How to start insurance sales

1. "Think", that is, insurance salespeople should have certain planning capabilities.

Insurance salespeople carry out insurance signing work in regional markets. The insurance company sets a sales task for the sales staff. All sales work, including market research, market planning, customer development, customer management, complaint handling and other basic tasks, must be done by the sales staff themselves. To do all this well and ensure the sustainable and healthy development of the customers they are responsible for, first of all, sales staff must have an overall market plan for their work, including phased sales goals, how to lay out the sales network, what kind of customers to choose, and what measures to take. In this way, etc.; secondly, salespersons often encounter many problems in the process of developing customers. To deal with them well, salespersons must use some strategies, and these strategies require careful planning by salespersons; thirdly, salespersons must also You should act as a consultant and helper to customers, discover opportunities and problems in the development process of customers, and provide guidance to customers. Only if the sales staff is a master of planning, can sales performance grow faster and more steadily; can they win the trust and recognition of customers and ensure the health and stability of the sales network.

2. "Listen", that is, insurance salespeople should have the ability to listen.

In the process of developing customers, many salespeople, regardless of whether the customer is willing to listen or not, just come to the door and start talking: how good insurance is, how excellent their company is, and how much insurance can bring. What a huge benefit. It may be worth noting that most of the salespeople who sell insurance in this way are unsuccessful. In fact, whether it is developing customers or handling customer complaints, listening is more important than speaking. Why? First, listening can help you figure out the other person's personality, hobbies and interests; second, listening can help you understand what the other person is thinking and what the other person's true intentions are; third, listening can make the other person feel that you respect him and value him. Pay attention to his ideas and let him let go of his baggage and worries; fourth, when the other party has a lot of complaints about insurance, listening can allow the other party to vent and eliminate the other party's anger; fifth, listening can give you enough time to think about how to strategically Reply to the other party. How do insurance salespeople listen? The first is to eliminate distractions, concentrate, and listen to the customer's statement with an open attitude and an active and engaged way; the second is to listen to the entire content clearly, sort out the key points, and hear the emotional color in the other party's words; the third is to repeat what is heard information, quickly record key words, and improve the memory effect of listening; fourth, respond with appropriate body language, ask appropriate questions, and remain silent at the right time to keep the conversation going.

3. "Writing" means that sales staff should have the ability to write general official documents.

Many sales leaders may have this experience: salespeople often report to you on the phone and ask for support. When you ask him to write a written report, the salesperson either cannot send the report back on time, or the report written back has unclear levels and unclear intentions. Why does this happen? Because many salespeople don’t know how to write reports or can’t write reports well. Therefore, sales staff are required and encouraged to write more articles about sales experience to improve their writing skills.

4. "Speaking" means that sales staff should have certain persuasive abilities.

Salespersons are representatives of insurance companies, and the company’s basic information and sales policies are conveyed to customers through salespersons. When sales staff communicate company policies with customers, some customers quickly understand and understand the company's intentions; some customers do not understand the company's intentions or understand but do not understand them; some customers are disgusted with the company or even cut off contact with the company. partnership. Why do these situations occur? The reason is that different salespeople have different persuasive abilities.

How can salespeople improve their persuasive skills? First, before the salesperson formally persuades the customer, he must be fully prepared: first, by asking questions to the person or person related to the customer to understand the customer's needs, that is, what he is thinking, what he wants, and what he is worried about, so as to prescribe the right medicine. ; Secondly, formulate a persuasion plan based on the customer's needs, write down how to persuade the customer and the key points to touch him, and keep it in your mind; then, put yourself more in the customer's perspective, help him analyze his situation, and make him Understanding the company's policies can help him improve his situation, explain to him the specific operation methods of the company's policies, and describe the benefits that can be brought to him after implementing the company's policies.

5. "Do", that is, sales staff should have strong execution capabilities.

Many sales managers may have had this experience: at the beginning of the month, their salespersons will pat their chests and promise you what sales targets they will be able to achieve this month. They also have a series of strategies and measures to achieve sales targets. , but the sales plan always comes to nothing at the end of the month. Why does this deviation occur? This requires sales staff to work hard to plan their work. And all of this requires salespeople to make solid contributions day after day, year after year.

The first priority of a sales representative is sales. Without sales, the company has no hope. At the same time, the work of the sales representative still needs to be expanded. There is no hope in only selling, because what you sell is insurance or services. Only by continuously expanding the market can you establish a long-term market position, win long-term market share, and contribute to the insurance industry. The company's sales channels have established important intangible assets and won stable performance for itself.

As an excellent salesperson, what mentality should you have?

1. Sincerity

Attitude is the basic requirement that determines whether a person can succeed in doing things. As a salesperson, you must have a sincere heart and treat customers sincerely. Colleagues, only in this way will others respect you and treat you as a friend. The business representative is the image of the company, the embodiment of the company's quality, and the hub connecting the company with society and insurers. Therefore, the attitude of the business representative directly affects sales.

2. Self-confidence

Confidence is a kind of power. First of all, you must have confidence in yourself. When you start working every day, you must encourage yourself. I am the best! I'm the best! Confidence makes you more energetic. At the same time, you have to trust the company.

3. Be a thoughtful person

"Everything you pay attention to is learning." You must develop the habit of diligent thinking and be good at summarizing sales experience. Review your work every day and see what you did well and why? Not doing well, why? Ask yourself a few more whys? Only by discovering shortcomings in work can we encourage ourselves to continuously improve our working methods. Only by improving our abilities can we seize opportunities.

Opportunities are equal for everyone. As long as you are determined, you will surely become the leader in the industry.

As an insurance salesperson, you must understand every change in your customers, strive to grasp every detail, be a thoughtful person, constantly improve yourself, and create a more exciting life.

4. Resilience

Sales work is actually very hard, which requires sales representatives to have the resilience to endure hardship and persevere. "You have to endure hardships and sow hardships, only then can you succeed in others." Insurance sales work requires constant visits to customers. It is by no means smooth sailing. You will encounter many difficulties, but you must have the patience to solve them and an indomitable spirit.

5. Good psychological quality

Only with good psychological quality can you face setbacks without getting discouraged. Every customer has a different background, personality, and way of life. You must be able to maintain a calm mind when you are hit. You must analyze customers more, constantly adjust your mentality, and improve your working methods so that you can face all criticisms. . Only in this way can difficulties be overcome. At the same time, we should not be complacent because of temporary success. We must know that "extreme joy brings sorrow." Only in this way can we not be arrogant in victory and not discouraged in defeat.

6. Communicative Skills

Everyone has strengths. It is not necessarily required that every insurance salesperson be well-rounded and eloquent, but they must communicate with others more and cultivate their own communication skills. Ability, make as many friends as possible, this will give you more opportunities, you know, it is easier to travel when you have more friends. In addition, friends are also resources. You must know that you will not succeed if you have resources, but you will succeed if you make good use of resources. I wish you success!

Extended reading: How to buy insurance, which one is better, and step-by-step instructions to avoid these "pitfalls" of insurance