保險(xiǎn)銷(xiāo)售從新手到高手

目　錄新手篇第一章　保險(xiǎn)銷(xiāo)售員必須要知道的事情賣(mài)保險(xiǎn)，先得知道保險(xiǎn)是什么 ..................................................................4保險(xiǎn)業(yè)的發(fā)展歷程是怎樣的...................................................................... 6保險(xiǎn)的專(zhuān)業(yè)術(shù)語(yǔ)都有哪些........................................................................ 10保險(xiǎn)到底有多少險(xiǎn)種................................................................................14保險(xiǎn)的安全性究竟有多高........................................................................ 17保險(xiǎn)銷(xiāo)售員至少要知道什么是銷(xiāo)售 ........................................................ 22第二章　主動(dòng)出擊，積極尋找客戶(hù)購(gòu)買(mǎi)力——判斷客戶(hù)的主要依據(jù) ............................................................ 26學(xué)會(huì)在生活中發(fā)現(xiàn)客戶(hù)............................................................................ 28推銷(xiāo)成功擦亮眼睛，抓住有決策權(quán)的重要客戶(hù) .................................... 30主動(dòng)接觸，尋找客戶(hù)的不二法門(mén) ............................................................ 32客戶(hù)的假日就是你上班的日子 ................................................................ 34時(shí)常聚會(huì)，無(wú)聊也不早退——客戶(hù)就是其中的某一位 ........................ 36開(kāi)發(fā)客戶(hù)，不要忘了使用互聯(lián)網(wǎng) 技能 ................................................ 38開(kāi)啟激情模式，不要錯(cuò)過(guò)任何接觸客戶(hù)的機(jī)會(huì) .................................... 40第三章　拿起電話(huà)，開(kāi)始邀約客戶(hù)拿起電話(huà)，戰(zhàn)勝恐懼心理........................................................................ 44掌控內(nèi)心，消除急躁................................................................................47用“好聽(tīng)的話(huà)”贏得客戶(hù)的好感 ............................................................ 50約談客戶(hù)也要使用技巧............................................................................ 53防止電話(huà)冷場(chǎng)的五大必殺技.................................................................... 55掌握這些要領(lǐng)，讓客戶(hù)無(wú)法在電話(huà)中說(shuō)“不” .................................... 57用懸念綁住客戶(hù)的心................................................................................59第四章　放下你的羞澀，去和客戶(hù)見(jiàn)面初次見(jiàn)面需要做哪些準(zhǔn)備........................................................................ 63第一次見(jiàn)面就要讓客戶(hù)注意到你 ............................................................ 65熱情是打開(kāi)客戶(hù)心扉的鑰匙.................................................................... 68初次談話(huà)的幾大忌諱................................................................................71用傾聽(tīng)來(lái)回應(yīng)客戶(hù)的傾訴 ........................................................................74幽默是最好的溝通調(diào)劑品........................................................................ 76適時(shí)提問(wèn)，才能抓住客戶(hù)內(nèi)心 ................................................................ 78與客戶(hù)的溝通交流一定要建立在正確的立場(chǎng)上 .................................... 80千萬(wàn)不要冷落了客戶(hù)的陪同者 ................................................................ 82第五章　帶上你的激情，挖掘客戶(hù)的需求快速、準(zhǔn)確地找到客戶(hù)需求的關(guān)鍵點(diǎn) .................................................... 85努力讓客戶(hù)發(fā)現(xiàn)自身的需求 ....................................................................88通過(guò)大數(shù)據(jù)獲取客戶(hù)的信息.................................................................... 92客戶(hù)收支情況的分析法則........................................................................ 94摸清客戶(hù)現(xiàn)有的保險(xiǎn)計(jì)劃 ........................................................................97醫(yī)療花銷(xiāo)能報(bào)銷(xiāo)——挖掘客戶(hù)需求的“一劑猛藥” ............................ 99完善的儲(chǔ)蓄計(jì)劃——給客戶(hù)吃一顆定心丸 .......................................... 