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首页 [保险]柴田和子销售话术

[保险]柴田和子销售话术.doc

[保险]柴田和子销售话术

利落的咪咪
2017-12-25 0人阅读 举报 0 0 暂无简介

简介:本文档为《[保险]柴田和子销售话术doc》,可适用于综合领域

保险柴田和子销售话术柴田和子销售话术柴田和子"红灯话术"只有准客户感受到寿险行销人员的诚意与自已确实有需要时他们才会认同保险从而购买保险。顶尖寿险业务员会站在客户的立场为他们考虑。"红灯话术"是柴田和子经常使用的一种话术有一个星期六柴田去拜访一位准客户这位先生是汽车销售公司的部门经理他觉得买保险是杞人忧天的懦夫所为。柴田对这位经理说"先生你是从事汽车销售工作的一定熟悉交通情况吧那请教你一个问题你开车上班或兜风是不是一路都是绿灯,""这个不一定有时难免有红灯。""遇到红灯你会做什么,""停下来等待绿灯。""对呀人生有高峰也有低谷有时黄灯有时红灯因此你也需要稍停脚步重新认真思考一下自己的人生。你说对吗,"这位经理频频点头柴田看着经理微笑着对他说:"人生到处潜伏着难以察觉无法预料的危机每一个人总是认为自己会一路顺风。可是为什么我们常常看到道路旁堆着一辆辆撞得七零八碎面目全非的肇事车辆,人生路上危机四伏决不能掉以轻心。""但是请你理解红灯是上天给我们的人生转折点。我现在为的是一点点微薄的佣金却耗费如此长的时间跟你讲解。你买保险我赚到佣金我感谢你但是将来理赔的保险金额却是支付给你的家人的是你家人的福份。""你投不投保对我没什么关系但是能否挑选一位有能力的寿险行销人员来为你规划晚年生活可是会影响着你的人生方向因此请让我为你规划终身保障。"柴田和子的"红灯话术"最后打动了汽车销售经理为自己和全家投了巨额的保险。成功处方:拒绝的客户在是你要找的客户。让客户明白人生的风险性。柴田和子"猴子话术"有一天柴田碰上了一个死活不肯投保的客户柴田开玩笑地说:"咦~高崎山的猴子怎么跑到这里来了~""你太过份了吧~就算我不投保你也不能这样说嘛~""虽然你脸孔长得不像猴子但在想法上却与猴子没有什么不同因为两者都不会储蓄有多少花多少过了今天不知道明天的生活费在哪里,在这一点上你和猴子没有两样是吧~猴子先生。"结果这位客户不得不苦笑置之同时心中也有所感的确如此这样下去可不成。人到了某个时期必须会思考自己的晚年亲人或身边的人发生意外或死亡或是自己觉得体力衰退的时候就会对自己的未来感到不安和忧虑要缓和这种对将来变化的不安人寿保险是最佳良药。而明知如此都仍不愿意投保的人只能说他们跟一口气吃完手中的栗子的猴子是没有两样的。还有一些人宁愿为自己有二十万分之一失火率的房子投保财产险也不愿为自己购买人寿保险这些人即lineofthebusthroughthelistofmadeamoredetailedprovisions,applymoreoperationalSevenisincreasedthearticle,inviolationoftherelevantprovisionsofthe,toparticipateinpublicfundstopayfordinner,highconsumptionofentertainment,fitnessactivitiesandpublicfundstobuygift,sendgiftstomaketheprovisionsofthedispositionOntheviolationofthecentralprovisionsofthespiritoftheeight,inadditionto><newregulationsinto"violationofhonestyandselfdiscipline"misconductoutside,isdifferentwiththeoriginal<Regulations>,revised<rule>clearlydefinednotonlytodispositionofthedirectlyresponsiblepersons,butalsodisposeofcollarGuideresponsibilities()increasedtradingrights,useofauthorityorpositioninfluenceasrelativesandclosetoprofitviolationofthetermsofthe<NewRegulations>absorption<cleanpoliticsseveralguidelines>therelevantprovisionsspirit,increasethe"negativelist,includingtradingrights,thefunctionsandpowersordutiesofinfluenceasrelativesandstaffaroundprofitIncreaseArticle"mutualuseofofficeorauthorityringforeachotherandtheirspouses,childrenandtheirspousesandotherrelatives,aroundpersonnelandotherspecificrelationshipbetweenthepeopletoseekbenefitsengageintradingrights,givenawarningorseriouswarningSanctionsifthecircumstancesarerelativelyserious,givingremovedfromorplacedonprobationwithinthepartypostifthecircumstancesareserious,shallbeexpelledfromthepartyIncreaseArticle"connivance,acquiescencetothespouse,childrenandspouseetcrelativesandstaffaroundtheeffectofPartymembersandcadrespersonalauthorityorpositionforpersonalgain,ifthecircumstancesarerelativelyminor,givenawarningoraseriouswarningifthecircumstancesarerelativelyserious,givingremovedfromorplacedonprobationwithinthepartypostifthecircumstancesareserious,thegivenExpelledfromthepartyPartymembersandcadresofthespouses,childrenandtheirspousesdoestheactualworkandgetsalaryoralthoughtheactualworkbuttoreceivesignificantlybeyondthesameranksalarystandard,Partymembersandcadresinformedfailstocorrect,inaccordancewiththeprovisionsoftheprecedingparagraph"()aboutthegifts,giftsmisconductfromhandlingpracticesinrecentyears,engagedinofficialcadresreceivedgifts,giftsproblemsmoreprominentThishasseriouslyaffectedtheimageofPartymembersandcadres,damagedtherelationsbetweenthepartyandthemasses