How to motivate insurance sales staff

Question 1: How to encourage insurance salesmen to see more customers in the insurance sales market? If agents don't understand the needs of customers, they can't provide effective services to customers, and it is difficult to improve customer satisfaction, which will ultimately affect the improvement of performance. However, customers' economic situation, personality characteristics, interests and hobbies are different, and their needs are very different, so it is difficult to grasp their true thoughts. For example, a salesman contacted a warm and cheerful customer and got along well with him, but it was difficult to know his real needs. Or ... his needs were not clearly expressed, which made it difficult for him to grasp and the insurance plan could not be started. So what should he do to find out what the customer really thinks? In the marketing team, we often hear people complain that "customers don't recognize insurance", "customers don't have the money to buy insurance" and "customers say they will consider insurance later". Does the customer really deny insurance? Do customers really have no money to buy insurance? Do customers really feel that now is not the best time to insure? If we deeply understand the customer's needs and concerns, we will find that these are not the real ideas of customers. The crux of many agents' unsatisfactory performance lies in aimlessly introducing insurance products to customers. Many people talk about products as soon as they meet, and the result is a waste of breath. Not only do they not introduce their products clearly, but they also make customers feel disgusted. In fact, successful sales is not how to convince customers, but how to make the most accurate definition of customers' needs, and then choose and introduce products according to the defined needs, so that customers can recognize themselves and products. However, it is undeniable that many customers are unwilling to confess their needs to us. They will think it's a lie, just like insurance. When many people hear the word insurance, the first reaction in their minds is that it is a lie and they don't believe in insurance from the bottom of their hearts. Although we have made a lot of preparations before and learned that customers have a certain demand for insurance, the work we have done still can't satisfy and reassure customers, and customers are not willing to sign the bill with us. This shows that they have certain concerns, and breaking these concerns is the key to communication. So, what do customers care about? How to break these concerns? Do they know nothing about our company, so distrust will be accompanied by ignorance? Then at this time, we should stand in the position of customers and understand their ideas. Of course, this is not enough. We also need to provide customers with some detailed information such as company introduction, honor introduction and service policy. Be confident, sincere and patient when introducing, and dispel customers' concerns. And some customers may be worried about whether the products we introduced to him are really suitable. If the customer has such concerns, it means that we have not given the customer a clear explanation after formulating the insurance plan, and the customer has not fully understood what this insurance can bring him. We can introduce these products to our customers in different ways until they are satisfied. In fact, the customer's concern about the product just shows that the customer has the intention to buy insurance and is already very concerned about the product. This is a positive signal for the sales staff to further communicate and should not be a reason to give up. When the customer's concerns about the product are eliminated, you will find that you have crossed a hurdle and successfully entered the promotion link. Customers have different concerns due to their own circumstances. These are two common problems. In daily work, we can try to list the "customer concern table" and make countermeasures to eliminate concerns according to the "concern table". When we find that customers get along well with us, but don't want to reveal their real needs and delay signing the bill, we will take out the "customer concern table" and compare them one by one to analyze whether customers have concerns and accurately define customer needs. Make good use of questions to "guide" customers' silent needs. The more you know, the more likely you are to successfully sell insurance to customers. Customer needs are always divided into two categories, one is "audio demand"; The other group is "silent demand". It is easy for us to meet the voice needs of customers, but it is difficult to grasp the silent needs of customers. The author believes that the best way to understand the silent needs of customers is to ask questions. There are two kinds of questions to ask customers about "silent demand", one is closed and the other is open. We can find the "problem" faster and find out the crux of the problem with closed questions. For example, "This is the insurance plan I made for you. Do you think it's appropriate? " "Don't you want a reliable life guarantee?" "Have you considered your child's future education?" These questions require the customer to answer "yes" or "no" > >

Question 2: How should the insurance team motivate the insurance players? Because this is an industry that will be severely excluded and hit, even a piece of iron will fail. This requires constantly instilling the concept of sales into players, emphasizing that the bitter comes first and the rest is king, strengthening them from the will, helping them customize their goals and helping them achieve their goals. In management, all parties need to care about their players and prescribe the right medicine. Of course, we must eliminate some black sheep. If they are broken, we must set an example and create a competitive atmosphere. As bosses, they must be right, stingy, selfish, lazy and not confident enough.

