers. They often follow customers to discuss some subjective issues, and finally their opinions will be divided. Some of them won the upper hand on some issues, but after the fight, a business fell through. What's the point of arguing about such subjective issues? However, experienced old salesmen, in dealing with such subjective issues, will start some discussions with customers' views at first, but in the debate, they will immediately lead the topic to the products they are selling. In a word, I think that everything that has nothing to do with sales should be put aside, especially subjective issues. As a salesman, we should try our best to put an end to it, and it is best to avoid talking about it, which will be good for your sales. 3. Use less technical terms. Mr. Li has been engaged in life insurance for less than two months. As soon as he entered the battle, he showed off to his customers that he was an expert in the insurance industry. A lot of technical terms were stuffed into customers on the phone, and all customers felt great pressure. After meeting with customers, Mr. Li gave full play to his specialty one after another, and a lot of technical terms such as premium exemption, rate, creditor's rights, creditor's rights beneficiary, etc., made customers feel like they were groping in the dark, and the other party's antipathy resulted. It was natural to refuse, and Mr. Li unconsciously missed the business opportunity to promote sales. After careful analysis, we will find that the salesman treats the customers as colleagues in training them, and they are full of specialties. How can people accept it? Since I don't understand, how can I buy products? If you can convert these terms with simple words, so that people can understand them clearly after listening, then the communication purpose can be effectively achieved and the product sales will be unimpeded. 4. Don't exaggerate the function of the product without exaggerating the untrue words! This false behavior, customers in the future to enjoy the product, will eventually know what you said is true or false. Just because you want to achieve a temporary sales performance, you must exaggerate the function and value of the product, which is bound to plant a time bomb. Once a dispute arises, the consequences will be unimaginable. Every product has its advantages and disadvantages. As a salesman, we should stand in an objective angle, clearly analyze the advantages and disadvantages of products with customers, and help customers shop around, only knowing.