CoursesNameThe retail bank of the year got off to a good start and saved customers for insurance
SpeakerLu ChunhongTeacher6 class hours
Course Background:
In the third quarter, retail banks began to accumulate customers for the good start of the new year, and the customer accumulation was carried out in two aspects: first, customers, covering existing customers, hall traffic customers and potential customers;Second, who is going to store customers?Including branch chiefs, wealth managers and tellers.
This course focuses on the customer accumulation task of the industry personnel, aiming at the hall traffic customer group, focusing on the linkage marketing of tellers and hallsFor the stock customer group of financial managers, carry out classified precision marketing for each customer group;Interspersed with product deconstruction, customer group analysis, KCY mining, hall micro-sand activity essentials, customer invitations, product descriptions, appointments, etc., to carry out teaching and drills.
Course Objectives:
Through the use of sales assistance tools, hall marketing personnel (including tellers) carry out insurance customer accumulation and referral for all employees, master the opening skills of key customer storage products, and conduct drills.
For the existing customer group, multi-dimensional activities are used to accumulate customers in batchesAnalyze the characteristics, needs, and risk points of customers of different ethnic groups, and how the insurance futures business can solve the needs of customers of different ethnic groups. Master the nine dimensions of understanding customer information, continuously improve customer information in the framework of the nine-square grid, and develop the Xi of consciously collecting customer information in the practice of meeting customers. Learn Xi method of digging deep into customer information through two questioning techniques, avoiding the loss of focus and establishing the logic of questioning. Through the sharing and rehearsal of two nine-square grid cases, the process of closing the market during the marketing period of entrepreneurs and elderly customers is completely reproduced, and the application process of nine-square grid in actual combat is understood.
Understand the importance of insurance products to families, understand the different functions of insurance, and present different functions to customers in line with customer needs.
Mode of Delivery:Lectures, seminars, case teaching, and on-site exercises.
CoursesObject:Branch chiefs, bank wealth managers and lobby managers, tellers.
CoursesOutline:
OneInterpretationThe key products (toIncremental whole life insuranceFor example).
IIIntroduction and demonstration of visual sales tools
Third, the hall and the customer linkage marketing
Fourth, the stock of customer portrait and screening
5. Precision marketingEssential skills in insurance marketing
6. Customs clearance enhancement (determine the form and content of customs clearance, the proportion of customs clearance trainees, the arrangement of customs masters, and the customs clearance scoring system with the bank in advance).
The copyright of this syllabus belongs to the teacher, and it is only for the business cooperation between partners and the institution, and no institution or individual shall disclose it to a third party without written authorization and consent].