Automobile insurance sales skills and vocabulary

Automobile insurance sales skills and oral expression skills

I. Auto Insurance Sales Skills With the rapid growth of the auto sales market, the auto insurance industry has developed and the market capacity has been expanding, which has made insurance companies strengthen their auto insurance business one after another. How to improve auto insurance sales skills is one of the main contents. The first skill of auto insurance salespeople is to let themselves know what auto insurance can provide for the insured and what the insured can get, which requires salespeople to master their product service features and functions skillfully. This is also a problem that auto insurance salesmen should communicate and discuss with policyholders. Next, let's look at the basic skills of auto insurance sales.

1. Listen carefully. When recommending auto insurance products to customers, customers always talk about their own ideas. When customers decide whether to buy, they usually get hints from their words. The level of listening can determine the proportion of sales people's transactions; In addition, listening carefully to what customers say and asking leading questions purposefully can explore the real needs of customers; Moreover, listening carefully gives customers a better impression than chattering.

2. Fully prepared, proactive and fully prepared is the best driving force for tapping customers and achieving success. Aside from the preparation of selling products, as an insurance salesman, before contacting customers, these preparations must be done well, including the understanding of customers, self-introduction, what to say, what questions to ask, and questions that customers may ask. And the response to emergencies.

3. Ability to analyze facts According to the statistics of historical data, about half of the 90-95% rejected customers are customers who will give up as long as they refuse on the phone. How to tap the purchasing potential of these customers as much as possible and turn a seemingly impossible conversation into actual sales performance is very critical for insurance salespeople to overcome telephone rejection and improve their ability to analyze facts. When recommending products to customers, insurance salesmen will refuse them for various reasons, such as: no need, no money, already bought, distrust, no hurry, no interest, etc. But what customers say is not necessarily true, and they often don't tell the salesperson the real reason for refusing at the beginning. Salespeople should realize that customers' rejection does not mean that they are not interested in the recommended products, because there are many other factors that affect customers' decisions. For example, the trust of the company you represent, the service situation, the advantages compared with competitors and so on. At this time, salespeople need to have certain sensitivity and ability to analyze facts, and analyze whether customers have demand and purchasing power from their speeches, so as to use some skills to persuade customers to buy products.

4. Understand the content and characteristics of the products sold. In most cases, when customers hear about auto insurance, they already have a general concept of the product. However, when it comes to the specific content of auto insurance, it needs a detailed introduction by sales staff, especially highlighting the characteristics of recommended products, in order to attract customers to buy. Of course, these introductions must be based on facts. We can neither exaggerate the benefits that customers can enjoy after purchasing, nor highlight our products by attacking other products in the same industry. Otherwise, it is likely to be self-defeating and won't be trusted by customers.

5. Have the ability of continuous learning. People in all industries should strengthen their study. There is a saying that it is never too old to learn. As an auto insurance salesman, we should constantly strengthen our study.

The object and content of learning include three aspects: First, learning from books. Mainly some theoretical knowledge, such as: how to conduct telephone sales, sales skills and so on. ; Second, learn by doing. The training and discussion organized by the unit are opportunities for everyone to learn. In addition, colleagues should also take advantage of various opportunities to learn from each other; Third, learn from customers. Customers are our good teachers, and their needs are the selling points of our products. At the same time, sales staff may learn about other products in the same industry from customers. Auto insurance salesmen should cherish every opportunity to communicate with customers, get as much information as possible and supplement more knowledge.

6. Pay attention to and collect relevant information at any time. Since auto insurance is closely related to everyone's life, as employees in this industry, they should pay more attention to the occurrence of auto insurance-related events in peacetime.

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