从心而入,掌控面谈与促成（From the heart into the control of interviews and contributed）.docVIP

从心而入,掌控面谈与促成（From the heart into the control of interviews and contributed） In the insurance marketing, insurance company standard education system operation has done well, such as product analysis, growth training standardized training, and psychological stress values, self belief, intention, and how to control the customer psychology of Tao is somewhat lacking. I was a teacher, and educational psychology was my required course. It laid a good foundation for my future development. From the psychological start, control the interview process, let customers follow the salesmans thinking, seize the opportunity to promote, this is my experience. Interview Essentials Interview, to explore customer needs, by depicting beautiful goals to open the hearts of customers, by depicting the fear of goals, open the hearts of customers. To explore requirements is to tap, mobilize, and point directly at the customers pain problems, and then slowly guide the customer to agree and believe that you say the problem must be resolved. So, how do you explore? (a) asking questions By asking questions, it shows that you are interested in his needs. Instead of selling something to him, he found his needs by asking questions. You keep asking, he continues to affirm and answer along your train of thought, and reach a certain consensus. At this point, when you continue to ask the right questions, he will move on with you until you get enough information and reach a big consensus with him. In doing so, you can control the situation. Our past practice is to talk to your customers about your ideas, your products, your services. Just imagine that the customer has not reached a consensus with you and did not agree, so you can talk about it. Can he accept it? Note: in order to sell, you want him to feel important and make him feel smart. Dont bring up any questions he can not answer. Dont let him get into the wrong way. (two) listening Focus all attention on the client, pay attention to each word, pay