大客户需求分析.ppt

客户需求分析 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 寿险行销的“一个中心”和“三个基本点?“一个中心”?以客户需求为中心?“三个基本点”?卖给谁? ?卖什么? ?怎么卖? Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 清楚不同客户的不同需求,设身处地为客户着想。只有这样,我们的风险规划才有针对性并得到客户的认同,我们的销售才会成功。客户需求分析 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 人生财务需求图 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 人生的三个经济风险问题?走得太早?家人抚养、子女教育、贷款、债务…等?走得太晚?自己老年的生活费?走不掉?医疗看护费 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 客户需求分析?1、不同阶段人生风险与保险需求?2、不同收入层次客户的保险需求 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 1、客户不同阶段的人生风险与保障需求第一阶段:单身期间(20-30 岁)第二阶段:成家立业期(31-40 岁)第三阶段:退休规划期(41-60 岁) Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 第一阶段:单身期间?特点: ?刚刚踏入社会?多半身体健康状况良好、精力充沛?经济上无太大的压力,称