Potential customer: Hello, who is this?
Agent: Hello, is this Mr. XX?
Potential customer: Yes, I am. Who is this?
Agent: This is Liu Xiaohai from XX Life Insurance Company. Your friend Mr Li Dawei suggested that I make this call. This will only take you a few minutes. Is it convenient for you? (Listen to the answers from potential customers)
Potential customer: What can I do for you?
State the purpose, arouse interest, and use the influence of a third party.
Agent: I'm calling because I recently made a summary for your friend Mr. Li Dawei: Gold Investment Insurance has introduced insurance sales skills and novice words to you in detail.
Telephone interviews with customers show that they are in contact with the company.
Potential customer: Hello, who is this?
Agent: Hello, is this Mr. XX?
Potential customer: Yes, I am. Who is this?
Agent: This is Liu Xiaohai from XX Life Insurance Company. Your friend Mr Li Dawei suggested that I make this call. This will only take you a few minutes. Is it convenient for you? (Listen to the answers from potential customers)
Potential customer: What can I do for you?
State the purpose, arouse interest, and use the influence of a third party.
Agent: I'm calling because I recently made a family financial management and security plan for your friend Mr. Li Dawei, that is, through our professional analysis, we can first understand his specific situation in family financial management and security, and then provide him with a plan that meets the actual needs. He was satisfied with my service, so he suggested that I call on you and let you know about it.
Agent: Of course, I'm not sure if you are interested, so I'd like to make an appointment with you to provide you with an analysis of your family's financial and security needs. Whether you can help or not is up to you.
Respect the customer's decision and substitute the rules.
Do you think we can meet on Tuesday afternoon or Thursday afternoon?
Dealing with objections Potential customers: Sorry, I'm busy and have no time.
Agent: Mr. Zhang, of course I understand this point. It is because you are very busy that I specially called you to make an appointment so as not to waste your time. Is Tuesday afternoon more convenient for you or Thursday afternoon? Let's make an appointment to talk.
Potential customers; Sorry, I'm really not interested.
Agent: Mr. Zhang, I know what you are thinking. In fact, it's really hard for you to be interested in things you don't know. However, after my explanation, you can judge for yourself whether this "family financial planning and security planning" is helpful to you. If you are still not interested after listening, it doesn't matter. At least we can make friends without hurting anyone. So let's meet on Tuesday or Thursday, only for 30 minutes.
Prospective customer: Please send me the information, and I'll call you when I'm ready.
Agent: Mr. Zhang, of course I can do this, but our "family financial management and security planning" is very personalized. It would be clearer if I explained it to you myself. It only takes 30 minutes, which can also save you time. Come and see us on Tuesday or Thursday. Let's meet and talk. I really hope to have the opportunity to serve you.
Potential customer: Let me see ... after work on Thursday.
Agent: OK, I'll see you on Thursday. When do you get off work?
Location Potential customer: 5 o'clock.
Agent: OK, shall we meet in your company at 5 o'clock after work on Thursday?
Potential customer: Yes.
Agent: OK, what is the detailed address of your company?
Potential customers: Floor 1 1, Yuyuan Building, No.67 Hong Kong West Road.
Agent: Thank you!
Agent: Then, Mr. Zhang, I'll call you to confirm it before the meeting. Can I write down your mobile phone number?
Potential customer: My mobile phone number is. ...
Agent: Mr. Zhang, then I will arrive at your company at 5: 00 pm on Thursday, and we will discuss it in detail after we meet. Thank you. Goodbye.
Potential customer: Goodbye.
Second, contact
Contact Agent: Hello, Manager Zhang (shaking hands). This is Liu Xiaohai from XX Life Insurance Company. This is my business card (handed in by both hands).
Potential customer: Hello. Let's talk in my office.
Agent: Mr. Zhang, I'm glad to have such an opportunity to meet you. I think the office environment of your company is very comfortable, and the employees look very energetic, which shows that your company is very powerful and the benefits must be very good.
Potential customer: Not bad!
Agent: I heard that you went to college together, right?
Potential customer: Yes, we still live in the same dormitory.
Agent: Really, that should be familiar! And I heard that you are also a financial manager like him, right?
Potential customer: Yes, this Li Dawei has revealed all my details!
Agent: Mr. Li Dawei trusts me very much, and we know him very well. As I told you on the phone, I had the opportunity to discuss with Mr. Li Dawei the financial and security needs of his family. He thought it was very helpful both conceptually and in analyzing the actual situation of his family, so he recommended me to visit his concerned friends to see if there was any demand.
Today, I will briefly introduce our company XX Life Insurance, and then do a financial and security analysis of your family with you. The whole process will not exceed 40 minutes.
If you think what we discussed is helpful to you and your family, and you need our help to make financial planning, we are happy to provide you with professional advice:
Suppose you don't think it is needed at present, we also hope you can introduce some friends like David to me to see if they need our service. Do you think this is okay?
Potential customer: Yes.
Agent: Mr. Zhang, I wonder if you have heard of our XX life insurance company before?
Potential customer: XX? Not really.
Agent: XX Life Insurance was established in August, 1996, and its headquarters is in Beijing. At present, XX Life has 20 shareholders, among which Chinese shareholders include China Foreign Trade and Transportation (Group) Corporation, China Guardian International Auction Co., Ltd. and other domestic large and medium-sized enterprises. Foreign shareholders include Swiss Fengtai Life Insurance Company, New Deal TEDA Investment Co., Ltd. and Benruanku Bank Group and other internationally renowned financial enterprises. In 2006, the company's return on investment was 7.8%, far higher than the industry average of 5.2%. At the same time, we in XX Life are adhering to the service concept of "XX insurance claims are not difficult", inheriting XX's rich professional financial management experience and advanced operation mode, and working together to build the most reliable life insurance company. We will certainly be able to better provide professional services for high-quality customers like you.
Agent: Manager Zhang, is there anything else you want to know? (Observe prospective customers, wait for responses, and make corresponding answers according to prospective customers' questions)
Potential customer: Yes, your company is very powerful.
Introduce your agent: Manager Zhang, about my personal situation, here you can design a script to introduce your education, expertise and professional training in advance, so that customers can know you better. Recognize and accept you: I graduated from Shanghai University and joined the work two years ago. My major is international trade.
Potential customer: Then why do you choose insurance?
Agent: Because I think XX Life Insurance Company is very professional and provides professional training. At the same time, with the development of society, more and more people need professional financial management and insurance services. And insurance can really provide every family with the most timely and needed help. Next, let's talk about how to provide you with professional services according to the actual situation of your family.
Awakening requirements and discovering requirements
Agent: Mr. Zhang, do you know anything about insurance?
Potential customer: I should say that I don't know much about it.
Agent: Mr. Zhang, are you afraid to talk about risks?
Potential customer: We can talk. I know that a person will inevitably have risks in his life, just the size.
Explain the family financial and safety analysis table.
Agent: Mr. Zhang, we dare not say that everyone needs insurance, but as you said, everyone will face certain risks. We just let the customer discuss his financial and security needs with us through professional analysis.
In fact, when most of us do the analysis of family finance and security needs, they are basically divided into three aspects:
Family safety needs. In other words, if one day we die forever, are our family members' living expenses and children's education expenses ready?
Demand for endowment insurance. Do we have enough pension funds for our old age, and do we have the ability to make our old age carefree? There is evidence that it doesn't matter how much money you earn before retirement, what matters is how much money you save when you retire.
Accident and disease protection needs. No one can guarantee that he will be safe all his life. If he is unfortunately ill or has an accident, we will have financial problems. If he suffers from a serious illness, the financial situation of the whole family will be severely hit. Therefore, it is an effective solution to plan a suitable financial plan for yourself.
Potential customers; I think what you said is very reasonable.
Agent: Yes, XX Life has a scientific and reasonable family financial and safety analysis table. Through our analysis, we can clearly understand their respective needs, and with the help of our professional knowledge and ability, we can plan reasonable financial suggestions and programs for our customers.
Potential customer: Not bad.
Agent: Mr. Zhang, let's have a look at this analysis form, shall we?
Potential customers: analysis table?
Agent: Yes, our analysis table is designed to meet the needs of customers in three aspects.
Agent: Mr. Zhang, when did you start working? ...
Potential customers; ……
Agent: (looking at his watch) Your wife is two years younger than you. What does she do?
Potential client: She is a doctor.
Agent: Your child's name is Miss Zhang.
Prospective customer: Yes, I am 2 years old.
..... (after completing personal data)
Wake up the demand by asking questions and find the demand.
Agent: Mr. Zhang, our analysis table is designed according to the needs of customers in three aspects. That is, family security needs, retirement needs, accidents and medical needs. As far as your current situation is concerned, what are you most concerned about?
Potential customer: it should be family safety.
Agent: Why are you most concerned about family safety?
Prospective customer: Because my house has a mortgage and my children are still young, of course, I am most concerned about this.
Agent: You mean the house is mortgaged and the children are still young. If there is no change, we believe that you have the ability to handle it.
Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.