,andisahotbedofcorruption,isreallynecessaryforthiskindofbehaviortobedisciplined<rule>noonacceptinggifts,gifts,Cardconsumptionbehaviortoengageinsimple"onesizefitsall",butthedifferencebetweenthedifferentseparatelyOneisinaccordancewiththeprovisionsofArticle,acceptingmayaffecttheimpartialenforcementoftheofficialgifts,gifts,consumercardstodependingontheseriousnessofthecaseshallbegivendisciplinarysanctionsThatistosay,formayaffectthefairexecutionofbusinessgifts,gifts,consumercardsarenotallowedtoacceptisinaccordancewiththeprovisionsofArticle,acceptingwassignificantlyhigherthannormalceremonyisstillexchangesofgifts,gifts,consumercardtodisciplinaryactionThisisnewregulationsthatdailylifeispurelyreciprocity,acceptingthesamething,boys,fellowfriendsgifts,gifts,shoppingcards,althoughandfairexecutionofbusinesshasnothingtodo,alsowanttoasthecaseshallbedealtwith,thesituationisobviouslybeyondnormalreciprocity"Thesocalled"reciprocity",oneisemphasizesthereciprocalinprotocolInotherwordsisyoutomehow,Itoyouhow,notonlydoesnotgoThesecondistosignificantlyexceededthenormallocaleconomylevel,customsandhabits,economiccapacityofindividualgifts,giftvalueSpecificsanctionstoaccordingtotheprocessingofavarietyoffactorstoconsider,asappropriateThethirdistherootaccordingtotheprovisionsofArticle,"toEngagedinpublicservicepersonnelandtheirspousesandchildren,children'sspousesandotherrelativesandotherspecificrelationshippresentedMingXianchaonormalreciprocityofgifts,gifts,consumercard,ifthecircumstancesarerelativelyserious,givenawarninguntilprobation"Inaccordancewiththeaboveprovisions,giftgivingsignificantlybeyondthenormalreciprocity,giverconstitutethediscipline()onillegaltradingofstocksorofotherregulationsofsecuritiesinvestment<>ArticleisengagedinpunishmentregulationofcampandactivityinviolationoftherelevantprovisionsonAmongthem,will"buyingandsellingstocksorinothersecuritiesinvestment"columnasoneofdisciplinarycasesOutFirstneedtobeclear,><regulationsdidnotchangetheprovisionsoftheOrdinanceTheordinanceoftheprovisionsofthesecondparagraphofArticleprovisions"who,inviolationoftheprovisionsofthesaleofstocks"isoneoftheviolation,andatthebeginningofthefirstparagraphofthisarticle"violationofagainsttherelevantprovisionsofthe"textualrepresentationoftherepeatrevisionIn,justfromthelegislativetechniqueremovedthe"personal"inviolationoftheprovisions,contentandnottochangetheoriginalprovisionsNeedtoclearis,"buyorsellastockorofothersecuritiesinvestment"referstoviolationoftherelevantprovisionsreferstoinApril,thePartyCentralCommittee,theStateCouncilpromulgatedtheOntheworkofthepartyandgovernmentorgansstaff'spersonalinvestmentinsecuritiesifdryprovisions>AccordingtotheprovisionsofArticle,useofworktime,officefacilities,thesaleofstocksandsecuritiesinvestmentfundbelongstoillegalbehaviorThefourthquestion,abouttheviolationofthemassesofthedisciplinaryactions<newregulations>wouldviolatepublicdisciplinebehaviorofasinglesetofaclassofrestored"threerulesofdisciplineandeightnote"inthedisciplineofthemassesofexcellenttraditional<NewRegulations>Chapter"toviolatethemassesofdisciplinaryaction",mainlythedestructionoftheparty'sclosetieswiththemassesofmisconductmadeprovisionsondisciplinaryenrichandperfectthesuperstandard,beyondthescopeofXiangQun<Alltoraisefundandlabor,inforinvolvingthepublicaffairsdeliberately,chinakayao,insocialsecurity,policysupport,disasterrelieffundsandmaterialsandothermattersassignedanykindandaffectionatefriends,obviouslyunfairactsagainsttheinterestsofthemassesofthedisciplinarytermsincreasethetermsnotinaccordancewiththeprovisionsofthepublicpartyprovided,government,factoryandvillage(neighborhood)providedetcviolationofthepeople'srighttoknowthebehaviorofthedisciplineThefifthissue,ontheviolationofworkdisciplineviolationofworkdisciplineadded"negativelist,includingPartyorganizationscarryoutstrictlyMainresponsibilityforpoordisciplineterms()thenewpartyorganizationcomprehensivestrictlythemainresponsibilityofthepartydoesnotfulfilltheorperformpoordisciplinaryterms<NewRegulations>hasaleadpeopletopayattentiontothenewterms,thatis,inchapterten"ontheviolationofworkdisciplinebehaviorpunishment"increaseintheonehundredandfourteenth"partyfailtoperformcomprehensivestrictlythemainresponsibilityofthepartyortoperformcomprehensivestrictlythemainresponsibilityforadministeringtheineffective,resultinginseriousdamageorseriousadverseeffects,tothepersondirectlyresponsibleandtheresponsibilityofleadershipandgiveawarningorseriouswarningThesituationisserious,givingremovedfromtheirpartypostsoronprobationPunishment"HerethechangesForthefirsttime,themainresponsibilitywrite<rule>()newshallreportdoesnotreportorfalsereportingdisciplineshallincreasethebar"inthehigherlevelunitstochecktoinspecttheworkorreporttotheparentunit,workreportofshallreportthemattersdonotreportordonotreport,causeseriousdamageorseriousadverseeffectsof,tothepersondirectlyresponsibleandtheresponsibilityofleadership,togivewarningoraseriouswarningifthecircumstancesareserious,givingremovedfromtheirpartypostsorplacedonprobation"Forexample,duringthetourvisitstotheregion,theunitMemberstheobligationtotheinspectionteamstoreflectthetruesituation,toconcealnotreportedorintentionallytotheinspectionteamstoprovidefalseinformation,causingseriousdamageorseriousadverseeffectsof,thepersondirectlyresponsibleandtheresponsibilityofleadershipshouldbeinaccordancewiththeprovisionsof<rule>Articletogivetheappropriatepunishment()thenewnotgrantedinaccordancewiththeprovisionsofpunishment,notaccordingtotheprovisionsoftheimplementationofdisciplinarymeasuresviolationoftheprovisionsofArticle"Partyorganizationshaveoneofthefollowingcircumstances,thedirectleadershipresponsibilityProbation:membersweresentencedpunished,inaccordancewiththeprovisionsgivedisciplinaryactionorinviolationofstatelawRulesofbehaviorshouldbegivendisciplinarypunishmentanddisposeofdisciplinarypunishmentbydecisionorcomplaintreviewthedecisionmade,notinaccordancewiththeprovisionsoftheimplementationdecisionsonpunishmentoftheparty,position,rank,andthetreatmentofthemattersPartymemberssubjecttodisciplinaryaction,notinaccordancewiththecadremanagementauthorityandorganizationalrelationshipsofbydisposeofPartymemberstocarryouteducationandsupervisionofdailymanagement"Whatneedstobepointedoutis,"cliff"demotedwithcars,housing,secretaryproblem,implementationisnotadisciplineandpartypostsandrankstreatmentbytheorganizationdepartmentisresponsiblefortheimplementation,withcars,housingbythelogisticsdepartmentisresponsiblefortheimplementationof,JiCommissionresponsibleoversightresponsibilitiesThesixquestions,abouttheactsviolatingthedisciplineoflife"inviolationofdisciplineoflifebehaviorpunishment",mainlyto"fourwinds"problemsandaseriousviolationofsocialmorality,familyvirtueactsofmisconductmadeprovisionsondisciplinary,anincreaseofextravagantlife,contrarytothesocialpublicorderandgoodcustomsdisciplinarytermsWorthmentioningis,><RegulationsinArticleabout"adultery""mistress(Cardiff)formulationinthenew<rule>isremoved,toexpandthescopeofArticleprovisions"andothershairimpropersexualrelations,letfacedisciplinaryactionWidermorestrictFour,andearnestlydoagoodjobinthe<code>and<rule>implementsystemoflifeliesinexecution<code>and<Regulations>isPartyorganizationsatalllevelsofastrongconstraintandallPartymembersfollowLearningandimplementingthe<code>and<rule>ispartycommittees(party),commissionfordiscipline,disciplineinspectiongroup),themajorityofPartymembersandcadresofthecommonresponsibility,mustpartycaughttogether,thepartyoneexecution()Partycommittees(party)andplayandimplementcomprehensivestrictlythemainresponsibility,paysspecialattentiontothetwopartyregulationslearningcrosspenetrationOneistoAdheretothepartyconstitutionisfundamentaltofollow,andresolutelysafeguardtheauthorityofthePartyChapterThesecondistoadheretotheproblemoriented,tostrictlypoliticaldisciplineandpoliticalrulemomentsinthefirstplaceThethirdistoadheretothedisciplineandrulesquiteinfrontmustnotallowthebottomlinetobreakthedisciplineThefourthistoseriouslyorganizethestudyofpropagandaandeducation,inthecitypartymemberstocreateadisciplined,abouttherulesofthestrongatmosphere(II)CommissionforDisciplineInspectionatalllevels(DisciplineInspectionGroup)toanimportantbasisfortherevisedtwopartyregulationsas,adheretoeasilyblame,strengthensupervisionandenforcementAndearlymethodincombiningJi,increaseaccountabilityeffortsOneistotworegulationswithinthepartyimportantbasis,adheretothepartyconstitutionduties,withstrictdisciplinetomaintaintheconstitutionauthorityThesecondistoadheretohighstandardsandkeepthebottomline,adheretoJiYaninlawanddiscipline,thedisciplineandrulesquiteinfront,graspinggraspingsmall,easilyblame,comprehensiveuseofsupervisionanddisciplineof"fourkindsofform"inthedisciplineembodiesthestrictrequirementsandcareforthediscipline,tightenup,YanAccordingtodisciplineinaccordancewithregulationstocarryoutdisciplinaryreviewIncreasetheviolationspunishment,cluescaninitiateaninvestigationonthetrialofcasesAccordingtothedisciplineontheprovisionsoftheproportionofprocessingandcontrolmanagermaintainsdisciplineTofocusoninvestigatingnonconvergence,don'taccepthandseriousdisciplinaryviolationsatthesametime,paymoreattentiontothegeneralreviewofdisciplinebehavior,andgraduallyincreasethelighterpunishmentFouristoilluminatetwopartyregulations,combinedwiththelocaldistrictoftheDepartmentofpartyconductLianzhengtorelevantlawsandregulationssystemclean,timelyresearchproposestoestablish,change,wastereleaseopinion,avoidconflict,andthefastensystemofcage,andgraduallyformednotrot,notrot,notwanttorotsystemandworkingmechanism()theleadershipofthepartymembersandcadresshouldplayanexemplaryroleTherateofhigherconsciousnessofthefrontoftheOrdinancetoleadpracticeselfdisciplinenorms,leadingtomaintaindisciplineofseriousnessandauthorityOneistheaboverate,demonstrationandguidance,taketheleadinlearningandmasteringthe<code>and<>therequirementsandregulations,dothedeepunderstanding,learningtouseThesecondistoplayanexemplaryroleinabidingbydisciplinerate,taketheleadinpracticingselfdisciplinenorms,firmlyestablishbeforethedisciplineareequal,thesystemhasnoprivilege,disciplineisnoexception,andconsciouslydostandards,requiremorestrictmeasuresmorepracticalThirdistoconsciouslyacceptsupervision