Yu Yuanming was puzzled.

Whether he wonders or not, the second mother's performance is getting better and better, and she has become more confident and cheerful. Yu Yuanming was extremely depressed!

Don't blame others, only blame yourself for being clumsy!

Later, after several exchanges, he understood the truth, and he also reflected on it for the first time.

China's insurance market is a primary market, and this is especially true for life insurance.

Big cities may be a little better, counties like Longcheng, towns, rural areas, what do customers know?

Love and Responsibility, Finance and Law, Science and Necessity of Insurance?

It's all!

Most customers don't actually understand, and you don't understand it when you tell him. Which product is better, it's not up to you to decide?

The terms of the insurance itself are also professional and complex, how many customers have carefully read it, understood it, and studied it thoroughly?

It's safe to say that most of them haven't been watched, and it's been in vain.

So why should customers buy insurance?

Yu Yuanming analyzed the two main points:

First, interest attraction.

Second, the human factor.

Others, such as comparison psychology, herd effect, and rational cognition, are not absent, but they are few.

Benefit attraction is often mistaken for the benefit attraction agreed in the insurance contract. In fact, it is a big mistake, from the perspective of far-sighted analysis, what really makes customers make purchase decisions is those benefits that can be seen, touched, smelled, and heard. For example, the rice cooker, electric fan, duvet, salad oil, etc.

Sometimes the marketer will also take a gamble, that is, when the customer has not agreed to buy insurance, the gift will be sent directly to the customer.

Most of the customers have psychological pressure. This kind of psychological pressure is the kind of guilt or unsteadiness that you owe to others. The best thing to do is to buy insurance. That's OK, the two don't owe each other.

Of course, later some people took gifts and ate them for nothing, but they didn't buy insurance. The stakes are greater for marketers.

When interests and favors together cause psychological pressure on customers, and then properly promote it, this is done!

But there must be a premise for this, which is trust!

Where does trust come from?

It comes from the customer's liking, recognition, and control of the marketer.

The first two are easy to understand, and the last one needs to be explained.

The customer's control of the marketer, deep down, is that I buy insurance because of my own rational behavior, rather than the guidance and influence of the other party. In other words, customers need to have a sense of self-control when buying.

So, in the face of a professional, eloquent, and good image marketer, he (she) muttered a little: This kid is so good at blowing, will he deceive me?

Speaking head to head, you can answer any question, there are answers, you can't find loopholes, you are facing a professional debater!

And in the face of a marketer like the second mother, the face is sincere, the product is not very familiar, and the expression is also pimple. Sometimes I can't answer and I'm very shy.

The customer thinks: You won't lie to me like this, right?

At this time, he (she) felt that he or she was facing a rookie player. Have a psychological advantage and be down-to-earth.

Of course, it depends on the type of customer. Most of the customers that the second mother faces are rural customers, which is very similar to her. I don't understand insurance, but I have a simple nostalgia. At the same time, I can't stand the attraction of gifts, and the product is not bad. Long Aifen is so honest that he won't lie to me, right?

If he is facing a rational and objective customer, he needs professional answers, professional analysis and judgment.

Thinking about this, Yu Yuanming deeply blamed himself.

In the past year since I entered Wanjia Insurance, how many mistakes I have made!

Zhu Yuanyuan's case is also a typical mistake.

Another time, it was even more wrong.

It was Yu Yuanming who went to his classmate's house for dinner during the Spring Festival, and the people at the same table were all villagers and knew each other. An eldest brother asked Yu Yuanming during dinner: Does your company have a Zhong Huafang?

Yu Yuanming looked up and saw that it was Brother Chen, the cousin-in-law of his classmate, who was talking on the other side. So I replied: Yes, she is our fifth aunt!

Brother Chen: She's doing a good job, she has a good mouth and can talk about it!

Yu Yuanming thought to himself: Does she know how to speak?

It's just that she still says: She's still good. How do you know her?

Brother Chen said: My insurance was bought from her.

Yu Yuanming's blessing: That's very good! Buying insurance shows that you are very far-sighted!

Brother Chen sighed: It's a pity that I didn't report to the account for this hospitalization.

Yu Yuanming asked: What's wrong?

Brother Chen: The insurance I bought was a master insurance, and Zhong Huafang was desperate to sell me the additional hospitalization insurance. I thought to myself: I'm in such good health, what kind of hospitalization insurance should I buy? I didn't expect to be hospitalized for polyps last month, and I didn't report a penny!

Yu Yuanming: Oh, yes, this is insurance!

Brother Chen asked again: Now that I have been discharged from the hospital, can I attach that inpatient medical treatment?

Yu Yuanming: Yes!

Brother Chen: How to handle it?

Yu Yuanming: That's right, even if it's attached to the main insurance now, I can handle it, and Zhong Yufang can also handle it.

Brother Chen: Okay! Let's go back and talk about it!

Because the commission of the additional insurance is very low, Yu Yuanming did not take it to heart. Two months later, when he went to the laundry opened by Brother Chen's house to wash his suit, Yu Yuanming happened to meet Brother Chen. After a few pleasantries, he asked:

Eh, did you add the accessory medical insurance you mentioned last time?

Brother Chen laughed: Add it, add it. That Zhong Huafang also added a critical illness insurance for me.

As soon as he heard this, Yu Yuantian spun around, how he responded next, and how he left was in a trance.

Focusing only on the customer's additional insurance, it ignores that since the customer has the pain of hospitalization, it is easy to communicate about critical illness.

What is this called?

Brother Chen's sentence also reflects the basic mentality of customers: when the marketer sells sales, he thinks you are dead-faced. But when he took the risk, his mind changed, and he felt that this dead face was too sincere. Why didn't you force me to buy it at the time? Why didn't you pull me to buy it with a dead face?

Thinking about these things clearly, Yu Yuanming self-reflected, and did insurance for a year, but many times he was still a little floating. I think I'm professional, but it's nothing.

In fact, luck has always been good, talking about diligence is not as good as Zhou Hai, talking about resources is not as good as most people, and talking about majors is also pseudo-majors.

I think I am eloquent, but in fact, I am talking exaggerated. I think it's better than the original, it's just better than when I opened the store. Horizontal ratio, is still far behind.

For a while, Yu Yuanming felt extremely depressed.