Question 3: How to motivate insurance salesmen to place more orders? There are many reasons for lack of motivation. Generally speaking, if the following problems can be solved, it should be improved:

1. Is the job promising? Can individuals grow up in their work, learn more, gain better experience and meet more business friends? So as a manager, can you communicate with business people according to the company's vision and market conditions to see how to meet the growth needs of employees?

2. Is the work objective clear? We often set financial goals for business people, such as "You will achieve sales of 654.38+10,000 yuan this year, commission of 5,000 yuan and so on." Although this is clear, it is not enough. It is better to add some non-financial goals, such as how many new customers to add at least. Because the latter reason is the former result, and it also points out the work direction for business personnel. With a more specific goal, you want him to go out to work, and he knows where to drill.

3. Does the company support them? The so-called support refers to whether you or the company provides corresponding resources to help them, rather than they fight alone, for example, advertising, sales training, experience exchange, promotion activities and so on.

4. Finally, is the incentive effective? There are two kinds of incentives, one is money and the other is emotion. Assessment should be linked to goal setting, whether financial or non-financial goals, and rewards should be given when they are completed. At the same time, we should encourage the advanced and set an example for everyone. Praise should be said at the conference, and criticism can only be said in private.

As for the basic salary, if you want to go back, you should be cautious. This is very dangerous. Usually when you tune, people will run halfway! Comprehensively consider the new assessment and reward system, provided that the treatment is not lower than the status quo.

Question 4: What short stories can stimulate the enthusiasm of salespeople? A classic short story about sales incentives.

1. In ancient Greek mythology, there was a story about Schiff. Xiqifu broke the law in heaven, suffered on earth and was punished by the gods. God punished him and pushed a stone up the hill. Every day, Sitcheever makes great efforts to push the stone to the top of the mountain, and then goes home to rest. However, when he rests, the stone will automatically roll down again. Therefore, Sitcheever will continue to push the stone up the hill. In this way, what Schiffer faced was: endless failure. God wants to punish Schiff, that is, to torture his mind and make him suffer in the fate of "endless failure". However, Schiffer refused to give up. Every time he pushes a stone up the hill, he thinks: It is my responsibility to push a stone up the hill. As long as I push the stone to the top of the mountain, my responsibility will be completed. The gods could no longer punish Siqifu, so they sent him back to heaven. In the process of sales, salespeople will constantly encounter various difficulties and setbacks. Like Schiffer, they should adjust their mentality and stick to it. Mentality determines success or failure. When you encounter a problem, you should think calmly, respond calmly, analyze and think, and you will definitely solve the problem.

independently

The little snail asked his mother: Why do we have to bear this hard and heavy shell when we are born?

Mom: Because our bodies have no bones to support, we can only climb, but we can't climb fast. So we need the protection of this shell!

Snail: Sister Caterpillar has no bones and can't climb fast. Why doesn't she have to carry this hard and heavy shell?

Mom: Because sister caterpillar can become a butterfly, the sky will protect her.

Snail: but brother earthworm can't climb fast without bones, and he won't become a butterfly. Why doesn't he carry this hard and heavy shell?

Mom: Because Brother Earthworm can drill soil, the earth will protect him.

The little snail began to cry: we are so poor that the sky is unprotected and the land is unprotected.

Mother snail comforted him: so we have shells! We don't rely on the sky, we don't rely on the ground, we rely on ourselves.

1, Sanjin person:

Once a small country came to China to pay tribute to three identical gold people. The splendor of the golden wall made the emperor very happy. However, this small country is not kind, and at the same time a question arises: who is the most valuable of these three gold people? The emperor thought of many ways to ask the jeweler to check, weigh and watch the work, all of which were exactly the same. What shall we do? The messenger is still waiting for a return. A vast country, you don't even understand this little thing? Finally, an old minister who abdicated said that he had an idea. The emperor invited the emissary to the main hall, and the old minister confidently took three straws and inserted them into the ear of the first gold man. The straw came out of the other ear. The straw of the second gold man fell out directly from his mouth, and the straw of the third gold man fell into his stomach without a sound. The old minister said: the third gold man is the most valuable! The messenger was silent and the answer was correct.

This story tells us that the most valuable person is not necessarily the most talkative person. God gave us two ears and one mouth, which was supposed to make us listen more and talk less. Being good at listening is the most basic quality of a mature person.

2. Chen Atu:

Chen Atu, a farmer in Taiwan Province Province, has never been far away. After saving money for half my life, I finally joined a tour group and went abroad. Everything abroad is very fresh. The key point is that Chen Atu joined a luxury group and lived in a standard room. This makes him novel. In the morning, when the waiter knocked on the door to deliver breakfast, he shouted, "Good morning, sir!" "

Chen Atu froze. What does this mean? In my hometown, strangers usually ask, "What's your name?"

So Chen Atu shouted, "My name is Chen Atu!"

If so, for three days in a row, it was the waiter Chen Atu who knocked at the door and said "Good morning" loudly every day, and also replied loudly: "My name is Chen Atu!"

But he was very angry. This waiter is so stupid that he asks his name every day and tells him that he can't remember. Very annoying. Finally, he couldn't help asking the tour guide, "Good morning, sir!" " What do you mean? The tour guide told him, oh, my God! ! That's a real pity.

Chen Atu practiced saying "Good morning, sir!" This word allows you to deal with waiters with dignity.

Another morning, the waiter knocked at the door as usual. As soon as the door opened, Chen Atu shouted, "Good morning, sir!"

At the same time, the waiter shouted, "I'm Chen Atu!"

......& gt& gt

Question 5: What are the methods of sales incentives? The main incentive method of insurance salesmen is material incentive. Material motivation refers to encouraging employees to work through material means. Its main manifestations are positive incentives, such as paying wages, bonuses, allowances and benefits. Negative incentives, such as fines. Material demand is the first demand of people and the basic motive force for people to engage in all social activities. Therefore, material motivation is the main way of motivation, and it is also a common way of motivation for enterprises in China at present.

Question 6: How do insurance companies encourage employees to visit every day? Nowadays, many sales are based on low basic salary, high commission and improving employees' enthusiasm. Who would want to run the reward and punishment policy with a fixed salary? But complaints must depend on whether you can eat or live. Don't use this set without background.

Question 7: Insurance sales incentive SMS daily sentiment SMS 0 1, everything is established in advance, and it will be abolished if it is not predicted; A journey of a thousand miles begins with the goal. There is no natural self-confidence, only self-confidence that is constantly cultivated; People can do it because they believe it! 02. Dare to think, dare to do and want to do more; Some people have wages, saliva and sweat for wages; Believe in yourself, believe in the team and act!

