专业化销售流程之学生卡.ppt

专业化销售流程之学生卡 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 销售循环流程回顾准备准备售后服务售后服务异议处理异议处理商品说明商品说明初次面谈初次面谈接洽接洽约访约访促成面谈促成面谈准客户开拓准客户开拓 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 准客户开拓?准客户的条件: 被保险人必须 2周岁以上(含 2周岁)且在校或幼儿园注册的身体健康的大,中小学学生及幼儿?准客户开拓的方法 1、缘故法 2 、转介绍法 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 案例分析案例分析?王小姐今年 33 岁,从事建材生意,老公梁先生是公务员,他们有一个女儿,今年2岁6个月,在读幼儿园,家里经济条件非常好,没买任何保险。。。。 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 准准备备准备的要点准备的要点 1 1、客户准备、客户准备 2 2 、工具准备、工具准备 3 3、形象准备、形象准备 4 4 、计划准备、计划准备 5 5、心态准备、心态准备 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 约访电话约访步骤一:问好并介绍自己及推荐人步骤二:询问客户是否方便步骤三:道明来意步骤四: “二择一”法则约定会面时间步骤五:异议处理步骤六:重申会面时间并结束对话 Evaluation only. Evaluation only. Created with Client Profile . Created with Client Profile . Copyright 2004-2011 Aspose Pty Ltd. Copyright 2004-2011 Aspose Pty Ltd. 案例?例如:代理人:早上好(早晨)!王小姐,我是×× , 好久没见,最近忙不忙? ?准客户:一般,你呢?近来怎么样? 代理人:挺好的,我刚刚入了×× 保险公司做寿险顾问,我们公司有一款小朋友的意外及医疗保障计划, 这段时间我经常在你公司附近做事,我想约你个时间, 大约是 15 分钟,给你