CSS技能提升接触.pptVIP

Uncovering Areas of Need-Module Two第二单元：发现需求点 Presumptive 推测需求 Fact finding 发现事实 Exploratory 探测 Presumptive Needs Causes推测需求原因 Life situation 生活情况 Death 身故 Disability 残疾 Old Age 年老 Fact Finding发现事实 In depth Interview 深度面谈 Programming and other techniques 保险需求诊断和其它技巧 Ask questions, questions and more questions 不断地询问问题 Exploratory探测 Narrows possible prospects interests 聚焦准主顾的需求点 Manageable few 集中到可行的几个需求点上 Useful when prospect’s views are not clear 当准主顾的想法并不清晰时非常有用 Can be used to begin almost any sales situation 可以被应用在几乎任何销售情景中 B