保险行业培训课件：销售前的准备

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1、AIA confidential and proprietary information. Not for distribution. 销售前的准备AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B4720% 40% 60% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprietary information. Not for dist

2、ribution. 课程目标n 明确销售前准备的意义n 清晰了解销售前应做的具体准备有哪些AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B4720% 40% 60% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprietary information. Not for distribution. 为什么要准备？AIA RedR211

3、G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B4720% 40% 60% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprietary information. Not for distribution. 1、增强信心2、减少失误3、提高成功率充分的准备可以AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B

4、8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B4720% 40% 60% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprietary information. Not for distribution. AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216

5、 B4720% 40% 60% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprietary information. Not for distribution. 准备些什么有形的准备无形的准备 专业形象* 商务礼仪* 销售工具 即将拜访客户的资料 心理和精神状态AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B4720% 40% 60

6、% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprietary information. Not for distribution. 有形准备 销售工具n职业工作包 n身份证明n作业工具n展业夹n其它 AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B4720% 40% 60% 80%Sea BlueR0 G115 B17420% 4

7、0% 60% 80%AIA confidential and proprietary information. Not for distribution. ABCDEFn男士工作包有形准备 销售工具AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B4720% 40% 60% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprietary

8、information. Not for distribution. ABCDEFn男士工作包有形准备 销售工具AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B4720% 40% 60% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprietary information. Not for distribution. ABCDEFn女

9、士工作包有形准备 销售工具AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B4720% 40% 60% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprietary information. Not for distribution. ABCDEFn女士工作包有形准备 销售工具AIA RedR211 G17 B69GreyR209 G2

10、11 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B4720% 40% 60% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprietary information. Not for distribution. n职业工作包（展示）有形准备 销售工具AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR2

11、48 G152 B3220% 40% 60% 80%LimeR193 G216 B4720% 40% 60% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprietary information. Not for distribution. n身份证明有形准备 销售工具 展业证 名片 荣誉证明 AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G2

12、16 B4720% 40% 60% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprietary information. Not for distribution. n作业工具有形准备 销售工具 笔 名片夹 记事本AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B4720% 40% 60% 80%Sea BlueR0 G115 B17

13、420% 40% 60% 80%AIA confidential and proprietary information. Not for distribution. n展业工具IPAD有形准备 销售工具AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B4720% 40% 60% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprieta

14、ry information. Not for distribution. AIA AIA AIA AIA e Agente Agente Agente Agent 展业展业展业展业 YesYesYesYes！15寻找准客户寻找准客户寻找准客户寻找准客户 客户客户客户客户/ / / /准客户管理准客户管理准客户管理准客户管理接洽接洽接洽接洽销售面谈销售面谈销售面谈销售面谈 观念展示观念展示观念展示观念展示赢+宝典 制作建议书制作建议书制作建议书制作建议书缔结面谈缔结面谈缔结面谈缔结面谈 呈现建议书呈现建议书呈现建议书呈现建议书 i i i i投保投保投保投保售后服务售后服务售后服务售后服务客户

15、地图保单体验 完善客户保障完善客户保障完善客户保障完善客户保障M Learning 移动课堂碎片时间，随时学习友邦互动课堂FUN互动学习体验ATMS培训e导航记录成长发展点滴 AIA AIA AIA AIA e Agente Agente Agente Agent 学习学习学习学习 YesYesYesYes！助销工具，助您一臂之力ISP有形准备 销售工具AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B4720%

16、40% 60% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprietary information. Not for distribution. 16有形准备 客户资料整理与熟悉事前调查AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B4720% 40% 60% 80%Sea BlueR0 G115 B17420% 40% 60% 80%AIA confidential and proprietary information. Not for distribution. 无形准备心理和精神状态AIA RedR211 G17 B69GreyR209 G211 B212PlumR156 G0 B8820% 40% 60% 80%CitrusR248 G152 B3220% 40% 60% 80%LimeR193 G216 B472