促成组后一步（One step behind the group）

促成组后一步（One step behind the group） 促成组后一步(One step behind the group) Keep your mood calm The most striking one is probably not sure when it's time to get involved! Even if you are an old sales veteran, you have to be courageous enough to get involved in the process of making a push, and if you want to keep the book out, the other person will say "no"! When the hope seemed to break away, the situation came to mind, "well, the premium is."...... "This simple words are stuck in the throat. Why do you have that courage? Why is it so hard to cut in? This is because the salesman mentally expects the client to immediately decide "Yes" or "No". That is to say, look at the moment customers decide to buy or not to buy, to quickly through the barrier. But we should have a perception that if you can't keep your mind at ease, it's harder than ever to get through it. The following will explain the "words" exhort the effect. Sitting next to the client, he wanted to keep the book out, but worried about being rejected, so he kept telling himself "no"! No, "he said to the client verbally." think again. It doesn't matter. " Such words, such actions are actually in the outstanding performance of the people is kick up a cloud of dust, it can use very clever. In fact, "says" but I see the words of a salesman in the marketing process of inspiration is as follows: The customer's name is tentatively named P. Mr. P is a medium-sized enterprise manager. Age forty-one years old. The son reads junior high school grade two, daughter reads elementary school grade five. At the signing stage A visit to Mrs. P at fourth time, this time can enter the contract stage, visit time about an hour later, the words have been spoken. At this time the salesman Q, put ourselves in a chair beside the handbag over, hand inside rummaging, and the conversation continues. Maybe it's from a strange human habit, what's going on in front of you, and how you're going to be affected. My guess in the end Q bag rummage what Mrs. P, don't listen to Q. So it doesn't matter what Q says at this time. Insurance telephone marketing success formula The martial arts people, as long as one can have the enemy should stunt is the highest realm of dtudy, like xiaolifeidao, were not false. Also for insurance telemarketing personnel, just say a word to sell the insurance policy, this is also the dream. The author is engaged in telephone marketing insurance project management in recent years, a word will sell insurance things haven't seen, but a telephone selling policy example indeed seen, after analysis found that these cases have the following characteristics: first, first times the probability to sell policy is particularly low, only the success of the one percent data the following are scarce; second, through a successful case of these recordings that customers buy policies of self decision behavior accounted for the main factor, sales marketing effect is not obvious, which belongs to the class for third, the last of these policies; coverage rate than the other data to be low much, often need to follow up a lot of work can be completed the sale of insurance. To sum up, make a phone call to sell insurance is a very difficult thing, through the telephone marketing insurance successful data of the sample size was 5000 of the analysis, we found that: more than 80% of sales to 3-12 telephone; more than 50% of the successful data distribution between 6-10 phone, the success ratio of 7-9 phone which accounts for 40% of the proportion of the total. The successful distribution probability map of insurance telephone marketing is as follows: the abscissa is the number of calls, and the ordinate represents the number of final transactions. In the background of every single successful sales have several telephone communication support, So what's the correlation between these phones?. According to a large number of successful recordings of telephone marketing insurance tracking we found that most of the sets (a telephone marketing insurance from the first call to the final transaction) is a logical link between the recording, every call of the theme and purpose are not the same. Through analysis and induction, the process of telephone marketing insurance can be roughly divided into 6 steps, the following icons are close to the customer, product recommendation, communication, negotiation, sale, objection handling follow-up insurance transaction. Assuming that each step realizes the main purpose and the communication content is a successful state, the success ratio can be calculated by data analysis, so we can get the successful formula of insurance telephone marketing: Where W is the telephone marketing insurance data success rate, i.e. the number of actual output 100 original data last; A is close to the customer success rate; the success rate of B for product recommendation; C communication to discuss the success rate; the success rate of D for the objection handling; E to follow up the success rate of F for sale; the success rate of insurance turnover. According to the formula, analysis of the data source of the sales results of pure strange we learned that in a long time (more than half), the industry is currently above six success rate, average value is above 50% can be defined as to achieve marketing success, namely the final telephone marketing insurance data success rate of 1.56% can be considered good progress, that is to say 100 original data output 1.5 policy is ideal. The success rate of each step is directly proportional to the improvement of the final success rate, such as the success rate of approaching customers increased by 20%, then the success rate of insurance telemarketing data will be increased by 20% accordingly. At present, the industry's best six indicators, the average success rate of 55%, that is, 100 data success rate of about 2.8. Is the research on the significance of the formula, we can obtain such guidance, the management process of telephone marketing insurance can be quantified decomposition and measurement, the main work of telephone marketing managers can also be understood as to continuously improve the quantization process from A to F value, the effect of each marketing strategy are actually from the above indicators clearly calculated, which are beneficial to improve the proportion of the method is obviously effective, but not vice versa. Then what methods can effectively improve the success rate of the above steps? After further analysis we found that the average value of the activity planning, site management, operation if organization, technical support and other means can improve the success rate of the above steps, finally to improve the overall quality of the project. First of all in the planning