《增员旅程》保险增员ppt课件专题.pptVIP

增 员 旅 程 您需要一张地图作指南 您要到哪里旅行？ 旅程决定于旅行者的目标 Where is the candidate’s destination 准增员对象的目的地是哪里 Help candidate decide on a destination for his life 帮助准增员对象确定他的人生目标 Decide if you can assist him 决定您是否能帮助他 If so, then your job is to find a map for this journey 如果如此，那么您的工作是为他找到一张旅游地图 Your Agent Profile业务员创业轮廓 Age 年龄 Education 教育情况 Natural Market 缘故市场 Maturity 成熟程度 Etc. 等等 Direct Contact Recruiting: Three Steps直接接触增员法：有三个步骤 1.Start conversation with candidate 与准增员对象开始交谈 2. Continue conversation 继续交谈 3. Goal: get candidate back to your office for deeper talk 目标：把准增员对象带回办公室继续深谈 How do I Begin?我如何开始交谈？ When your children grow up, do you wish them to work in the same job as you do? 当您的孩子长大后，您希望他们从事和您一样的工作吗？ Possible Answers可能的回答 Does not matter why he says,不管他为什么如此说 You say, I understand but here’s the reason why I asked you that question 你说：“我理解，但是让我告诉您我为什么要问那个问题的原因”。 When I was young, I had a chance at a career that would:当我年轻时，我曾面临一个工作机会： Let me make a lot of money能让我挣到很多钱 Help people reach their financial goals 能帮助人们达到他们的财务目标 And develop myself at the same time 同时也能发展自己 Do you have 15 minutes now, or would later on at 3:00o’clock this afternoon be better?您现在能抽出十五分钟的时间让我们谈谈吗，或者再晚些时候，今天下午3点钟更方便？ Your Goal is to Obtain an Appointment您的目标是要获得一次面谈的机会 To answer four basic questions 要回答4个基本问题 What about the chinalife?中国人寿是什么样的公司？ Strengths 优势 Training 培训 Promotional opportunities 晋升的机会 Achievements 成就 What about the job of agent?业务员的工作是什么？ Developing clients and friendships 开发客户，建立友谊 Helping people 帮助人们 Producing pool of investment monies for the good of our country 为我们的国家利益着想，建立一个资金投资渠道 Meeting people 会