What words can impress customers to buy insurance?

For a long time, people have a correct image in their hearts. If there is a contrast with reality, there will be cognitive disharmony, people will have a feeling of uneasiness, and they will have a kind of pressure, which in turn will generate motivation, be responsible for themselves and be spontaneous. When the reality coincides with the image in your mind, people's motivation will be zero, and so will sales.

Because there is a law of "pursuing happiness and avoiding pain" in human nature, when we communicate with our customers, we must "say enough about the benefits and make it clear about the pain", so that the transaction has already reached half.

First of all, fully explain the benefits

Selling is selling the future and depicting a beautiful image.

This is how sales are conducted. When people's present situation is crooked, we must establish a new and correct image for them. Otherwise, the customer doesn't have the correct image in his mind, and if he is crooked, he thinks I am quite normal now. But when you set up a new image for him and make it clear, customers will like the new and hate the old, and begin to be dissatisfied with the old. When customers feel that there is a new scheme, they must change the old situation. He will automatically search for corrections until he matches the current image with the image you set for him, so that the customer can achieve your trading purpose.

Among them, psychological image is a great guiding factor.

Case: The salesperson sells 300,000 yuan a day.

Case introduction: The general manager of a company was surprised to find that one of his employees actually sold 300 thousand dollars a day, so he went to find out.

"Well," said the salesman, "a person came in to buy things. I sold him a small hook first, and then told him that a small hook can't catch a big fish, so he bought a big hook. I reminded him again, so, didn't the fish run away? So he bought a medium-sized hook. Then, I sold him a small fishing line, a medium fishing line and finally a big fishing line. Next, I asked him where to go fishing. He said the seaside. I suggested that he buy a boat, so I took him to the boat counter and sold him a 20-foot-long twin-engine schooner. He told me that his car might not be able to tow such a big boat, so I took him to the car sales area and sold him a new Toyota luxury cruiser. "

The manager took two steps back and asked incredulously, "Can you sell a customer so many things just by buying a fishhook?" "No," replied the salesman, "he came to buy a needle for his wife. I asked him,' Your weekend was ruined. "Why don't you go fishing?" "

Case study: (1) How many times did the employee create a wish image for the customer? (2) How did he induce customers to reach a deal step by step?

Analysis conclusion: In this case, we can see that the salesman helps the customer to explore his unconscious needs by establishing a new image of desire in the customer's mind again and again, thus reaching a deal.

It is necessary to induce customers' buying impulse well. It is an important step to establish a willing image in the customer's mind in time to satisfy the customer's internal drive.

Psychological image is the driving source of people's behavior. Once this image is compared, people will feel a sense of oppression and discomfort, and they will be eager to change. But sometimes, without navigation, even if the image is crooked, people won't realize it. Just like the customer in the case, he didn't realize that he lacked these things and didn't feel uncomfortable until the salesman reminded him (that is, he didn't navigate for him), but once the salesman took this new image, he could see the advantages of buying these things (for example, he could have a happy weekend) and the disadvantages of not buying them (for example, the fish didn't run away? ) In his mind, there was a feeling that "the image in his heart was crooked", and the pressure and discomfort induced him to buy a lot of unexpected things.

This case vividly tells us that sales are related to people's psychology. Knowing how to tap the deep needs of customers and constantly build a new image of their wishes can sometimes get twice the result with half the effort.

Second, create something painful enough.

Help the customer think clearly about the benefits and pains, and he will be willing to do business with you. Help the customer think clearly about the benefits and pains, and he will be willing to do business with you. You help customers think about their image, which is essentially to build their will. Once a person has an image in his mind, he will search for himself, which is caused by the network activation system. People's reticular activation system is people's network nerve. Like radar, it collects useful things and remains vigilant, and then makes decisions for itself.

When your products are not much different from those of competitors, it is best to make great achievements in interpersonal relationships, such as strengthening word-of-mouth and service quality, which is the most valuable. When selling, you have to say the most valuable thing, and then sell the plan. You may find it a bit difficult, but an enterprise needs a salesperson to sell its products under many unfavorable circumstances, even at a high price. This is the last sentence. If it is good and cheap, what do you want? There are two hard truths for our sales staff-first, sell it; Second, the price.

Paying is always a painful thing, so refusing becomes an instinct. For customers, paying is always a painful thing, so refusing becomes an instinct. But if we can make the "pain of not buying things" exceed the pain of spending money, customers will be willing to do business with us. This will test the personal quality of sales staff.

In real life, many people have experienced toothache. When his toothache symptoms first appeared, he had only two points of pain. At this time, he is unwilling to go to the hospital for treatment. Why? Because going to the hospital to see a dentist will hurt 5 points: he doesn't have time to wait in line at the hospital. In addition, going to the hospital for treatment will cost more; Doctors will take medical measures, but it will aggravate the toothache. Therefore, when both sides are in pain, there is no doubt that he will choose the one with less pain. When this person has a toothache that he can't stand, he will definitely go to the hospital for treatment, with a pain of 8-9 points. At this time, the doctor will try his best to him, and even this painful tooth will be uprooted, and he is willing to endure it.

It hurts to spend money on products, but it only hurts 2 points. If the consequence of not buying this product is 8 points of pain, then customers will definitely choose to buy it.

Case: shaping pain and selling big orders successfully

Case introduction: There was a female entrepreneur, both of whom started their own businesses. When Xiao Zhang, an insurance salesman, visited their home, his sister received him.

Elder sister: Hello! Xiao Zhang, our whole family knows you. You are really excellent, but I tell you, after our family's research, we decided not to buy insurance.

Xiao Zhang: Can you tell me why you don't buy it?

Elder sister: Because I have the habit of shopping, when I decide what to buy, I will ask myself a word. I'll decide whether to buy it or not after asking.

Xiao Zhang: How to ask for insurance?

Elder sister: I once went to the International Mall and saw a platinum diamond necklace. It's really beautiful, more than 270 thousand sets! As for this platinum diamond necklace, I have dreamed of it for a long time and have seen it several times. When I was ready to pay, I asked myself all the way, would I die if I didn't buy it? I have come to the conclusion that I will not die. Is there anything else to replace it? Of course there is. I asked myself the same question when I bought insurance this time. Xiao Zhang, let me ask you something. You asked me to buy insurance. Will I die if I don't buy insurance?

Xiao Zhang: Thank you, Sister. It's a good thing you reminded me. People will not die if they don't buy insurance, and they will die miserably if they die. Of course, it's not that you die miserably, but that people who rely on you will be miserable. Because after you died, they were sad. You don't need anything But the living people, they have difficulties in everything and need everything. Insurance is the only way to ensure one loses one, and there is no substitute! ……

After this conversation, my sister finally agreed.

Case study: (1) What kind of mentality does this elder sister's words reflect when people buy? (2) How did Xiao Zhang create pain?

Analysis conclusion: Although the customer is a little heartbroken when paying the money, although the customer has other reasons to refuse us, if we tell the customer the consequences of not buying, we can also urge the customer to buy. This example fully shows that buying is a process of "pursuing happiness and avoiding pain". Under the influence of this kind of psychology, customers will have a kind of preventive psychology when buying any products. But if we can create enough pain, we can break the psychological defense of our customers and urge them to make a deal.

Help the customer consider the benefits and pains, and he will be willing to do business with you. You help customers think of a good image, which is essentially to build a will, a willingness to demand, to help you reach a deal.

1. It is undoubtedly necessary for sales representatives to sell scientific knowledge. Sales without knowledge can only be regarded as speculation and can't really experience the fun of sales.

2. Successful promotion is not an accidental story, but the result of sales representatives learning, planning and applying knowledge and skills.

3. Sales promotion is the application of common sense, but only by applying these concepts that have been proved by practice to the activists can it produce results.

Before making a blockbuster, you must be prepared for boredom.

5. Never neglect the preparation and planning before promotion, only when you are prepared can you win. Prepare sales tools, opening remarks, questions to ask, words to say and possible answers.

6. The combination of sufficient preparation in advance and inspiration on the spot often leads to the disintegration of a powerful opponent and success. 7. The best sales representatives are those who have the best attitude, the richest commodity knowledge and the most thoughtful service.

8. Be sure to learn and remember the information, brochures and advertisements related to the company's products, and collect the advertisements, promotional materials and brochures of competitors for research and analysis, so as to know yourself and take corresponding countermeasures.

9. Sales representatives must read more books and magazines on economy and sales, especially daily newspapers, to understand the news and news events of the country and society. Visiting customers is often the best topic. They will not be ignorant or knowledgeable.

10. The way to get orders begins with finding customers. Cultivating customers is more important than current sales. If we stop adding new customers, sales representatives will no longer have a source of success.

1 1. A transaction that is unfavorable to customers is bound to be harmful to sales representatives, which is the most important business ethics.

12. When visiting customers, the principle that sales representatives should believe in is to grab a handful of sand even if they fall. This means that the sales representative can't go home empty-handed. Even if the promotion is not over, ask the customer to introduce you to a new customer.

13. Select customers. Measure customers' willingness and ability to buy, and don't waste time on indecisive people.

14. The important rule of a strong first impression is to help people feel important.

15. Be punctual for appointments-Being late means: I don't respect your time. There is no reason for being late. If you can't avoid being late, you must call and apologize before the appointed time, and then continue the unfinished sales promotion work.

16. Sell to Mr. Power who can make a purchase decision. If your sales partner has no right to say buy, you can't sell anything.

17. Every sales representative should realize that sales can be successful only if you keep an eye on your customers.

18. Approaching customers in a planned and natural way, making customers feel favorable and negotiating smoothly, is the work and strategy that sales representatives must work hard to prepare in advance.

19. It is impossible for a sales representative to reach a deal with every customer he visits. He should try to visit more customers to increase the percentage of transactions.

20. Know your customers, because they decide your performance.

2 1. Before becoming an excellent sales representative, you should be an excellent investigator. You must discover, track and investigate until you know everything about your customers and make them your good friends.

22. Believe that your product is a necessary condition for a sales representative: this confidence will be passed on to your customers. If you have no confidence in your product, your customers will naturally have no confidence in it. Customers are not so much convinced by your high-level logic as by your high self-confidence.

23. Excellent sales representatives can tolerate failure partly because they have confidence in themselves and the products they sell.

24. Know your customers and meet their needs. Not knowing the needs of customers is like walking in the dark, wasting energy and not seeing the results.

For sales representatives, nothing is more precious than time. Knowing and choosing customers is to let the sales representative focus his time and energy on the most likely customers, instead of wasting it on people who can't buy your products. 26. There are three rules to increase sales: first, pay attention to your important customers; Second, be more focused; Third, be more focused.

27. There is no distinction between high and low customers, but there are grades. Determining the number and time of visits according to the customer level can make the time of sales representatives play the most effective role.

28. Approaching customers must not be formulaic, so we must make full preparations in advance and adopt the way and opening remarks that are most suitable for all kinds of customers.

29. Promotion opportunities are often fleeting, so we must judge quickly and accurately, pay close attention to them, don't miss them, and strive to create them.

30. Focus on the right goal, the right time use and the right customers, and you will have the eyes of a tiger in sales promotion. 3 1. The golden rule of sales promotion is to treat others as you want them to treat you; The platinum rule of promotion is to treat people the way they like.

32. Let customers speak for themselves. Let a person talk about himself, which can give you a good opportunity to explore similarities, build a good impression and increase the chances of completing sales promotion.

33. In sales promotion, you must be patient and visit constantly, so as not to be too hasty and not to be taken lightly. Be sure to take your time, watch the face, and facilitate the transaction at an appropriate time.

Don't be discouraged when the customer refuses to sell. Make further efforts to convince customers, and try to find out the reasons for their refusal, and then prescribe the right medicine.

35. If you are curious about the people around your customers, explain and introduce them enthusiastically and patiently, even if it is impossible to buy them. It should be noted that they are likely to directly or indirectly influence customers' decisions.

36. Sales are for helping customers, not for commission.

37. In this world, what do sales representatives rely on to resonate with customers? Some people convince people with agile thinking and meticulous logic; Some people move people's hearts with passionate and generous statements. However, these are all questions of form. At any time, anywhere, to convince anyone, only one factor will always work: sincerity.

38. Don't sell but help. Selling is for customers, and helping is for customers.

39. Customers' thinking is logical, but it is emotion that drives them to take action. Therefore, the sales representative must press the customer's heart button.

40. The relationship between sales representatives and customers never needs formulas and theories such as calculus, but needs topics such as today's news and weather. So, don't try to impress customers with simple truth.

4 1. Touch the customer's heart instead of his head, because the heart is closer to the customer's wallet pocket.

42. When you can't answer the customer's objection, don't perfunctory, cheat or deliberately refute it. You must answer as many questions as possible. If you don't get to the point, you must ask the leader as soon as possible to give the customer the fastest, satisfactory and correct answer.

43. Listen to buying signal-If you listen carefully, you will usually be prompted when customers decide to buy. Listening is more important than speaking.

44. The rules of the game of promotion are: a series of activities for the purpose of concluding a transaction. Although agreement is not everything, there is nothing without agreement.

45. Rule number one of the transaction rules: invite customers to buy. However, 7 1% sales representatives failed to reach a deal with customers because they did not ask customers for a deal.

46. If you don't ask the customer for a transaction, it's like you aimed at the target but didn't pull the trigger.

47. When you clinch a deal, you have firm confidence, and you are the embodiment of success. As an old proverb says, success comes from success.

48. If the sales representative can't get the customer to sign the bill, product knowledge and sales skills are meaningless. No deals, no sales, that's all.

49. Not getting an order is not a shame, but it is not clear why not getting an order is a shame.

50. The conclusion suggests that the right solution should be put forward to the right customer at the right time.

5 1. When closing the transaction, we should persuade the customer to take action now. Delaying the transaction may lose the opportunity to close the transaction. A marketing motto is: today's orders are in front of us, and tomorrow's orders are far away.

52. Overcome trading obstacles with confidence. Promotion is often the ability to express and create purchasing confidence. If customers have no confidence to buy, even if it is cheaper, it will not help, and low prices will often scare customers away.

53. If the transaction fails, the sales representative should immediately arrange the next meeting date with the customer. If you can't make an appointment for the next meeting when you meet the customer face to face, it will be even more difficult to meet the customer later. Every call you make must lead to at least some form of sales.

A sales representative should never treat a customer rudely because he didn't buy your product. In that case, you will lose not only a sales opportunity, but also a customer.

55. Track, track, and track again-If you need to contact the customer five to 10 times to complete a promotion, then you must reach 10 times at all costs.

56. Get along well with others (colleagues and customers). Promotion is not a one-man show, we should work together with colleagues and become partners with customers.

57. Hard work will bring luck-take a closer look at those lucky people. They have worked hard for many years, and you can be as good as them.

58. Don't blame others for failure-taking responsibility is the pillar of accomplishing things, effort is the standard of success, and completing tasks is your reward (money is not a reward-money is only an accessory to successfully completing tasks).

59. Persistence-Can you regard "no" as a challenge, not a refusal? Are you willing to stick to the 5 to 10 visits needed to complete the promotion? If you can do it, then you will begin to feel the power of persistence.

60. Find out your success formula by numbers-determine how many leads, how many phone calls, how many potential customers, how many meetings, how many product introductions, and how many times you have followed this formula.

6 1. Face the work with enthusiasm-let every promotion make people feel that this is the best one.

62. Make a deep impression on customers-this impression includes innovative image and professional image. How did the customer describe you when you left? You are always making an impression on others, sometimes dim and sometimes bright; Sometimes it's good, sometimes it's not. You can choose the impression you want to leave others, and you must also be responsible for the impression you leave.

63. The first law of sales promotion failure is to compete with customers.

64. The most obvious offensive against competitors is courtesy, goods, warm service and professionalism. The stupidest way to deal with a competitor's offensive is to speak ill of him.

65. A sales representative is sometimes like an actor, but once engaged in sales promotion, he must be professional and confident, and affirm that his work is the most valuable and meaningful.

66. Enjoy yourself-this is the most important rule. If you love what you do, your achievements will be more outstanding. Doing what you like will bring joy to people around you. Happiness is contagious.

67. Performance is the life of a sales representative, but it is wrong to ignore business ethics and do whatever it takes to achieve performance. Dishonorable success will sow the seeds of failure for the future.

68. Sales representatives must always pay attention to comparing annual and monthly performance fluctuations, conduct introspection and review, and find out the crux: human factors or market fluctuations? Is it a competitor's strategic factor or a company's policy change, etc. , so as to actually grasp the correct situation, find countermeasures, complete the task and create good results.

69. Pre-sale flattery is not as good as after-sale service, which will attract customers permanently.

70. If you send away a happy customer, he will promote it everywhere and help you attract more customers.

7 1. Your neglect of old customer service is precisely the opportunity of competitors. At this rate, it won't be long before you fall into crisis.

72. We can't count how many customers have lost because of a small mistake-forgetting to call back, being late for an appointment, not saying thank you, forgetting to fulfill the promise to customers and so on. These little things are the difference between a successful sales representative and a failed sales representative.

73. Writing to customers is one of the best opportunities for you to be different or better than other sales representatives.

74. The survey shows that 7 1% customers buy your products because they like you, trust you and respect you. Therefore, selling is to sell yourself first.

75. Etiquette, appearance, speech and manners are the sources of the impression that people get along well with each other, and sales representatives must make more efforts in this respect.

76. Clothes can't make a perfect person, but 90% of the impression you get when you meet for the first time comes from clothes.

77. The first transaction depends on the charm of the product, and the second transaction depends on the charm of the service.

78. Credit is the biggest asset in sales promotion, and personality is the biggest asset in sales promotion. Therefore, sales representatives can use various strategies and means, but they must not deceive customers.

79. Sales will improve only when customers speak. So, don't interrupt the customer when he is talking, but allow the customer to interrupt you when he is talking. Promotion is a silent art.

80. As far as sales promotion is concerned, listening is more important than speaking well.

8 1. The most common mistake in sales promotion is that the sales representative talks too much! Many sales representatives talk too much and don't give customers who say "no" a chance to change their minds.

82. Win the favor of customers before selling. The best way to win sales promotion is to win the hearts of customers. People are more likely to buy from friends than from sales representatives.

83. If you want to sell successfully, you must press the customer's heart button.

It is estimated that 50% of the sales promotion is done because of friendship. In other words, because sales representatives don't make friends with customers, you are giving away 50% of the market. Friendship is the magic weapon of super promotion.

85. If you complete a promotion, you will get a commission; You can make a fortune by making friends.

86. Loyalty to customers is more important than loyalty to God. You can cheat God a hundred times, but you must never cheat a client once. 87. Remember: customers always like people who are liked and respect people who deserve respect.

88. In sales activities, personality and products are equally important. Only in the hands of sales representatives with excellent personality can high-quality products win a long-term market.

89. The sales representative's praise for customers should ring like a bell.

90. You will lose one transaction if you are too enthusiastic, and you will lose one hundred transactions if you are not enthusiastic enough. Enthusiasm is far more infectious than rhetoric.

9 1. The bigger your business is, the more you care about customer service. After tasting the sweetness of success, the fastest way to get into trouble is to ignore after-sales service.

92. Difficult customers are the best teachers for sales representatives.

93. Customer complaints should be regarded as sacred language, and any criticism should be acceptable.

94. Correctly handle customer complaints = improve customer satisfaction = increase customer purchasing tendency = rich profits.

95. Closing a deal is not the end of sales work, but the beginning of the next sales activity. The sales work will not end, but will only start from scratch again and again.

96. Successful people are those who learn from failure without being intimidated by it. One thing that sales representatives should not forget is that the lessons learned from failures are easier to remember than the experiences gained from successes.

97. Never blame the target for not hitting it. Business failure is by no means the customer's fault.

98. Ask any professional sales representative the secret of success, and he will definitely answer: persistence.

99. Nothing in the world can replace persistence. Talent is not good-talented people are everywhere: smart people are not good-people are used to poor smart people and education is not good-there are many educated people everywhere in the world. Only persistence and determination are the most important. Remember: the light that comes on first goes out first. Don't be a star of tomorrow. Persistence can last long.

100. When a person is old, he will be poor and miserable. It is not that the man did anything wrong before, but that he did nothing.

Hope to adopt! What! (although it is a bit much. . . . . . ≥△≤ but it must be adopted! )

Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.