How do novice auto insurance agents communicate with customers?

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How to communicate with customers In sales, there are many examples of communication failure, and what are the reasons? In my dictionary, the so-called communication failure is described as follows: "Not accepted by the customer, or the customer If you don’t understand, everything you say is invalid. The reason for such communication barriers is that the language expression is too weak, the voice, expression or reading skills are insufficient, the wording is inappropriate, or the communication partner simply lacks interest. "In the first place. When contacting customers for the first time, it is crucial to establish a bridge of "trust" or "goodwill" with customers. At the same time, you should first point out the urgency of customer demand for this product, and then arouse customers' desire to buy. Almost all salesmen believe that among all aspects related to sales, communication with customers is the most difficult. In fact, successful communication is difficult because each other has different environments and different positions. I see this slogan in many salesperson training settings: Customers - Your Opponents. Think about it carefully, is this view accurate? Opponents are meant to be defeated or eliminated. You may think this is glorious on the battlefield, but defeating customers in business is a disaster for you. In fact, real negotiations are gentle and have no murderous intentions. The customer also wants to be the winner of this transaction. Therefore, you must give full play to your communication skills with the other party, face the customer with respect and friendliness, and at the same time, let the customer fully feel the efforts you have made for him. Any business can only maintain long-term business if there is a win-win situation. In fact, this is simple common sense. The reason why I reiterate it is because salesmen make this mistake again and again every day. A salesman's personal accomplishment also determines whether he can communicate well with customers. I once met a salesman. During our conversation, he actually spit behind the office door as if no one was watching. My good impression of the salesman disappeared in an instant. In order to respect him, I did not show any blame. The expression just reminded him to pay attention to hygiene. Unexpectedly, after a while, he picked up a tablecloth under the table and wiped his dusty shoes. I couldn't bear it anymore and immediately asked him out without any courtesy. You can imagine, if a salesman does some unhygienic behavior in your office, would you still have the patience to communicate with him? Usually, people's gaze is also one of the means of communication. When we meet a stranger for the first time, the moment of eye contact can often determine whether the future relationship will be friend or foe. This may sound incredible, but it is true. I don’t know if you have ever had this experience. When you meet a stranger for the first time, you develop a liking for him the moment your eyes meet. On other occasions, you meet another stranger. When you see him, you will feel alienated from him. I have been in this situation many times. Therefore, I think that the use of eyes can greatly enhance the persuasiveness of words! If you want to convey persuasion, Thoughts, eyes and words are equally effective! When you are talking to your customers, it is very dangerous if you avoid looking at each other for a long time. This at least indicates that your conversation has no effect. When making sales calls, the salesperson's tone and tone of voice are also the key to effective communication. The Greek philosopher Socrates said: "Please speak so that I can see you clearly." Because he understood that human voice is an expression of personality, and voice comes from the inner body of the human body and is an inner confession. Words change with the sound. In other words, the tone is hidden in the words, and the tone contains the emotion. This is why many salesmen are eloquent but unable to convince customers. If a salesperson's tone reveals fear, hesitation, or lack of confidence, it will be a failure. A person who is as quiet as a virgin must have a low, soft and peaceful voice. By analogy, the voice can really reveal a person's true character! If your voice is low, soft and gentle, it will make others like you. No one wants to listen to loud shouting. If you have communication skills, you can persuade others, and it is also possible to achieve excellent communication effects in business negotiations. The so-called communication is an art of convincing others.

In fact, real communication is based on mutual exchange. When both parties feel good about the conversation, they will involuntarily show some actions to exaggerate it. For example, body language cannot lie! It usually expresses inner intentions more clearly than words! Humor drama master Sammy Morthoe said: "The body is the glove of the soul, and body language is the words of the soul. . If our senses are keen and open enough, and our eyes are sharp enough to capture the information expressed by body language, then it will be much easier to talk and communicate with each other, which is equivalent to opening a direct and unimpeded avenue for communication. The tongue is easier to control than the body, and our body language expresses more clearly than words. The body's response is usually direct and uncompromising, and words can be tactfully modified to cause conflict if not careful. It hurts that people who don’t use gestures when speaking will be so rigid! Basically, if you want to express a message, it is absolutely impossible without the participation of hands or arms. Therefore, it is absolutely impossible to read the other party’s body language and respond accurately. , can also achieve effective communication. Also, only those who truly know how to listen carefully and observe with their eyes can truly grasp the true meaning of communication skills. First, fully understand the customer and his needs. Second, treat the customer as a friend. Serving his needs. Third, giving convenience to customers is giving convenience to yourself.