,conscientiouslyparticipateinthedemocraticlifeanddebriefinghonestyresponsibility,suchasRealtothepartyorganizationtoreportpersonalmatters,andtoacceptthesupervisionoftheworkandlifeofthenormal,habitsunderthesupervisionoftheexerciseofpower,tocarryouttheworkThefourthistosetanexampleforthestrictenforcementofdisciplineLeadingcadresshouldtaketheleadinthemaintenanceofdisciplineofseriousnessandauthority,todaretoseriously,daretostruggle,daretooffendpeople,formisconductnotlaissezfaire,butdonotindulge,nottoleratetoensurethepartyconstitutionofpartycompassespartyputinplace()themajorityofPartymembersandcadrestosethighstandardsandholdthebottomline,consciouslyabidebythe<code>and<rule>Oneistocontrolthe<standard>and<cases>,tightCloseconnectionwiththeirownthoughts,practicalworkandlife,effortstosolvetheproblems,toenhancethestudyandimplementoftheeffectivenessandpertinenceThesecondistoestablishahighstandardandholdthebottomline,consciouslyintheselfdisciplinepursuitofhighstandards,strictlyinthepartyawayfromtheredlinediscipline,discipline,abouttherulesandknowfear,distrust,theformationofthehonorsystem,complywiththesystem,safeguardsystemofgoodhabitsRegulationsanddisciplineregulationsof<<NewRevisionoftheCommunistPartyofChinacleanfingeredselfdisciplinecriterion>and<ChineseCommunistPartyDisciplinaryRegulations>isthePartyCentralCommitteeinthenewsituationtopromotethecomprehensivestrictlyrootofthelift,theregulationsofthepartyconstructionofkeepingpacewiththetimesWeshouldstudyandimplementtheStandards>and<>astheprimarypoliticaltask,adheretothepartyconstitutionduties,adheretothedisciplineof,JiYaninlaw,thefullimplementationofsupervisionanddisciplineaccountabilityresponsibilitiesforcoordinationandpromotion"fouroverall"strategiclayoutinXXDistrictvividpracticetoprovideastrongguaranteeSiJianWu,andeffectivelyenhancetheimplementationoftheimplementationofthe<code><>TheconsciousnessofGeneralSecretaryXipointedoutthatthepartyisinchargeoftheparty,tomanagethepartystrictly,itcancuregoodpartyCriterion>and<rule>keeppacewiththetimesisourpartytoformanewpotentialstrictlyrules,todeepenunderstandingoftherulinglaw,isacomprehensivestrictly,andstrengthenthesupervisionwithinthepartyimportantgrasperCriterion>closelylinkedtothethemeofselfdiscipline,selfdisciplineintensitymodulated,focusingonmorality,forthemajorityofPartymembersandcadressettosee,feelthehighstandard,showtheCommunistsnoblemoralsentimentDistrictOrdinance<<rule>theconstitutionofdisciplineintegrationintoapoliticaldiscipline,organizationanddiscipline,honestyanddiscipline,disciplineofthemasses,workdiscipline,discipline,emphasizediscipline,focusingonestablishedrules,todrawthepartyorganizationsandPartymembersdonottouchthebottomlinePartycommittees(party)toeffectivelystrengthenthestudyandpublicizetheimplementationofthe<code>and<rule>theorganizationandleadershipofcriterion>and<>afullrange,multiangle,deeppublicity,theformationofstudyandpublicizeandimplementtheboom,inordertoconsolidatethedevelopmentofgoodpoliticalenvironmenttocreateapositiveenvironmentandatmosphereThemajorityofPartymembersandcadrestostrictrequirements,the<rule>and<Ordinancecases>asaguidetoactionandbehaviorcriterion,adheretothemoralstandardsanddisciplineofthebottomline,tomaintainthedisciplineofworshipandawe,learning,compliance,andmaintainpartydisciplineandrulesofthemodelThedisciplineinspectionandsupervisionorgansandcadrestothe<code>and<>asthedeepeningofthe"