Column Moderator/Xue Fei Client File: Li Jiangang, insurance agent of Jiahe Life Insurance Beijing Branch, has been in the business for three months. Problem statement: Housewives play an irreplaceable role in a family. They have no job, and their whole life is centered on their families. They care about their parents, husbands and children more than anything else. This is a good starting point for insurance sales. Housewives, on the other hand, have less opportunities to get in touch with society, have a narrow communication surface, and have relatively insufficient concept and understanding of insurance, so it is difficult to popularize it. How to overcome the disadvantages of talking about insurance with housewives? How to grasp its weakness and effectively promote it? What are the skills to talk about insurance with housewives? What are the precautions? Guest of this issue: Cheng Hongmei, business manager of Jinghai Center Branch of Cheng Hongmei Pacific Life Insurance Company, changed his post and carefully broke through the bottleneck. Everyone who cares about her has this experience. If we don't pay attention to what the other person is talking about, even if he talks a lot, it won't arouse our appetite, and even develop in the opposite direction. So when we are in contact with housewives, we should pay attention to her concerns. Their thoughts are usually on their families. If we force her to focus on herself, it will be counterproductive. We should start with husbands, children, parents and other aspects, grasp the topics that she is most concerned about, increase common language, draw closer to each other and create opportunities for in-depth conversation. A housewife who can understand is narrow in communication and out of touch with different social classes. Talking to them about insurance should be easy to understand, don't pay too much attention to professional colors, and talk about insurance terms. The best way is to skillfully use vivid examples that have happened around you to convince people and move people with emotion. Try to avoid harsh words and talk about international politics, world trade and other issues that they are not familiar with. Oral communication is preferred, and daily chores help to open the dialog box, so that it is easy to understand, simple and professional. To guide housewives, she neglected to pay full attention to the family and protect her health, but to a great extent ignored her own needs and the prevention and preparation for emergencies. If you want to do her own insurance business, you should correct her ideological dislocation, tell her the real negative events, and make her realize that women must be guaranteed. While taking care of your husband and children, you should also give yourself a safe haven where you can take refuge at any time to avoid the occurrence of probability events that are not afraid of 10 thousand. Insurance is a legal property that no one can deprive, and it is the only way to avoid accidents and risks. Is the most powerful guarantee. Housewives who care about what she might mind are women first, and women are generally more delicate, sensitive and pay attention to details. Therefore, when talking about insurance with housewives, we should pay attention to some details, leave a good impression on them, and add points to the test paper of policy promotion. First of all, in order to avoid sudden visits, salesmen must call in advance, dress appropriately and behave generously when visiting, especially female salesmen, and pay more attention to their words and deeds to avoid leaving a bad impression on female customers. Secondly, perhaps through your observation, I know that the economic power of this family is in the hands of the male host. Don't let go of the hostess, communicate with her more and ask more questions, so as not to bring the housewife a sense of psychological gap, make her unhappy and avoid the adverse effects brought by the pillow breeze. Guest of this issue: Xiao Hongbin, account manager of Shenzhen Futian Business District 15, was full of praise and threatened to break the deadlock. After the material needs are met, people's spiritual comfort becomes people's desire. The survey shows that China is the least good at praise, but people's inner demand for praise is not low. The affirmation and praise between people can build a bridge between hearts to a great extent. Therefore, when talking about insurance with housewives, praise is the key to open their heart box. Praise housewives should start from themselves, from their husbands and from their children. Through praise, we can easily win the favor of housewives and lay the foundation for further communication. It is worth noting that praise needs to come from the heart and can be slightly enlarged, but it must not be made out of nothing. In addition, most housewives have children, and once women enter the role of mothers, natural motherhood will be fully exerted. They are selfless, selfless and willing to give everything for their children and families. Then, when you are in contact with them, you should be careful not to talk about empty insurance concepts in addition to flattering words to narrow the distance. First of all, you should do what you like and talk about topics that housewives are more interested in, such as children's education. Because the female agent and the