Why do you want to join the insurance industry?

After weighing in many ways, I decided to enter the insurance industry. Many friends don't understand why. Now I tidy myself up: 1, and my learning ability and hard-working ability are better. I need to improve my ability to deal with people (especially strangers). I want to prove myself in a really strange industry. I hope this industry will develop. I want to earn a salary that will be rewarded as long as I pay. This industry needs you to master a lot of information and bring it to your customers, which means you need to learn more. These can be learned in the insurance industry. After repeated choices, I chose Ping An Insurance Company, which is a listed company. The advantages of products are enormous, especially such a team, and everyone is good at sharing.

What I need now is to learn step by step, first do what my "master" gave me, and then learn the extraction skills. I'll share with you some insightful things I saw today:

Among the insurance marketing skills, metaphorical marketing is a very useful and effective marketing method, which skillfully uses common things in daily life to explain to customers the reasons why they should buy insurance in time through vivid metaphors.

In the marketing experience of Chinese and foreign insurance masters, it is not difficult to find the wonderful use of this method. It brings not only the wit or professionalism of the marketing staff to customers, but also considerable policy income. Here, the author gives a brief description of the classic cases of Chai Tian He and Huang marketing guru for readers' reference.

Chai Tian He is known as the "goddess of sales". In insurance marketing, she often uses the metaphor of "red, yellow and green light" to convince customers and let them understand the importance of buying insurance in time. She would say to her clients:

"Whether driving to work or going for a ride, it is impossible to have a green light all the way; Similarly, there are peaks and valleys in life, and the red, yellow and green lights alternate constantly. Therefore, you also need to stay a little longer and seriously reflect on your life. Now you have a yellow light or even a red light, but you don't feel anything, so I want you to stop and think. Is there a problem if this continues?

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"Life is full of hidden and unpredictable crises, but everyone thinks he is an exception and can have a pleasant journey. Don't forget, we often see accident cars that have been hit beyond recognition by the roadside, and a minute ago they were smooth and fast cars! There are obstacles in life, so don't take them lightly. You are now standing in front of a red light, but please understand that the red light is a turning point in our life given by God. It took me so long to talk to you about that meager commission. This policy is really designed for your family. You buy insurance, I earn commission, I thank you; However, the insurance premium for future claims can be paid to the family, which is the well-being of the family. "

"Our insurance salesman is providing you and your family with the best insurance advice, which is also the most suitable policy for you, so buy this insurance. Whether you are insured or not has little to do with me, but whether you can choose a competent salesman to plan your later life will affect your life direction. Therefore, please make the best choice. I will always be here to serve you. Please buy an insurance for yourself and let me plan a lifetime guarantee for you. "

From the above words of Chai Tian He, we can find that she used the familiar "red, yellow and green light" to describe that life is also full of danger, and she needs to stop at the right time to make adjustments and arrangements, and then deduce a wonderful speech about letting customers buy insurance in time, which is sincere and convincing.

Comparing the metaphor of Chai Tian and "red, yellow and green light", the case of Hong Kong insurance giant Huang is equally wonderful.

Once, I went to Kowloon by ferry with Mr. Huang. After listening to Huang's introduction, Mr. Mo smiled and said, Sir, do you think it is necessary for me to buy insurance? The strength and scale of American AIA are first-class, but although I can't compare with AIA, I can buy one third of the whole AIA company with my financial resources. "

Hearing this, Huang was shocked on the spot. Seeing that the ship was about to dock, he had no clue in his mind. I don't know how to explain the insurance to this rich gentleman again. Suddenly, his eyes lit up when he saw the "Elizabeth II" moored on the dock. He turned to Mr. Mo with a smile and said, "Mr. Mo, you are well informed. I have a question to ask, can I? " "Ask any questions." Mr. Mo readily agreed.

Mr. Mo understood as soon as he heard it. He carefully looked at Huang in front of him again and smiled: "You are really good. Come to my office tomorrow morning. "

In this way, Huang Wei won a big customer. This seemingly simple metaphor helped Huang a lot. Many times, communicating with high-level customers and speaking directly may not get good results, but profound metaphors can make customers deeply understand the truth.

From two classic cases of Chai Tian and Huang, we can appreciate the wonderful use of metaphorical marketing. The biggest feature of metaphor marketing method is that it does not need to clarify the truth directly, and the reason is obvious. Using appropriate metaphors in insurance marketing can not only make the words lively, but also bring unexpected surprises.