activities can be analyzed on specific measures to enhance the contribution of key indicators from the data source, product design, sales process, such as the old customer data again sales project, do well because of its proximity to customers, greatly enhance the product recommendation, objection handling and the sale of insurance transaction success rate. The average increase of a planning activity on the above index value is 35%, which is the final success rate was 1.4 times higher than the corresponding telephone marketing data, the success rate of close to 3.8%; in addition to the sale before the market activities or gifts risk data, can improve the success rate of 35%, close to the customer to recommend products to improve the success rate of 20% that is, the total success rate of 55% increase, the telephone marketing data success rate close to 2.4%. Through the promotion of (telephone etiquette and communication, sales skills) the success of the proportion of the effect is obvious, here will not be repeated. Technical support plays an irreplaceable role in insurance telephone marketing. Need to explain, we obtain all the data are based on technical support system of the situation, so far we haven't found a special marketing system to achieve long-term telephone marketing success of the project, that is to say only the use of dedicated telephone marketing system project of the telephone marketing insurance success rate can reach 1.5% above. The telephone marketing insurance system should be scientific management concept form, is the means, realize the management process standardization is a prerequisite for the sales promotion of sales promotion; it is made of the optimization process of automatic telephone marketing insurance. Telephone marketing insurance technical support in addition to the necessary hardware equipment, there must be a set of applicable telephone marketing insurance software system, the software has the following aspects: first, to the marketing personnel's sales support, embodied in: the convenient telephone marketing insurance personnel to do effective management of customer information, improve their the work efficiency, also can be in the shortest time of insurance knowledge, insurance terms query; second, to facilitate the project management, the project can be reflected in the timely understanding of the quality, the sales staff of each batch of data performance, call duration, to obtain data, the sales staff performance appraisal; third, can make decision for the senior management of insurance enterprises. Through the function of the insurance telemarketing system, executives can understand the business progress, analyze the trend of business data, understand the user demand orientation, and provide reference for the development of new products. Insurance telephone marketing system can play an important supporting role in quantitative analysis and qualitative decision-making for sales management, and support different levels of managers to make different range decisions. In short, the management process of telephone marketing insurance can be quantified and decomposition, grasp the key factors influencing the success of telephone marketing insurance, improve the success rate of each factor using various means, although do that cases like xiaolifeidao not false, but also can greatly improve the success rate of the overall high telephone marketing insurance project. How will the activities of planning, site management, operation if organization, technical support and so on to target refinement to each process, and quantitative evaluation and measure the effect so as to improve the success rate of sales, the author will be elaborated in succession in the following article. One finger closure of the larynx Mr. Li, this plan is finalized by us together. Can you see if these guarantees are enough? If you are satisfied, please fill in here. (handing out the insurance book and signature pen) 2, everyone has insurance is a trend, but also a kind of responsibility for the family, a manifestation of their own. Believe that your foresight will make your career, family and life more secure, assured. You see, your payment method is to choose a one-time pay, or one year a year to pay it? 3, Hu Jie, do not know what we discussed the family security plan, what do you think? This plan is very targeted, I designed for your family, if you think it is appropriate, please fill in this information truthfully, the later work is done by me. 4, Mrs. Liu, you see your family has 150 thousand yuan guarantee, do not know you feel that these safeguards can be? In addition, you are really lucky. Our company has an activity from today to next month. During this period, our customers will receive a beautiful gift from our company. 5, you see, in this life you have very hard, if your child repeat your life, I think this is what you don't want to see it, take this plan from a long-term perspective, your children's future education, entrepreneurship, marriage do a basic preparation, at the same time the plan for you to do a supplementary pension, so you should be able to accept a good plan? 6, just now, the tax avoidance plan I have talked to you in detail, everything ready to do early, you worked hard to break through this achievement, do not want to pass a legitimate and reliable way to tax avoidance? In my opinion, it's more important to sign this contract than you're doing a big business now. 7. When is your date of birth? 8. - what's your address, please? 9. - do you like to pay premiums once a year or pay once a month? Will it be convenient to transfer directly from your bank account? 10. - are you going to retire at the age of 55 or 60? 11, your friend * * has been insured, to your strength, I believe there should be no problem? What's more, you are also a person with strong sense of family responsibility! 12, Mr. guest, I think you are a very modern person, should be able to accept new ideas! 13, - in fact, we all don't know what our future will be like, and many people who are diagnosed with advanced cancer can't believe it. If one day... The man who was alive yesterday suddenly left us today. Who cares about his children and his wife? 14, * * sir. Your security plan in the pay period have enough death insurance. After the expiration of a sum of endowment birthday gold... 15, according to your guarantee amount, now insured can exempt from physical examination... 16, you can save more than 1000 yuan when you insure one year less this month... 17, the insurance will only increase your premium burden, and older than always young, tough, then you may lose the eligibility of insurance. 18, we all don't know what's going to happen in a few months, and it's the best thing to do when we're in good health.