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            保险话术:寿险皇后陈玉婷转介绍话术

            来源:www.buymbtshoesnow.com 时间: 2018-12-18 所属栏目: 保险话术 人气: 236

              保险话术:寿险皇后陈玉婷转介绍话术

              陈玉婷

              ●1992年加入寿险业●1995年-2005年,连续11年成为百万圆桌会会员●1992年6月-2008年8月持续达成“3W” 700周并仍在持续挑战中,这一成绩也是其成为全球华人唯一一位突破“3W”700周记录的保持者!●被誉为“台湾保险天后”。技巧一: 转介绍名单薄准备一个“转介绍名单薄”,在这本手册里,有客户的资料和客户提供的转介绍名单,每一个客户和他们所提供的名单之间是什么关系、联络电话和通信地址,还有注意事项都记载得清清楚楚。

              在每一个销售环节上,从第一次的需求分析,到送建议书、体检、售后服务,只要有机会,都回主动索取转介绍,并将名单一一记录在这个册子上。技巧二: 三个问题 索取转介绍陈玉婷总是在第一次进行需求分析时就开始向客户要求转介绍,第二次给客户送建议书时,不管成交不成交,她也都会继续要求转介绍。一般她会问三个问题:1、您对我的服务满意吗?2、对我的公司、我设计的建议书和我的专业度是不是满意?3、是不是同意好东西跟好朋友分享,能不能把我介绍给最关心的朋友或亲人?

              跟客户强调,索取到的名单,在拜访之前一要先给客户打电话,征求他们的同意,以后每一次与老客户转介绍的客户接触的情况也都会告知。如果,转介绍客户成为准客户,那么一定要记得感谢愿介绍客户,这样愿介绍客户就会觉得你很尊重他,也很重视他,以后也更乐意帮你转介绍。

              怎么开口?

              初次见面,和客户做完需求分析的时候:业务员:“**先生,您对我今天的服务觉得满意吗?”客户:“挺满意的。”(如果不满意要问清楚原因)

              业务员:“那您之前有没有遇到像我这么专业的寿险顾问,向您提供这么专业的需求分析呢?”(顺着客户的话延续下去)

              客户:“没有”(这时记得往下问,如果客户回答“有,”则说明客户对自己的服务还不是很认可,就应该像客户问清楚,自己还有哪些方面不苟专业需要改进。)

              业务员:“那您是不时很认同我帮您坐的需求分析?您觉得对您有帮助吗?”

              客户:“有”(进入下一个问题,一般,回答“有帮助”的几率很大,若回答“没有”或“不知道”,则须问清楚原因。)

              业务员:“既然您觉得这份需求分析对您有帮助,您是不是业愿意把好东西跟好朋友分享?”

              可能有的客户会说“好啊”,就会给名单了,但也有的客户会由于,或者一时想不起有哪些朋友,这个时候就该在此说明并加以引导:

              “当初我也不认识您,使您的好朋友**帮我做介绍,我才会有机会为您提供这么专业的服务,只不过他们并不 认识我。那不晓得您有没有三位最关心的朋友,我可以提供他们这个需求分析。”留些时间给客户考虑,可以暗示客户:“您最近和哪个朋友一起吃饭?”“您最要好的朋友是哪位?“您儿时最要好的同学是谁?”

              这样下来,可以索取到不少的名单,但是:一定要适合而止,千万不咬太过强求,以免给客户留下不好的印象。第一次没有要道转介绍名单,没有关系,在接下来的每个销售流程中,只要有机会接触客户,就可以继续索要名单。技巧三: 找到愿意分享的客户 他们会成为影响力中心主动型客户往往有三个特点:1)他很喜欢你,觉得你是值得被介绍的2)他对于保险和你的服务的公司超过100%的认同。3)他对于你的价值和服务是非常满意的,同时他也乐于分享,希望周遭的人也能得到同样的服务。

              “好比我们到一家餐厅吃饭,觉得很好吃。那么不用别人问,我们都会主动讲那里很棒。因为我们都觉得满意,就很希望与人分享,寿险顾问一定要让客户满意,他们满意了,就愿意分享给别人。”如果能找到一群客户时非常乐意分享的,转介绍往往就会比较容易。陈玉婷认为,经营这类客户关键是做好服务,多与他们的朋友,逐渐将他们培养成影响力中心。技巧四: 协助被动型客户一起想名单被动型客户一般不会主动给与转介绍名单,当然他们也不是不乐意转介绍给你,而是比较被动,需要你根据他的人脉关系锁定目标群,并对他们加以引导,让他们顺其自然的说出转介绍名单。例如:您最常跟那些朋友一起聚餐?最近您的朋友有谁刚生孩子?技巧五: 坚持攻占不乐意型客户的心对于这类客户,唯一的办法就是坚持不懈的索取,只要一接触客户就要主动要求,五次、六次甚至九次、十次,直到客户资金觉得不好意思了,可能就九会给你名单了。当然,这个过程也要懂得察言观色,一定要适可而止,千万不可强求。技巧六: 愿不愿意都要衷心感谢对于愿意转介绍的客户:

              “**小姐,非常感谢您!代表我自己也代表您的朋友。应为有您无私的介绍,您周遭的朋友才会有机会得到安全的保障,也因此使得我有机会继续在保险业认真的持续下去!”

              如果客户不愿意转介绍:“**小姐,不是我要您介绍给我,而是我要代替您去照顾他们,那如果您不想,我也没有办法,毕竟保单受益人又不是我,我替您这么担心,这么着急,也是为了您的家庭??!”技巧七: 用说故事的方式化解客户的拒绝客户一般会选择其中的一个来回答。当然,如果客户说“两个都很好”,那就更好了,可以一同开发为转介绍名单。

              业务员:“为什么?”客户: “因为小时候常常在一起啊。”假设客户这样回答。

              不管客户怎么回答这个问题都没有关系,因为这只是一个过渡性的问题,关键在于引出下面的问题。业务员:“好,假设有一天,妹妹结婚了,而意外发生了,妹夫跑来找您,说您妹妹前几天走了,我们家需要3 万块生活费,您是他最棒的哥哥,您能不能先借我3万块?这个时候您会不会借?”陈玉婷会问假设性的问题??突?“会阿!”客户一般不会犹豫。业务员:“好,那如果隔一个月,妹夫又来了,哥阿,实在不好意思,我家小朋友要上学,需要两万块,您可不可以 再借我”您借不借?”陈玉婷接着问。

              客户:“会??!”假设客户依然回答会。

              业务员:“可是过几天,妹夫又来了,”哥,真的不好意思“,我的放贷要到了,需要50万,这个时候,您还会豪爽的 借给他妈?”客户“这我需要考虑一下” 钱的数目比较大了,客户这个时候一般都会考虑一下。 业务员:“您是她最好的哥哥,您妹妹如果在天堂上看看您,您还是不愿意吗?”

              客户还是会很犹豫,然后说出自己的困难,这个时候就抓住客户的心理,直接问“那您想不想那么重的责任不要自己承担,而是交给我,我来帮您照顾您的妹妹和妹夫?”

              客户往往会很乐意,接着说“但是,您的妹妹、妹夫我不认识,需要您帮他们一个忙。很简单,只要打个电话告诉他们两件事:第一,告诉他们**是一家什么样的公司;第二,我在您心目中是什么样的寿险顾问,请他们给我一点时间,让我帮他们量身定做一个家庭保障需求分析,这样您就把您的责任交给我了,您就不用有50万的压力,您就很轻松的打个话,把责任转给我吧”客户会觉得一通电话就可以如释重负,他们往往乐意这么做。

            "小编整理不易,小礼物走一走,万分感谢!"
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