After the knowledge is finished, the product and sales are discussed.

Products and sales are taught by male teachers.

Looking at his slightly messy hairstyle and the tiredness that he couldn't hide, he was indeed not lying. Of course, Yu Yuanming later learned that this is also part of the creation of a product sales atmosphere.

The product is actually simple, it is an old product that returns once every three years, and the rate has been adjusted and the dividends have been increased.

The payment is higher than the original, but the money returned once every three years is less, this is actuarial! Because the original predetermined interest rate of the product is 5%, and now this is 2.5%, there must be a big difference!

It's easy to say, but the next sales strategy is not simple.

Because no matter what the product is, the final test of the product is the market.

Then, according to the characteristics of this product, how to package the reason why customers have to buy it becomes particularly important.

The male teacher said a very interesting sentence that made everyone laugh:

The explanation of the so-called participating insurance, you have to let the customers who don't understand understand, and you have to explain the customers who don't understand. You've made it!

Uncertainty about dividends. Here's what the teacher said:

You can't promise the customer how much the dividend will be, but you must learn to portray it to the customer.

Depicting the huge prospects of the insurance industry, depicting the strong strength of Wanjia Insurance, and depicting the return on the company's investment, you finally ask him: Do you think our company's product dividends are too much?

He said it must be a lot.

You just stretched out your thumb and praised him: What a vision!

You see, there is no one, most of them are said by customers. I didn't say it anyway.

Everyone burst into laughter!

To make the customer agree, the first thing is to let the salesman agree. Therefore, the next product training is very crucial.

So they discussed in groups and came to the stage an hour later.

After the presentation, the teacher summarizes and summarizes, and in the end, it depends on everyone's next work whether it is good or not.

When it comes to participating insurance, we must talk about the three core indicators that determine the profitability of insurance companies: death difference, fee difference, and interest rate difference.

The death difference refers to the difference between the predetermined mortality rate and the actual mortality rate of the insurance company. If you manage well and control well, you will make a profit, which is called a profit of death. Poor management level, poor underwriting and claims, and the number of deaths exceeds the predetermined number of people, which is called death loss.

There's another thing involved here, which is called a life cycle table. It is a tool table based on the life cycle data of Japanese people. Since the Chinese do not have this thing, they borrowed it, of course, there is actually a gap. This is because the average life expectancy in Japan is longer than in China. The mortality rate is designed according to this differential table, and it should be said that the customer takes advantage of it.

The spread is the difference between the predetermined policy interest rate and the effective interest rate. This is why it is said that the more policies sold before June 1999, the more you lose. Because the real interest rate in the market has fallen, and the interest rate of your policy is predetermined but cannot be lowered. It must be paid and paid in accordance with the contract, and the company will definitely lose money. It's just a pre-loss, not an immediate loss. Because the payment and benefit of the policy is a long-term process.

The fee difference is interesting. The fee difference is actually best understood and refers to the difference between the company's scheduled expenses and the actual expenses incurred. If it is well controlled, it is the difference between the fee. If the control is poor, it is the cost difference.

The most reflected place in the internal management level of an insurance company is cost control.

Some companies give great authority to the branch, and the cadres at all levels can be reimbursed for their food, drink, and expenses, and everyone is very comfortable. The company's extravagance and waste are also amazing! A microphone worth several thousand dollars has just been bought and used a few times, and it is accidentally broken, so I buy another one. No one is held accountable!

It is very convenient for the person in charge of a third-level organization to open a room in a hotel for a long time, play cards, make a date or something.

In the end, something big happened to this company, which caused the headquarters to pay attention to it and withdraw some of its authority.

It is that a branch embezzled 60 million yuan to invest, and as a result, the investment project went wrong. The other party ran away, no one could find it, and of course the money would not come back.

Wanjia's cost control is really good. Everything in the company costs money, paper, notebooks, small gifts, and the company's color page salesman needs to spend money to buy.

The most different thing is that at the beginning, there are two lines of income and expenditure, all premiums are drawn up, and the required expenses are allocated down.

How can there be a chance for a branch to embezzle 60 million?

In 2000, a more intensive budget system was introduced.

That is, the cost of all institutions, and the budget is made at the beginning of the year. It is used according to the budget plan, and if it is overspent, it may be stopped. If there is a surplus, it will also be cleared at the end of the year, and the institution is not allowed to keep a large amount of fees.

As soon as this budget system was implemented, many institutions jumped up. Many people complained repeatedly, and the end result was the dismissal of the CEO of the budget system, a partner of an international accounting firm. But the system is still enforced!

Therefore, after understanding these truths, it is completely different to look at underwriting and claims, and then look at the company's "generosity and slamming".

This reminded Yu Yuanming of a case. A case of a claim.

There was a traffic accident in Dragon City, where a tricycle driver was driving his tricycle in an accident on the highway and was hit and killed.

He bought insurance in both companies, not much, only tens of thousands of yuan.

Shenzhou Life's compensation was paid out quickly.

Wanjia Insurance refused to pay. The reason is that driving a motor vehicle without a valid driving license is within the scope of exemption from liability. Denial according to the terms!

Now the family will stop doing it, and they can't figure it out with two results. What's more, people have already gone, and they will definitely not let go if they can ask for more money.

On the other hand, the society is also full of doubts about Wanjia Insurance.

Don't you can't afford to lose, right?

Don't be sorry to lose, right?

The family that drives the tricycle is not rich, and those who look at the orphans and widows of others will have tens of thousands of yuan, and they should have lost it anyway!

When people look at things, they often stand not on the intellectual side, but on the emotional side. And it is on the side of the weak, in order to highlight their love and justice.

However, in the eyes of the claims adjusters of Wanjia Insurance, the case was a case of refusal of compensation with clear facts and conclusive evidence.

In the view of Wanjia Company, it is a rigorous attitude to resolutely compensate for what should be compensated and resolutely not to compensate for what should not be compensated. If, for various reasons, you lose everything that should not be compensated, where will you get the money to compensate?

And it will lead to more disputes and troubles.

After all, an insurance company is a for-profit commercial organization, not a social assistance organization that provides benefits. There is neither financial support, nor a source of social donations, nor a social obligation to help the poor. As for donating money for the protection of the Mother River and participating in social welfare activities, it is a corporate citizen's voluntary action, and social morality cannot be used to hijack the business behavior of the company.

At first, the business personnel did not understand this truth, but after the company explained the reason, everyone understood. Because the clause is indeed very clearly written, the facts are not disputed.

Looking back at the dividend insurance, is it a company with a higher level of management and management, and the possibility of dividends is a little more?

Not absolutely, but relevant.

Because the earliest dividend insurance was introduced, it was because a company found that its operating profit exceeded expectations and was willing to share this part with customers.

What is another reason?

It is the long-term low-interest rate policy that makes customers worry about what if the interest rate rises in the future.

Of course, the insurance salesman also has a corresponding word: what should be worried more about the depreciation of life than the depreciation of funds.

But this problem does exist.

Is it okay for insurance companies to raise predetermined interest rates?

Definitely not, all terms need to be reviewed and agreed by the China Insurance Regulatory Commission. The predetermined interest rate is a major matter related to the entire financial order, where can it be completely marketized?

A guaranteed minimum predetermined interest rate of 2.5%, plus additional dividends, is the best solution to this problem!

Because in addition to the death difference and fee difference (relatively stable), the source of dividends is the interest rate spread. When the bank interest rate increases, the dividends will increase, and vice versa. Therefore, it not only meets the needs of market supervision but also meets the psychological needs of customers.