Almost every insurance sales to maintain a high degree of anytime, anywhere master of suspicion in order to ensure that you have contributed to the timing of each. Because, in the insurance sales, just waiting is not enough.
Experience no matter how much experienced sales staff to promote sales during the time comes, there will always be two different kinds of emotions are mixed with, a very exciting feeling, the other is abnormal tension. Some sales people even bring in close to the important points, the total order to prevail policyholders will be "automatically delivered to their doorsteps" to, then so "to wait", but only until the results of an "empty-handed and return", that's all.
In fact, if sales hold waiting for this negative prospective policyholders say to yourself "I want to cover" mentality, this is the worst of the.
If you have carefully observed that the insurance salesperson, you can easily find almost every one they hold sales led to a high degree of awareness. This positive, highly contributed to sales and the aforementioned negative sense just to wait to form a strong contrast. They all have a strong anywhere contrast to be able to understand exactly what each can contribute to the timing of sales. Because, in the insurance sales, just waiting is not enough.
Then again, this is not in fact promote sales awareness of the patent that salesperson, you can also promote sales awareness training Chuzhe Deng's. Recommend that you may wish to read the tips behind the eleven highly promote sales awareness training focus later, still trying to definitive answers. By then, I believe you more peace with it to promote sales.
1. Every time the call activities, should be seen as a call to promote sales. Because the sales staff either policyholders or prospective policyholders to visit, should make all necessary preparations to promote sales.
2. Promote sales is beneficial in terms of policy holders and harmless. First, eliminate the sales staff to self "to promote sales to policyholders do" mentality. On the contrary, contributed to sales should be "fighting for what the policyholder, such as welfare," is. Moreover, most of the prospective policyholder always managed to escape on the spot to decide whether to insure, or is clung to "shop around do not lose" mentality. Therefore, sales staff to promote sales of the moment in the play on, should be "urged" the role of quasi-insurance policy holders. Insurance is not purchases, but the fleeting benefits; this layer to establish the concept of not only their own sales staff, sales staff also need to communicate with the prospective policyholder, and thus reach a consensus on this a major focus.
3. The sales process in every stage, must have contributed to the psychological preparation. May not necessarily promote sales can only proceed after the product introduction, because the prospective policy holders may visit the sales staff long before the insurers have been making inquiries of products and rates, or is it already decided which products to cover the . Sales staff can not do so is to ask prospective policyholders before making a decision to introduce a comprehensive hearing products, as long as the quasi-insurance policy holders make preparations, the salesperson should act immediately to promote sales.
4. To see the quasi-insurance policy holders can use any application. This is contributed to a major key to the time of sale, and must be the beginning of the interview, put the application on the place everywhere; but the sales staff do not need to rush to explain the terms of the application, just put it on prospective policyholders can clearly see the place enough. The move is necessary in order to avoid potential policyholders in the application, the sales staff will be rummaging around a whirlwind, resulting in unnecessary tensions.
5. Have a positive and responsible attitude. Emotions are highly susceptible to infection. This can be the top sales experts who work ethic, positive, and related to their prospective policyholders also have some impact on the insured households have stock inexplicable power of keen and positive guidance seen. So, those are just waiting for the heart is suspicious of salespeople, they are not also being guideline to prospective policyholders of the insurance coverage the same way uncertainty? So how can we bring this sales?
6. To have the courage to play despite repeated. Many sales staff to promote sales in the aim of policy holders refused to give up after this, knowing that to give up on is a loss for both sides. Sales bonus is not out of business, said prospective policyholders have lost the opportunity to enjoy the insurance benefits. Therefore, unless proven sales associate did not like the insurance policy holders, but also no possibility to change its mind, or else a failure to promote, must also contribute to the second. This is certainly not the salespeople obstinately to prospective policyholders getting mad, annoyed. But a dedicated attitude, helping prospective policyholders to make under the right decision.
7. Sales staff must know when to speak, when to stop, to remain silent. For many salespeople it is extremely difficult because they always like to go on, the result being expressed in constant, to forget the silence when needed, do not say anything. The most should be the time to remain silent is to strongly promote sales in the sales after that time. This time is much pressure when the prospective policyholder, if the sales staff also have talked on prospective policyholders will feel tired, and finally, simply to find a reason to escape from this defining moment.
8. Made "to promote sales of data cards." Sales personnel can prepare some 3 "× 5" blank data card, and then prompted by a sale of each to make a detailed record of a sale of each piece of information recorded in the card. Sales staff also have to carry these cards, so you can reference anywhere some; while also observing a lot of other sales personnel to promote sales of a variety of techniques, and the record will also be in order to strengthen their ability to contribute.
9. "Selectively promote sales" is one of the easiest ways to promote. The so-called "selective promote sales" refers to prospective policyholders to choose between two products in one of the insured, rather than the choice of the insured or prospective insured is not insured. This "selective promote sales" approach does not allow for prospective policyholders caught "is or is not" so much frustrated by the decision; but the other hand, "this or that" the decision to come relatively easy, and the burden of success or failure is not so big. Once the prospective policyholders to answer the question, whether "this" or "that" flatly that he is willing to insure. For example:
Me: Mr. Fang, you want the beneficiary Sao Furen, or your company?
Mr. Fang: my wife.
Me: Great, so since we can now fill in some of the content.
10. Be sure to sign prospective policyholder in the application, so all of the sales process was ended. Sales staff and prospective policyholders can not set a time to fill out another application form, signed, and so is not only unnecessary, but also so that prospective policyholders more time and opportunity to go back. And both the quasi-insurance policy holders is also interested, the sales staff had no reason to leave some details, such as ourselves to give and then do, is not it?
11. Do not promise prospective policyholders, the back and then by telephone to determine whether he is insured. Because the "re-determine the" method, but insurance will decline so that prospective policyholders, but also make him forget what exactly the benefits of insurance. So often all likelihood the "phone and then determine" the results have been led to defeat.
Try the above eleven, is not better than "sit back and wait" type of mentality contributed, but also allows you to promote sales without fear in the face of the moment?
Contributed to policy holders in terms of sales is not only aimed at the key moment, in fact, sales staff, it is also a decisive moment. Therefore, the above eleven Although each has its different to that item, but in general, is to train sales personnel, "with confidence", "standby" and "explosive" and promote sales awareness, this is to facilitate sales of the highest guiding principle.
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