It can be improved in the following aspects:
Find the motivation to work. Everyone can find the motivation to convince themselves and touch their hearts, such as: to spend a comfortable old age for their elderly parents; Go to college for children; In order to improve and improve their quality of life; In order to give full play in the life insurance industry and realize the unrealized life value in the past, etc. With inner motivation, you have the courage to speak.
At first, Jian Hong, the first MDRT member in Chinese mainland, tried her best to insure herself, but only to give milk powder to newborn children. In the final analysis, no matter how late it is, as long as there is no definite visit result, he will not go home-for the sake of the children and the healthy growth of the children, this is his working motivation. With this motivation, he is no longer afraid of any rejection, any difficulties and obstacles.
Work motivation is an internal factor that supports a person's hard work, and it is also a fundamental and key factor, because no matter how powerful the external factors are, they will eventually play a role through internal factors. Therefore, if it is not difficult to talk about insurance, we must first find our own work motivation. There is a difference between people who find their own way. The path taken by others may not be suitable for you. You must make your own choice. You are you, different, take the road that suits you.
For example, someone will send a bunch of flowers to the customer on his birthday. You can make a beautiful birthday card for the customer yourself and send it to the customer through the postman of the post office. In the era of network information, this relatively "primitive" way of emotional communication will make customers more moved!
Wai Tung, the director of Ping An Insurance, is a powerful marketing guru. Her life circle is full of rich people and they have a good relationship with each other. She was insured with laughter. Most members of her team share the same life experience and temperament with her, so they also like strong marketing, but Xiao Wang's partner can't, because he is introverted and likes to be meticulous and serious.
Wai Tung thought it over and over again and said to him: You don't have to learn from me, just do what you feel convenient. Therefore, Xiao Wang took notes during the visit, carefully classified customers, paid attention to their management, and talked with customers about insurance through daily language. His style of "spring rain moistens things quietly" is easy to be accepted by customers.
Gradually, Xiao Wang became a model of professional marketing, which is of course attributed to his finding his own way.
Talking more about responsibility and love and avoiding talking directly about insurance will greatly reduce the possibility of rejection. Everyone has a responsibility and love for the family. In this respect, we should chat with customers more, help customers open the skylight of "responsibility and love" in his heart, and show his responsibility and love for his family. This is the same topic for both sides. Heart-to-heart collision, love and love are interlinked, and everyone bears heavy family responsibilities. What is there to be ashamed of? And isn't having the right life insurance the embodiment of "responsibility and love"? Many people will refuse insurance, but no one refuses responsibility and love.
Li Jing of Taiping Insurance is now an old insurance company with more than 20 "apprentices". But at first she liked to cut to the chase, and as a result, she suffered a lot, which made her afraid to mention the word insurance again. But as a result, another problem appeared, and her business plummeted. Yes, how can she sell insurance without it? Must say, just how to say it. She changed her strategy, starting with her clients, talking about the difficulty of raising children and the love and responsibility of motherhood. As a result, she suddenly opened the customer's chatterbox and naturally talked about insurance. So from now on, she is no longer just talking about how good insurance is, but more about responsibility and love, and the word insurance naturally comes out.
Make good use of interpersonal relationships In the life insurance marketing industry, we should learn to borrow money, manage customers, manage interpersonal relationships and make good use of interpersonal relationships. Interpersonal relationship is an invisible network, which is very helpful to our exhibition industry. Don't break the stick rice like that "black blind man", break one ear and throw another, and in the end there is only one ear! There is a certain connection between people, so we should make full use of this characteristic of interpersonal relationship to make life insurance marketing work naturally smooth. For example, the client you plan to visit is going to take wedding photos in the best photo studio in this city recently, and the owner of this photo studio happens to be your "hardcore" client, because you can provide her with the best service and give her the highest discount on the price. Then, after that, you talk in front of him, and then tell him about insurance, so it won't be so difficult.
Hao Qing of China Life was a member of the Shandong Summit last year. When introducing his own experience, he said that he had never been worried because he could not find a customer. When asked about his brilliant ideas, he publicly stated that most of his clients came by recommendation. His experience is that the introduced customer can directly introduce the insurance topic after a simple greeting, because this new customer has had his friend "give him a hint" before, which makes Hao Qing realize the importance of interpersonal relationship, because the premise of referral is that you have a good relationship with the customer, and you can use this relationship to seek referrals. When the introduced customer becomes his own insured, he can manage the new customer well and then seek his referral. Interpersonal relationship is a net, which is bigger and wider. If interpersonal relationship is done well, there will be more room for utilization. In this context, it is not difficult to talk about insurance, so I am not afraid to talk about insurance.
As the saying goes, if you dare to say it and keep it in your stomach, how can others know what you are thinking? In particular, it is even more necessary to talk about the special commodity of insurance that we sell. If you dare to say insurance, dare not say that everything is equal to zero. When you find the motivation to work; When you find your own way; When you learn to talk more about responsibility and love with customers; When you learn to make good use of interpersonal relationships, it is no longer difficult to talk about insurance!
Seeking adoption is a satisfactory answer.