102高手篇第六章　像高手那樣開(kāi)始你的銷(xiāo)售先讓客戶(hù)明白產(chǎn)品所能為其帶來(lái)的利益 .............................................. 110簡(jiǎn)潔精練——介紹產(chǎn)品時(shí)必須要做到的事情 ...................................... 113想要客戶(hù)信賴(lài)，首先做到底氣十足 ...................................................... 115客戶(hù)的購(gòu)買(mǎi)心理是你介紹產(chǎn)品的唯一依據(jù) .......................................... 118讓客戶(hù)多一點(diǎn)放心，少一點(diǎn)擔(dān)憂(yōu) .......................................................... 121家庭保障險(xiǎn)種的產(chǎn)品溝通技巧須知 ...................................................... 123產(chǎn)品介紹時(shí)的六大忌諱.......................................................................... 126第七章　開(kāi)動(dòng)你的腦筋，化解客戶(hù)的拒絕用理性的心態(tài)理解客戶(hù)的拒絕 .............................................................. 130當(dāng)客戶(hù)已經(jīng)購(gòu)買(mǎi)了保險(xiǎn)，你該怎么辦 .................................................. 133當(dāng)客戶(hù)說(shuō)需要考慮一下，你該如何應(yīng)對(duì) .............................................. 136當(dāng)客戶(hù)說(shuō)資金緊張無(wú)力支付保單，你該怎么回應(yīng) .............................. 138當(dāng)客戶(hù)說(shuō)“沒(méi)時(shí)間”，你該如何是好 .................................................. 141當(dāng)客戶(hù)說(shuō)要和家人朋友商量一下，你會(huì)怎么做 .................................. 143當(dāng)客戶(hù)不相信保險(xiǎn)，你該如何應(yīng)對(duì) ...................................................... 145化解客戶(hù)拒絕，必須知道的幾大原則和技巧 ...................................... 147第八章　智取攻堅(jiān)，妥善處理客戶(hù)的疑義難題疑義一：買(mǎi)保險(xiǎn)不如儲(chǔ)蓄吃利息 .......................................................... 155疑義二：就算沒(méi)保險(xiǎn)也能過(guò)得滋潤(rùn) ...................................................... 158疑義三：投保險(xiǎn)還不如投股票 .............................................................. 161疑義四：理賠核驗(yàn)過(guò)程太煩瑣 .............................................................. 163疑義五：萬(wàn)一以后支付不起保單了怎么辦 .......................................... 167疑義六：你們保險(xiǎn)公司說(shuō)不定哪天就倒閉了 ...................................... 170疑義七：我還很年輕，要保險(xiǎn)干什么 .................................................. 172疑義八：我只想要基本保額，不想要高額全保 .................................. 175第九章　簽單有絕招，保險(xiǎn)銷(xiāo)售必殺技養(yǎng)成術(shù)適時(shí)、及時(shí)地捕捉購(gòu)買(mǎi)信號(hào) ..................................................................180杜絕猶豫，直接提出簽單請(qǐng)求 .............................................................. 183做到最好，讓競(jìng)爭(zhēng)對(duì)手無(wú)立足之地 ...................................................... 186送無(wú)主見(jiàn)的客戶(hù)一針強(qiáng)心劑 ..................................................................189成交也需要營(yíng)造氛圍..............................................................................191巧妙運(yùn)用激將成交法..............................................................................195“二選一”促成法的運(yùn)用技巧 .............................................................. 198假設(shè)促成法的運(yùn)用技巧.......................................................................... 201第十章　保單售出不是終點(diǎn)，悉心售后才完美簽單成功，第一時(shí)間奉上保單 .............................................................. 205要求退?？蛻?hù)的應(yīng)對(duì)法則 ......................................................................209履行承諾，理賠服務(wù)半點(diǎn)不含糊 .......................................................... 212精誠(chéng)所至，讓客戶(hù)感受到關(guān)懷 .............................................................. 216老客戶(hù)回訪要做好 ..................................................................................218及時(shí)為客戶(hù)提供提醒服務(wù)...................................................................... 220第一時(shí)間處理客戶(hù)的抱怨...................................................................... 222