保险业电话营销培训篇.pptxVIP

;呼出服务内容介绍;客户意见征求类;客户关怀类;客户维系类;客户挽留类;欠保费催缴类;营销政策执行效果评估类;电话销售类;;电话营销;电话营销的4P; – 产品; – 价格; – 流程; - 电话营销代表的要求;;电话营销代表的基本素质要求;电话营销代表的基本素质要求;电话营销代表的基本素质要求;;人际沟通的含义;人际沟通的好处;;电话沟通的特点;;双向沟通模式;;;礼貌语;;;;语言用语技巧训练;;;;电话三大切入点;;对待拒绝的正确心态;;对待拒绝应该做到;对待拒绝应该做到;;与客户建立信任和友谊应避免： 1-心不在焉：与客户说话心里想着别的事 2-自以为是：认为自己什么都知道 3-个性太急：只顾销售而不管客户的情况 4-环境嘈杂：嘈杂的环境会令人分心 5-精神不好：注意力会不集中 6-个人偏好：不喜欢和某人打交道 7-情绪低落：家庭、业绩、金钱问题 8-思绪太快：老想着下一步要说什么;12个小秘诀让你美梦成真;;1、Genius only means hard-working all ones life. (Mendeleyer, Russian Chemist)? 天才只意味着终身不懈的努力。20.8.58.5.202011:0311:03:10Aug-2011:03 2、Our destiny offers not only the cup of despair, but the chalice of opportunity. (Richard Nixon, American President )命运给予我们的不是失望之酒，而是机会之杯。二〇二〇年八月五日2020年8月5日星期三 3、Patience is bitter, but its fruit is sweet. (Jean Jacques Rousseau , French thinker)忍耐是痛苦的，但它的果实是甜蜜的。11:038.5.202011:038.5.202011:0311:03:108.5.202011:038.5.2020 4、All that you do, do with your might; things done by halves are never done right. ----R.H. Stoddard, American poet做一切事都应尽力而为，半途而废永远不行8.5.20208.5.202011:0311:0311:03:1011:03:10 5、You have to believe in yourself. Thats the secret of success. ----Charles Chaplin人必须相信自己，这是成功的秘诀。-Wednesday, August 5, 2020August 20Wednesday, August 5, 20208/5/2020 6、Almost any situation---good or bad---is affected by the attitude we bring to. ----Lucius Annaus Seneca差不多任何一种处境---无论是好是坏---都受到我们对待处境态度的影响。11时3分11时3分5-Aug-208.5.2020 7、Although the world is full of suffering, it is full also of the overcoming of it.----Hellen Keller, American writer虽然世界多苦难，但是苦难总是能战胜的。20.8.520.8.520.8.5。2020年8月5日星期三二〇二〇年八月五日 8、For man is man and master of his fate.----Tennyson人就是人，是自己命运的主人11:0311:03:108.5.2020Wednesday, August 5, 2020 9、When success comes in the door, it seems, love often goes out the window.-----Joyce Brothers成功来到门前时，爱情往往就走出了窗外。11:038.5.202011:038.5.202011:0311:03:108.5.202011:038.5.2020 10、Life is measured by thought and action, not by time. ——Lubbock 衡量生命的尺度是思想和行为，而不是时间。8.5.20208.5.202011:0311:0311:03:1011:03:10 11、To make a lastin