1. Diligent insurance sales staff
Sales in all walks of life are very good, especially those who do insurance sales.
Over the years, seniors have taught us, and we have taught new recruits, insurance life, life in insurance.
Because of the particularity of insurance, everyone may be your customer.
The poor need insurance so that they will not go into debt due to illness, people with a little money need insurance to preserve and increase their value against inflation, and people with a lot of money need insurance to ensure the harmonious inheritance of wealth.
So, we've always been taught that everyone you meet can talk about insurance.
Every topic you talk about can lead to the topic of insurance and trigger the sales process.
For example, talking about health, you can talk about medical expenses, talk about income compensation, for example, talk about income, you can talk about saving money, talk about savings insurance, for example, talk about the instability of the stock market, you can talk about the stability of insurance.
In short, anytime, anywhere tight nerves, at any time into the sales battle, if the other party questioned or refused, and there are very professional and ready to deal with objections.
All these years, I've been trained in this way, and I've trained others in this way.
There are many more frustrated and brave sales elites, higher and higher income, stronger and stronger ability, more and more contacts, more and more sales personnel who can not pass the opening, no case, leave the industry.
The industry stereotype becomes: Don't let the insurance salesperson know you're buying insurance.
Because once you know that you have the intention to buy, they will flock to you, with the greatest sincerity, with the most sincere diligence, so that you have no power to fight back, lose the power of thinking, sales staff and customer friends, are very nervous, a worry that the other party does not buy, a worry that the other party always appears in front of you.
Finally bought the insurance, got the contract, still don't know exactly what to buy.
Just relieved that this battle is finally over.
Some friends have told me that I don't want people around me to know that I have to buy insurance.
It seems that the choice of letting friends consult and meditate with peace of mind is also a quality service in itself.
2. The process from the list to the policy
Everyone needs insurance, but not necessarily everyone will buy insurance, he may really think that he is relatively lucky not to have a risk, or he knows that there is a risk, just choose to take the risk, he may not be willing to lose the control of the money in the first few years to fight inflation, he may simply do not believe in insurance, or do not like insurance, it is a personal choice, no problem.
What about people who need insurance and want to buy it?
A person successfully insured often has to go through the following process:
Risk awareness - Solutions - Understanding insurance - how to buy - what to buy - where to buy, he is most concerned about how to buy and what to buy.
If the salesperson only pays attention to whether he buys or not, when to buy, but does not pay attention to why he buys and how he should buy, this is a dislocation.
It was also a failed sale.
So, can you turn buying into consulting? Can you turn selling into consulting?
It only serves those who are risk conscious and want to buy insurance, but don't know how to buy it.
If you start from the risk awareness education, not only laborious, but also produce the basic problems of "selling" and "refusing", and become "Party B" when you open your mouth, some sales staff even have to use things other than insurance to impress customers, wasting time, energy, and wasting so many years of professional accumulation.
Instead, serve those who have a sense of risk and a willingness to buy, but don't know how to configure it.
3. Stop trying to persuade people to buy insurance
In 2023, while doing a good job in business operation, Sister Li's personal consultation has also reached the international award MDRT standard, and most of these friends have not met, I only provide professional and operational, and none of my friends did not recognize insurance at the beginning, but approved and insured under my persuasion.
In 2024, we will no longer try to persuade people to buy insurance, and we will focus more on the following two directions in terms of personal consultation: one is to find more people who recognize insurance and trust professionals, and the other is to serve friends who want to configure insurance more seriously.
Only do professional consultation, do not do hard to change the concept, explain the complex demand + insurance program simply, analyze the difference between a wide range of insurance products clearly, and try to eliminate the cognitive bias caused by information asymmetry - for example, why it is problematic to buy pure consumer insurance without life insurance on serious illness insurance. For example, why the network 1000 yuan to solve all the children's protection is problematic, such as people with different sources of income should also solve the pension problem, why the purchase of products are not the same, such as different income classes of insurance to solve the problem is not the same, can not only look at the price, and especially can not only look at the "avoid the pit" class tutorial to buy insurance,
Because selling insurance by calling people a pit isn't usually much better.
There is also the difference between different medical insurance, the difference between different increased life insurance, some insurance companies are still tens of thousands of people at the same time to sell an insurance, in fact, the insurance program should be personalized tailored.
4, it is easy to buy an insurance product, but it is not easy to find a reliable consultant
The number of insurance employees in the country has dropped from 10 million to 2 million and continues to decline. This job is becoming more and more challenging. There is too much tacit knowledge in the insurance industry, and it is definitely not so easy to simply sell a product. It is necessary to shift from looking at their own interests to looking at the interests of customers, to turn their knowledge reserves into oceans, it is possible to give customers a glass of water, and it is possible to provide objective, professional and customized consulting services.
With peers, we also look forward to linking with more friends who need to consult insurance. It is very easy to buy an insurance product, but it is not easy to link a professional. Let the consultant can get the answer he wants, let the professional reflect the professional value, and the transaction is the demand and professional handshake.
