What are the reasons why people are not at home when making a strange visit to insurance business? The more, the better.

There's too much information. Let me give you some advice on how to find strange customers first. Understand and comprehend by yourself ~ ~ ~ In today's society, telephone has gradually replaced letters and become the most commonly used communication method for modern people. The convenience and quickness of telephone has been recognized by more and more people and widely used in all walks of life. In the life insurance industry, the telephone is also favored and concerned by the majority of sales staff. A successful telephone interview can not only reduce the cost of sales, but also arrange the direction and time of work more reasonably, making it more planned, thus improving the success rate of the visit. However, in the actual exhibition industry, there are not many skilled salespeople who actually use telephone interviews. This photo album will tell you what to do before the telephone interview and how to make an appointment by telephone without being rejected. I believe it will help you. The successful telephone interview cases of several sales experts will inspire you. In the information age, telephone has become one of the fastest sales tools. Assuming that two people have accurate business information at the same time, would you rather call immediately or visit the sales staff? There is no doubt about it. Today, it is very important to pay attention to the speed of sales, and a slight delay will lose business opportunities. First of all, let's analyze the advantages of telephone call: 1, saving round-trip time and improving work efficiency. 2. You can collect customer information by phone and quickly screen customers, so it is easier to build trust with customers. 3. From the customer's point of view, we can reduce the pressure on customers and accept our sales behavior easily. 4. In the process of communication, even if the customer refuses, there will still be opportunities for contact. \ So, how to sell by telephone? First, we must adhere to the principle of limited goals. Generally speaking, the purpose of telephone call is to find customers who are likely to buy and exclude customers who are unlikely to buy, so as to improve the success rate of door-to-door call for transaction negotiation. In other words, the purpose of calling is to create opportunities for dating promising customers. It can't take the place of face-to-face discussion, and the goal of the phone call should be to establish a suitable dating opportunity. Second, telephone calls should be planned in advance, just like door-to-door visits. This plan is one or more sets of rhetoric to guide the other party to pay attention to the product, establish a good impression on the salesperson, and take the initiative to date. Including who to call, how to meet, what aspects of the product to introduce, what to know about each other and when to date. With such a plan, you can make sales with ease. Third, choose the right time to make a phone call, to avoid the telephone peak and the busy time of the other party. Generally, it is more favorable after 10 in the morning and in the afternoon. If the person you are looking for is out, you can ask the person who answers the phone if there is anyone else to talk to, or when the other person will come back, so that you can contact him later. Fourth, speak with enthusiasm and courtesy. Enthusiastic speech is easy to infect the other party, and polite words are easy to get polite positive answers. Polite expressions such as "hello", "sorry to bother you" and "if you don't mind" should be the mantra of sales staff. Similarly, straight to the point is also a popular way of speaking, pinching the tone, deliberately selling the strength, spitting and hesitating, which can easily cause the other party's resentment. Five, call can't rush to sell products, should be based on introducing product information, understand each other's situation. Reduce sales, but it's easy to get a date. Six, to leave each other's name, phone number, address, and make records. Ask the other party's name at the beginning of the sale or after the appointment is confirmed, but always give your name first and let the other party leave your name and phone number. It is necessary to make a simple record of what was said on the phone, which is helpful for the following sales planning and can also be used to establish customer files. Seven, the appointment time, to provide more than two options or forms for customers to choose, should take into account the convenience of the other party. Fuzzy dating is easy for the other party to shirk. Therefore, a better appointment time should be clear and selective. For example, "What time is suitable for you this afternoon or tomorrow morning?" And further determine the specific time. Last but not least, you should get everyone's cooperation when you use the office or telephone. Whether you call the other party or the other party has a phone, keep quiet in the office. A noisy office or someone's loud jokes will ruin business. At the same time, when the other party calls, you should take the initiative to answer enthusiastically. If you want to find someone, communicate it quickly. If the person you are looking for is not in, you can also ask the other person to leave his phone number and name and ask when it is appropriate to call back. In short, overall cooperation is also one of the important factors to improve the performance of telephone calls. The following is a successful case of telephone interview for your reference. "Chen? Hello! My last name is Zhou, and I am the business representative of this insurance company. You are a successful person, and I want to introduce you to ... "Mr. Chen said bluntly," I'm sorry, Mr. Zhou. You flatter me, I am busy and not interested. " He hung up the phone. Zhou Xiao put down the phone and called for half an hour. Every time I talk to a guest for three or two sentences, the guest hangs up. Manager Jiang asked him, "Zhou Xiao, do you know why the guests refused to see you?" Zhou Xiao found it difficult to meet the guests. As we all know, I can't make an appointment. What's so surprising? Manager Jiang saw his silence and explained. First of all, you should explain why you called the meeting. Secondly, it is not good to exaggerate your support. As soon as you open your mouth, you bring a "successful person" hat to the other party, and the other party will immediately feel resistant. Talking to strangers, too explicit flattery will make people feel that you are deliberately selling, which is easy to give people the feeling of quick success and instant benefit. Last but not least, the telephone is convenient for us to meet our guests. If you want to "introduce" the product, meeting is the best way. Through the "wires", some things are incomprehensible. Even if the guest is willing to buy it, can I send you the check by cable? Manager Jiang said he would show it himself. "Mr Zou? Hello! My surname is Jiang. We haven't met, but can I talk to you for a while? " He deliberately stopped and waited for the other party to understand what he was saying and respond. The other party said, "I'm in a meeting!" "Manager Jiang said at once," Shall I call you again in half an hour? " The other party agreed without hesitation. Manager Jiang told Xiaolin that the feeling of actively hanging up is different from that of passively hanging up. Hang up as actively as possible to reduce the sense of failure. Half an hour later, Manager Jiang called again and said, "Hello, Mr. Zou! My surname is Jiang. You asked me to call back in half an hour ... "Manager Jiang has created a familiar return visit atmosphere, which can shorten the sense of distance." What can I do for you? " "I am the business manager of an insurance company, designing some insurance financing investment schemes for guests ..." Mr. Zou said, "I don't need insurance." Manager Jiang said, "When we met, I just gave you some information. If you need any service in the future, please call me again! " "Mr Zou smiled and said nothing. "These two days I work near you. I wonder if you have time tomorrow or the day after tomorrow? " Manager Jiang asked. "Tomorrow, then." "Thank you. Teacher Zou, morning or afternoon? " "Afternoon! At four o'clock. " Mr. Zou replied. "good! See you at 4 pm tomorrow! " Manager Jiang said. Manager Jiang put the phone down and could not help applauding and cheering. Matters needing attention in telephone interview In the process of conversation, in addition to listening carefully to customers' needs and responses, there are also some matters needing attention in telephone interview. Pay attention to the courtesy of the phone. This is a prerequisite. If you call a stranger, you need to pay special attention to the courtesy of the phone, because every time you call, the other party may not remember who you are, but will remember the name of the insurance company. In order to maintain the company's image, business personnel should of course pay attention to the courtesy of telephone calls. Pay attention to every call from the second master, "Please find Mr. Lin!" He's not here. ""ok, thank you. "Wait a minute, just hang up the phone? That's terrible! Now, we are holding a microphone and telemarketing. No matter who answers the phone, the business personnel can "turn the tide" and even make a wrong call. In addition to practicing telemarketing skills, you may also become a customer by mistake! Note 3: Keep a complete call record. It is often seen that business people will remember the interaction with customers in the work log, but it is rare to see such a record as "customer is absent" in the log. " What? Even if the customer is not here? Maybe you will have such a question, and the answer is "yes". You should not only remember, but also remember clearly. I once called a strange client three times, and the other party was either not at his desk, out or in a meeting. I did write down all these phone records. When I called this strange customer for the fourth time, there was such a conversation: "Mr. Wu, please." "I am." "Hello, Mr. Wu, I am XX life insurance. I'm sure your workload must be very heavy. You're really hard to find. I have called you four times! You see, in a short sentence, did it immediately narrow the distance between the two sides? Therefore, when it is difficult to find an object, please write it down in the work log immediately, so that the other party will feel that you are considerate and patient! Note 4: Don't explain the product on the phone. Never talk about product details and prices on the phone. This will prolong the conversation and the customer may not understand it. Otherwise, they will refuse to listen and affect the purpose of the interview. However, simply introducing the function of the product is a bridge to attract customers to meet you. Note 5: Don't smoke, eat or chew gum at the same time. Very easy to understand. I believe no one likes to hear the chewing sound of the other party on the other end of the phone! If you have gum in your mouth, it will only make you speak more unclear! Note that 60 million people hang up slower than the other party, and the same is true for telephone interviews. Even if the phone call is coming to an end, business people should keep their proper manners regardless of whether the interview is successful or not. Usually, the phone ends with "thank you twice, goodbye three times", which is the most taboo for business people to hang up in front of customers. In this way, the other party will not only feel abrupt, but also "strange" (feeling). And it may also smash the company's image signboard. Making a phone call skillfully is convenient, economical and time-saving. However, because the customer is a stranger, he lacks a certain understanding and understanding of the insurance salesman in advance. If the method used by the salesman is not particularly appropriate, it will easily arouse the customer's suspicion and disgust, and then be rejected by the customer. Because of this, most marketers are worried that telemarketing will waste customer lists and customer resources in vain, so they don't like to use the phone to promote sales. But there is never an absolute thing in the world. It is precisely because few salesmen can give full play to the role of telemarketing. If handled skillfully, telemarketing can especially arouse customers' curiosity. If you can touch the customer's desire to buy in the first few introductions, telemarketing is the easiest way to succeed, and you can help you sell it by going to the next level. There is a business manager in our marketing department. Except for the first few months, she set up a consultation point on the street. Later, it was all telemarketing. She has been a member of the elite club of provincial companies for four consecutive years, and the exhibition industry is not as hard as other salesmen. She has just successfully tapped several telephone numbers in a quiet corner of the marketing department. Therefore, telemarketing does have its charm, but if you really want to use the telephone freely for marketing, you must first master the specific appointment method. If you are a serious and responsible person, you can practice it persistently and skillfully, and you will certainly achieve the goal of improving your grades. Precautions when answering the phone Although these are just some small reminders, it is easy to leave an unprofessional impression on customers if you don't pay attention. Be sure to put a notebook next to the phone, which can accurately record your conversation with customers and their information. So as not to cram for the last minute and make customers doubt your sincerity. Before making a phone call, you should prepare all necessary terms, plans and other useful materials by the phone so as to answer customers' questions at any time. If you call the customer's mobile phone to contact him, the customer has the habit of returning his mobile phone by the side. You must answer the phone within three rings. Don't keep the customer waiting, lest the other party be impatient. Wait patiently for the customer's response after the call is connected. In most cases, customers can listen to you patiently, but in case the other party expresses dissatisfaction or rude attitude, you must keep a calm attitude and never be affected. At the same time, we should end the conversation in a gentle tone, hoping to contact this customer again in the future. You should be able to accurately call out the customer's name and location before the call, and then you can gently hang up after the call. The purpose of telephone appointment When talking with customers by telephone, insurance salesmen should first mention topics that can excite customers, so that customers will have a strong interest in meeting you, so as to invite you to "come and give me a detailed introduction". In fact, this means that after the phone rings, the insurance salesman can sell it first. This seems risky, because the target customer is likely to reject your suggestion on the phone, but the result is often just the opposite. As long as the marketer has confidence in himself and the products he recommends to customers, in many cases, telephone interview has proved to be the most effective method. When calling to make an appointment, the insurance salesman must carefully design his opening remarks in advance. Because it is not a face-to-face conversation, the salesman doesn't know much about the busy work of the customer at this time, and he doesn't know who is around the customer. Therefore, it is necessary to speak for a long time, clearly, gently, sincerely and with sufficient reasons. When introducing yourself and the reasons for your visit, you should be concise and to the point, and avoid rash advance. At the same time, it must be noted that when making an appointment with a customer, the salesman should not only respect the other party's opinions, but also take the initiative to let the customer "choose one from the other" and not give him a chance to refuse. In case of an unreasonable customer, no matter what reason he doesn't want to see you, the salesman should be calm and kind to him in order to leave a good impression on him. Forcing him to see you will only backfire. There are mainly the following ways to make an appointment by telephone: the problem-solving method can take the life problems that customers urgently need to know, such as health problems, pension problems, education problems and financial management problems, as the starting point, lead to topics, arouse customers' appetite, make customers curious and meet you. Clause Pre-delivery Method This method is based on a clause pre-mailed, so that customers can have a general understanding of insurance before meeting the salesman. If the customer is interested in buying, he will definitely show it. At the same time, when you make an appointment by telephone, you should also start with the terms of your mail and ask for advice, so that customers will have a good impression and trust on you, and the possibility of refusing your visit is very small. For the old customers who have deep contact with you, you can directly quote your name on the phone. When the company launches a new insurance product, strike while the iron is hot, tell the customer that you want to visit with new terms, and sincerely state that "you are my friend, and you are my first thought as soon as the new product is launched". Pay attention to the language art before and after dating. Like an actor, he describes his experience and explanation of insurance to customers with rich feelings. Don't use a didactic tone at any time, so as not to spoil the atmosphere. If you finally meet the customer, you should make good use of body language to make your hand posture, eyes and smile exude unparalleled charm, so as to catch the customer's attention and let him unconsciously understand the idea you want to sell. It must be remembered here that your voice can never be urgent and must be full of smiles; When speaking, keep a happy mood and make customers feel enthusiastic; At the same time, keep the speech speed moderate, the volume appropriate, the words concise and powerful, and be able to speak attractive conversations fluently. In this way, you can try your best on the phone, insist on picking two customers from your prepared list every day and training them purposefully. I believe you will become an expert in telemarketing soon. By the way, the result is beyond imagination. If I have an appointment with a potential client and want to visit his home or office, I always try to arrive at the appointed place a few minutes in advance. Because I can take the opportunity to call the neighbor of the prospective customer or the "potential customer" whose office is also nearby and tell him that I have an appointment with Mr. XXX today, and there are still a few minutes before the appointment. Is he willing to spare some time like Mr XXX to give me a chance to explain my service to him in person? It's easy for you to make a phone call, but it may have an effect beyond your imagination. 27 strategies for effective phone calls 1. We should not only combine our own situation, but also consider each other's position. If we want to make a personal call, we should avoid dinner time. When we have to call at night, we should say hello to each other in advance. When we call someone's home, we should try to wait. Until the phone rings 10 times. 5. Understand the main idea first. 6. If there are many things to discuss, you need to inform each other first. 7. Draw up the conversation into a memorandum first. 8. Prepare the necessary materials and documents first. 9. Repeat the key points several times. 10, you should not only speak fluently, but also pay attention to the order of speech content:11; Ask the other party to repeat it as appropriate:12; If the other person doesn't know what he said, he might as well explain it in another way:13; When communicating the date and time on the phone, he should confirm it repeatedly to avoid misreading14; Even if the other party is a spokesperson, you can't ignore politeness. Better write down the phone number of his neighbor's seat. When asking the other party to call, don't forget to tell the other party who to call first if they are not in. Even familiar customers, still have to fully quote the name of their own company. If you don't like the company and name, check the pronunciation before calling 19. If you make an appointment to contact each other by phone. Remember to leave a memo. 20. When the caller is out, take the initiative to contact again. 2 1. If the caller hangs up accidentally, he should take the initiative to call back. If he wants to call another time, he should ask the other party's permission first. No matter how urgent the call is, he should think of the other party. Even if it is a difficult phone call, he should call on time. 25. When there is something important to discuss.

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