增员旅程汇编.pptVIP

增员旅程 (RJ) Day 1 Recruiting is a Journey增员旅程 您需要一张地图作指南 Where to Travel to?您要到哪里旅行？ The Journey Depends on the Traveler’s Goals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 如果这样，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（标准） Age 年龄 Education 教育情况 Natural Market 缘故市场 Maturity 成熟程度 性格、爱好、家庭 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 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 3.Continue 目标: 平安是什么样的公司? 业务员的工作是什么? 我应该做什么? 我能获得什么样的帮助? 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 Yes 是的 No 不是 Why do you ask? 你为什么问这个问题？ None of your concern 不关你的事 Etc. 等等 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）在事业上彷徨时，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 能帮助人们满足他们家庭开销 And develop myself at the same time 同时也能发展自己，实现理想 Now, I am a manager with Ping An Insuranc