target customer have the same family role, if they can play well, they will have more advantages. Gradually pull housewives in the direction we want through chatting. If we want to steer, our helmsman is an alarmist. Many times housewives will say that there is no risk in staying at home most of the time. Even if there is a slight illness or pain, my husband will get sick. Money is needed everywhere now. There is no need to spend extra money on insurance. It is better to save it ... in the face of this situation, we must first awaken their awareness of risk and protection. Housewives often deal with range hoods, and the probability of lung cancer is several times higher than that of ordinary professional women! In heavy housework, the chances of cuts, sprains or burns are also high. In addition, serious diseases of women such as breast cancer are not caused by occupation, but are more determined by genetic factors. Secondly, because there is no fixed occupation, it means that housewives do not have the basic insurance provided by companies owned by working women. If a major illness or accident occurs, medical expenses will cause a great burden to the family! If you buy insurance, you only need to deposit a small sum of money in the insurance company every year. In case of illness and accident, the insurance company will bear the expenses and will not cause financial burden to the family. Thirdly, we can further analyze the problem of housewives: scientific research shows that the average life expectancy of women is longer than that of men. If Mr. Wang leaves first in the future, what about the pension problem? Do you have the heart to burden your children? Insurance will be another solid backing for you, and another husband will continue to accompany you. If you have money in the future, it will be icing on the cake. You can always keep your money. A hundred years later will be a rich legacy, and your love will accompany your child for life. If you become poor in the future, it will help you live in peace. Now, do you still think insurance is not important? Guest of this issue: Qian Yangang, business assistant and senior business director of Xincheng Life Insurance Hubei Branch, has mastered the magic weapon to win. Over the past decade, more than 85% of my new premium has come from housewives. According to my years of experience, in order to successfully sign an insurance policy with a housewife, in addition to the suggestions mentioned by my colleagues above, it is also important to compare and talk. Go shopping. Housewives should plan for the whole family's finance, which is the financial center of the family. This also determines the habit of many housewives to shop around and choose the best one. Therefore, we should be more active as housewives and strengthen their professional identity with us. This comparison should mainly start from two aspects. First, the comparison between insurance and other financial channels. For example, housewives will say that they have bank deposits, or stocks, funds, gold and so on. There is no need to use insurance as an investment channel. We can analyze this problem to show the real meaning. Nowadays, inflation has become the focus of attention from all walks of life. According to experts' inflation rate of 5%, 200,000 in 25 years is only equivalent to 60,000. If you put your money in the bank, I believe everyone knows whether the interest rate of the bank is high or low. If the inflation rate is higher than the interest rate, will it depreciate? The answer is, of course, yes. In addition, stocks, funds and gold can't guarantee the income during the policy change. Fortunately, they will win, but they will lose money or even become empty. It is not good to rely solely on social security, because the social security policy is also being adjusted. Only by insurance can we avoid the confusion of hard-to-rely savings, uncertain investment, unable to raise children to prevent old age and little social security, thus opening up a green road for housewives. Second, the comparison between insurance companies. When we successfully instill insurance ideas into housewives, we should help them choose insurance types and tailor insurance policies. In order to strengthen our professionalism, reassure housewives and stimulate their needs, we must learn to compare with our peers. Excellent salespeople not only know the products of their own company like the back of their hands, but also know the products of their competitors like the back of their hands, so that they can be welcomed by housewives. In the process of selling insurance policies, salespeople should skillfully use the correct words to deal with objections. For example, the housewife says that the premium is too expensive, and the salesman can say: In fact, insurance is neither expensive nor expensive, because the more you save now, the more benefits you and your family will get in the future. Now is the golden age for you and your husband to make money. If you transfer part of your income to a pension account every month, you can get more adequate old-age security. If the housewife says that she is still young, she can think about it later. The salesman can analyze it: It is because you are young that I encourage you to make plans for your future retirement as soon as possible.

Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.