three",andstrengthensupervisionanddisciplineofaccountabilityisimportanttofollowcorrectlygrasptheuseofsupervisionanddisciplineof"fourtypes",promotethecomprehensivestrictlyinnewrootsStrictdiscipline,adheretothedisciplineandrulesquiteinfrontoftheenterpriseintheimplementationofexpensivetoimplementtoexecuteThedisciplineinspectionandsupervisionorganstoimplementthe<code>and<Effortstoinvestigatecases>asanopportunity,adheretothepartyshouldmanagethepartystrictly,seriousperformanceoftheirdutiestopromotetworegulationsimplementationChangedisciplineconceptFromthesimple"investigationofillegal"toacomprehensive"stareatviolatediscipline"fromthebusinesscasetoprosecutethebigcasesandtimelysolvethesignsoftilttoFromtheorientationtothenormalsupervisionfromthetube"minority"toresistthe"most"GuidePartymembersandcadrestoseriouslyimplementthe<code>and<rule>,consciouslyabidebythepolitical,organizational,honestpeople,work,lifesixdisciplineUrgetheleadershipcadressenttoplayanexemplaryrole,taketheleadinstrictlyenforcedRelaxationandrestStrongwindisSuJi,closelylinkedtothe"fourwinds"pronetomultiple,themassesreflectthestrongimportantnodesand,gluedtothefourwinds"newform,newtrends,seriouslyinvestigateanddealwithviolationsofthecentraleightprovisionsofthespirit,toincreasethebulletinexposureintensity,theformationofChajiu"fourwinds"loudly,continuetoreleaseanddisciplinemustbestrictsignalAtthesametime,extendedsupervisiontentacles,throughthedevelopmentoftheruralandfisherypartyconductLianzhengconstructioninspection,issuedinatimelymanner,Chajiuoccurredingrassrootssideofcorruptionandunhealthy,andearnestlysafeguardtheinterestsofthemassesandsocialstabilityThecreativityanddisciplineGraspandmakegooduseofthesupervisionanddisciplineof"fourtypes",toensurethePromotingcluestolotsofdisciplineandthelawofthevacuumtube,stricttogetherNotonlytothe"less"and"veryfew"thoroughinvestigationseverelypunished,butalsothe"most"tomaintainzerotolerancetrendthroughlayersofconductivepressure,letthedisciplineabouttherulesforeachpartymembersandcadresconsciouslyfollowAtpresent,itisnecessarytoimplementthe"list"management,strictlyfollowthecluestothedisposaloffivestandards,maketheclassificationofdisposal,dynamiccleanupZadokPartycommitteesatalllevelstoimplementthemainresponsibility,comprehensiveuseofdisciplinaryactionandtissueprocessingandothermeanstoeffectivelycurbthecommonplace,usedtoseedonotblamethe"smallproblem",notbecauseof"practice"and"exception"ProminentDisciplinecharacteristics,theproblemsofviolationofdisciplineandrulesintothefocusofsupervisionanddisciplineanddisciplinaryreviewAtthesametime,increasecasedoublechecktheintensity,theseriousproblemsofdisciplineviolationsor"fourwinds"banbutnotabsolutely,notonlytobehelddirectlyresponsible,butalsoheldleadershipresponsibilitynotonlytopursuestudiesthemainresponsibilityofthePartycommittee,andtopursueCommissionforDisciplineInspectionandsupervisionresponsibilitiesandpromoteaccountabilitytobecomethenewnormTheimplementationofsupervisoryresponsibilityMaintain<code>and<rule>theseriousnessandauthorityofthedisciplineandrulesandtrulybecometheparty'srulerDisciplineassupervisionwithinthepartythespecializedagency,wemuststrengthentheresponsibilitytoact,adheretotheImpartialdisciplineaccountability,earnestlywillbestrictdiscipline,disciplinemustbepunished,andseverelypunishtheactsinviolationofrulesandregulation
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