Question 8: Why do insurance salesmen work so hard? Except for a few lucky people, the vast majority of marketers are working very hard, whether they are old salesmen who have worked for more than five years or novices who have just entered the industry. Where is the hard work? People are tired, mentally tired and psychologically tired! I visit clients every day. If I don't visit them, I won't have any income. I don't care about physical exertion, but I also spend a lot of time and cost. Every visit doesn't necessarily work. I'm either rejected or pushed off. For marketers who love insurance, it is nothing to consume physical strength, time and money. Visiting customers is the daily work of life insurance marketing, just like other people's work. However, the most unacceptable mental fatigue, customers' aversion to insurance, contemptuous eyes to marketers and straightforward sarcasm are all very sad. Many people will feel: "I really shouldn't sell insurance!" "I'd rather find a job with a lower income than a free job with a high commission." However, the most unbearable thing is the pressure of encouragement and assessment. Last month was good. I haven't paid my bill this month. How should I go to the workplace, face the performance list and the proud eyes of others? Especially don't want to see the supervisor. Apart from urging performance, they never say anything about caring for others. In fact, these are just signs. In the final analysis, the salesman's hard work is because he doesn't know the rules of life insurance sales and how to sell insurance professionally. Even veterans who have been in business for more than ten years still promote their favorite products according to their personal experience, and still have to open up new customers or introduce new customers every day. Doing marketing like this is not tiring! Think about it, if we open a restaurant for three years, there will be many regular customers. As long as we maintain them well, we can make money continuously. If we become lawyers or doctors, after ten years, we will be famous, many people will come to us, and business will naturally start. In short, no matter what you do, everyone can enter a peaceful and peaceful professional state, and there is no need for a monthly review and daily visit like life insurance marketing, which is endless. Alas, insurance is really not made by people! This is not true. Of course, insurance is made by people. The key is how to do it. If we just let customers come to the company to attend the "production meeting", listen to a "pseudo-expert" and then sign the bill, then what ability do we have to convince customers? If we sell insurance as soon as we meet our customers, and we don't explain insurance from a financial perspective, and we can't use insurance from a financial perspective, how can we convince our customers? Moreover, is there a reasonable basis for the insurance policy we signed? Why do you want to recommend a product to customers, how much insurance coverage is appropriate, and is the premium budget reasonable? Can you make dynamic planning for customers across time, and can you really play the role of insurance financing? Do we really understand all this? After long-term professional training, doctors have mastered the treatment methods and medication principles, and gradually become experts in treating diseases and saving lives. Patients are constantly being recovered, the popularity of doctors is getting higher and higher, and the reputation of hospitals is getting bigger and bigger. However, no matter how long the salesman works, he only has simple skills of "contact, explanation and promotion" and lacks professional skills. How to solve intractable diseases in people's financial management? Marketers can't give reasonable advice to customers from financial management. How do they win the trust of customers? Nowadays, insurance companies and marketers are very eager for quick success and instant benefit. They always want to make achievements every day and sign the bill when they meet customers, so they derive a "short and quick" style of play, hold production meetings, invite some advisory groups to learn a few sales techniques, and make marketing very simple and vulgar. They have never studied insurance knowledge and financial knowledge systematically, deeply and practically, and their professional level is very superficial, thus deviating from the specialization of marketing and always selling to customers. Everyone feels tired is inevitable, but it is strange not to be tired! The only way out is to study hard, sum up experience seriously, gradually explore the marketing rules, engage in marketing with correct ideas and scientific methods, face customers with a helper's mentality, and make insurance financial planning for customers professionally and sincerely. As long as you master the marketing rules and scientific methods, you will be able to enter the situation of "fission of signing bills" in a few years, so that customers can sign bills continuously.

Question 9: How can a vehicle insurance company formulate policies to protect customer resource information of sales (business) personnel and encourage sales personnel to provide real customer information? 5 points depends on what platforms and resources the company has.

Set up special customer service personnel to pay a return visit to customers, and make a special assessment system by sampling the connection rate and the true rate.

Even potential customers must enter the information into the company system, and after the transaction is completed, the entrants will receive corresponding performance commission. Customers who have not entered or the key information is wrong, the marketing rights of salesmen are not protected, and so on. . .

Question 10: The incentive slogan of the insurance company: Congratulations on getting rich, visit more, and all employees have a good rest.

Return to the old year and celebrate the new year with all one's strength.

Congratulations on getting rich, visit more, and all the staff have a good rest.

Return to the old year and celebrate the new year with all one's strength.

Spend billions with your feet, and you will win if you work hard.

If you have a dream in your heart and don't accept your fate, all the staff will unite.

Everyone has a goal in mind, and I will succeed in failure

Only when you have a dream in your heart can you move, and you can go all out to rush forward.

Love at first sight in spring, visiting competitions first, and endless customer service.

Professional, take the lead, meet quarterly standards and forge ahead.

Buy a horse after moving, and the wind will come. Personnel multiply, morale doubles.

The cause is predestined, grateful and blessed, and firm in belief; Marketing life

Travel is a reward. Let's fight for it. You can do it, so can I. Ten thousand yuan will take the lead.

Hong was very busy during his visit in May, but he was not flustered by his performance.

New orders continue to be written side by side, and the performance has doubled.

All the staff actually moved, which increased the number of visits this week and achieved new results.

Pursue Excellence, challenge yourself and go all out to achieve your goals.

All the staff took action, increased the number of visits in eight weeks and achieved new results.

To stabilize the market, it is important to pay a return visit, take care of it carefully and recuperate.

Long-term operation, accumulate customers' full preparation and wait for opportunities.

To stabilize the market, it is important to pay a return visit, take care of it carefully and recuperate.

Long-term operation, accumulate customers' full preparation and wait for opportunities.