怎样讲好一个感人肺腑的保险故事.pptVIP

* * 新兵战斗营课程—— 保险故事 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 讲师自我介绍 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 保险理念的具体化 ——讲保险故事 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 讲保险故事的时机 1、讲保险的意义与功用， 激发客户保险需求时； 2、促成签单时。 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 讲保险故事的秘诀 与主人公的背景相似而产生认同感 “我有一个同学（同事、朋友、客户……)，他也是从事建筑、服装……工作的，收入也不错…… Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 告诉准主顾没有购买保险而遗憾的情况: ——(讲没有保险的坏处更能够唤起客户的恐惧，激发购买保险的欲望) “两个月前,我听说他发生了重大意外(生了病), 就抽时间去他家,看到……,他的妻子和儿子…… “他的妻子问我‘他现在可不可以买保险了’,我很遗憾的摇了摇头,她脸上现出了痛苦的表情,以后的日子该怎么过? 讲保险故事的秘诀 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 最好加上自己的故事，使故事中的人表达的思想与你所说的一样。 如果他当时买了保险，现在就有*万的理赔金，妻子和儿子就不会象现在,有一个好的生活。” “其实,我也很难过,五个月前,我曾经向他介绍过保险,但是他说……我当时没有让他真正认识到保险的重要性,现在真的很后悔. 讲保险故事的秘诀 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 结论 保险是一份保障！ 是对家庭和妻儿的责任和保护！ Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 答疑时间 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd.