"Easy Risk" is a collection of insurance interviews. It aims to include some of the quotations, opinions and experiences shared by the Queen of Health Insurance in TV talk shows, industry conference speeches, large-scale webcasts and internal trainings, so that more peers can understand the success of insurance sales champions and the real marketing process.
For more exciting, please continue to pay attention to the Health Insurance Queen's Easy Appearance
I was invited to participate in an event of an insurance agency and met a lot of new friends, who are doing very well in the industry and belong to the big coffee level. The old brother who sat next to me during the banquet chatted with me without a match:
Now many people in the industry call you the queen of health insurance, do you sell other types of products? How do you want to specialize in health insurance? In the past two years, it has been popular to increase the amount of whole life and annuity, how is your sales performance of wealth management insurance?
I told him very seriously: In fact, I sell financial insurance quite well, and some time ago I even opened a training camp for "batch development and increase of whole life". The reason why I am passionate about health insurance is because I feel that health insurance is the most important type of insurance of all, and I spend most of my energy in the field of health insurance.
After the conversation, I learned that this eldest brother had a very good performance in the field of annuity insurance. However, his bias is more serious than mine, and he basically doesn't do health insurance, only large annuity insurance for education, pension and wealth inheritance.
I also asked other insurance colleagues around me, and they also reported that they had a bias in their studies. It is that when selling insurance, they are more keen to recommend to customers the types of products that they understand deeply or love.
This indirectly proves why it is more important to choose insurance sales than products. Because the insurance policy you ended up closing in his hand may just be a projection of the salesperson's subjective consciousness.
As far as I know, I've been in the industry for almost 10 years. I have seen a lot of balanced players, that is, what kind of insurance the customer wants, he will provide it directly, the customer is God, and he will not pick what he wants.
Of course, I have also met many colleagues or colleagues who are seriously biased. But the strange thing is that these people who are biased tend to do better than those who are balanced. In fact, it is not difficult to understand, because insurance is divided into many types and products, and you can't be proficient in each category.
The advantage of partial science is that you can have more energy and time to continue to dig deeper in the type of insurance that you like or think is important, and you can have a deeper understanding of this type of product and accumulate more sales skills in this area.
In fact, many people don't know the job of insurance sales, and he also has a certain risk. Because after all, insurance has a certain threshold, and it has potential requirements for the knowledge reserve, compliance and integrity of salespeople. If there is a problem with one of the knowledge reserves or compliance integrity, then the risk will come out.
Of all the product types, the most risky is the risk of selling health insurance.
Those who take health insurance as the main development track must realize a truth: to do health insurance, there is a responsibility on your shoulders, and this responsibility is particularly heavy, so heavy that you can't afford it.
We just mentioned the job of insurance sales, there are requirements for salespeople, specifically two points: the first point is called knowledge reserve, and the second point is compliance and integrity. But if you don't have this knowledge, don't you think this is just an insurance? It's sold and it's over. In this case, if you ignore the responsibility on your shoulders, you may slack off, and slackness will easily lead to risks.
Let's talk about the first type of risk, which is called the salesperson's own risk. Let me give you an example, for example, if you recommend health insurance to a customer, and his physical examination report has a nodule, then you have a heart attack: I want to help the customer keep this nodule, and do not inform the health of the company, so that the company can underwrite normally.
Or, if you recommend health insurance to a client, and the client has a relative's illness, and then he asks: If I suffer from this disease in the future, can this insurance cover it? If you don't read the terms carefully, you promise him: you buy it quickly, don't worry. I'll give you a packing ticket, you can pay for it. In this case, you are making a promise to the customer.
In these two cases, if the customer makes a recording, and when there is a dispute in the future claim, he will file a lawsuit with the insurance company and want to get the money back. Even if the insurance company loses money and loses the case because there is a problem with your sales process, it will also hold you responsible. You earn thousands of dollars from customers, and as a result, you may pay hundreds of thousands of dollars out of your own pocket, and you will even be disqualified from insurance sales.
The second type of risk is called the customer's risk. The client trusts you and offers you to buy insurance, and you receive him very warmly. Then what the customer wants to buy, you let him buy something, the customer said I just want a little serious illness, just buy 100,000, and you agreed. It's like playing, the two of you discuss it, and the deal is finalized.
But have we ever thought about a question? Assuming that he encounters a serious illness or medical risk in the future, it will cost more than 700,000 to 1 million yuan to treat this disease. He only has 100,000 yuan of critical illness, how can this insurance help him?
So to put it bluntly, it's you who have failed the trust of your customers. Because he's coming to you to solve the problem of risk. You didn't help him discover the risks, didn't guide him in time, didn't persuade him, and didn't start planning from the bottom protection, resulting in him being unable to resist the risks even if he had insurance.
No matter what kind of insurance sales, we often hear a word called professional, as if you are professional, there is no insurance that cannot be sold, in fact, this understanding is also relatively superficial.
Selling insurance in China can only allow you to avoid making some low-level mistakes, but insurance sales still rely on diligent visits and emotional intelligence to communicate with customers. In my opinion, the major should include three requirements.
1. Identify the customer's emotions. What is the customer's attitude towards insurance? What worries it most? When you are in contact, you should find out what kind of topics to communicate with him at the first time, so as to attract his attention and stimulate his risk needs.
2. Adjust customer cognition. Like the example mentioned above, the customer thinks that I want to buy 100,000 critical illness, then you have to correct his cognitive mistake and use various tools to demonstrate to him. Our expertise is used to correct the wrong ideas of our customers. If the sale of insurance is that we have to listen to the customer, it is an individual who can sell insurance, and there is no threshold for insurance at all, and there is no need to pay attention to professionalism.
3. Change the customer's mind. In the face of rejection, questioning and incomprehension from the customer, you need to have a systematic process to convince him and change the customer's mind. Or the above case, a family with a high income, how do you convince him not to give priority to the allocation of financial insurance, you should first do a good job of the underlying protection, and let him agree with what you say, and accept the health insurance plan you tailor-made for him, this is also a place where you can better experience your professionalism.
Therefore, there are many products and types of insurance, and it doesn't matter if you are biased, you can do well; But as long as you choose the health insurance track, you must be aware of your responsibilities and not put yourself or your customers at risk; True professionalism is to achieve these three conditions.
Conclusion:The sale of health insurance is risky, it is a process of dancing with wolves.Since we have chosen the health insurance track, we should hone our professional ability in this track more to resolve our own sales risks and the risks that customers may have in the future.
What about dancing with wolves, this kind of conscientiousness, walking on thin ice, and challenging oneself and fighting with others every day is endless in itself.