This method is very simple, and customers who have not made a deal are regarded as customers who have made a deal. There is also an interesting allusion to this method.

It was said that a salesman communicated with the customer about insurance, and the customer thought about it and said, it's not insurance today. As a result, the salesman heard: today's insurance. So she happily continued to ask her customers some questions.

For example, with your financial ability, do you think it is ok to pay 20 thousand premium every year? Which bank card are you going to pay the annual fee with? I'll send you the insurance policy in about three days. Will you be at home then?

Although the customer was a little confused, he answered. Finally, the salesman reached out and said, give me the information, and I will enter it into the system now. The client actually gave her information and said, I want to reconsider. Since you insist, I'd better buy insurance today.

So let it happen. If you persist a little longer, it may have a different effect. For the hesitant customer, you can try this hypothetical transaction, and treat him as a customer who decides to sign the bill and ask some details after taking out the insurance.

If he really doesn't want to buy, he won't tell you the answer, but will reiterate his intention again: I said I don't want to buy. If the customer is very cooperative, it means that he has plans in this regard. You can use this way of "listening to the wrong words" to reconfirm the customer's insurance intention.

Alternative method

Guide customers to make choices through closed questions. There are only two answers to closed-ended questions, and guide customers to choose one of them. If the customer wants to reconsider, you can continue to ask:

Is the payment period of this insurance 20 years or 30 years? Should the sister-in-law be the beneficiary or the baby be the beneficiary? Is the extra hospitalization reimbursed 60% or 100%?

In this way, test the customer's intention again. Similarly, if he doesn't want to buy it, he will definitely refuse: I'll talk about this later, and I'll think about it again. If he participates in your question and answer, it means that he does have an insurance plan.

Neither of these options is necessarily useful. Sometimes, in order to make a deal right away, you can add some options that you know he won't accept.

Franklin contrast method

Franklin contrast method, in fact, is very simple, that is, draw a big T on paper, with the benefits that customers can get on the left and the price to pay on the right.

The main point of this method is to present a more intuitive contrast. When we plan insurance for our customers, we basically do portfolio insurance, combining main insurance with additional insurance. There are many responsibilities, and the more you write, the better.

Time-limited promotion method

We must have seen the promotion activities held in the store, which attracted many people to stop and watch every time, right? It shows that this method is quite useful, and it can grasp the small psychology of taking advantage of others.

Common business promotion methods include: buying things and giving gifts, double points, half price today, getting vouchers, limited time discounts and so on.

We can often see that when many female friends go shopping, they obviously don't want to buy anything, but only bring back a lot of pots and pans that are not usually used, or two bags full of toilet paper. After returning home, I was very happy to show off and felt that I was cheap.

Finally, the story guidance method. If there are some claims cases around you, or tragic cases without insurance, you can tell a story to your customer to make him understand the advantages of having insurance or the disadvantages of not having insurance.

Everyone has the psychology of seeking advantages and avoiding disadvantages. You are talking about others, but he is thinking about himself. This method usually allows customers to make decisions as soon as possible. Therefore, to do insurance, we must also learn to tell stories.