1, "think", that is, insurance salesmen should have certain planning ability. Insurance salesmen carry out insurance signing work in regional markets. Insurance companies set sales tasks for salespeople, and all sales work, including market research, market planning, customer development, customer management, complaint handling and other basic work, must be completed by salespeople themselves. To do all this well and ensure the sustained and healthy development of customers in charge, first of all, salespeople must have an overall market plan for their work, including phased sales objectives, how to lay out the sales network, what kind of customers to choose and what methods to adopt. Secondly, in the process of developing customers, salespeople often encounter many problems. In order to deal with them well, salespeople must use some strategies, and these strategies need careful planning by salespeople. Thirdly, sales staff should also act as consultants and helpers for customers, find opportunities and problems in the process of customer development, and provide guidance for customers. Sales staff is the chief planner, and sales performance can grow faster and more steadily. In order to win the trust and recognition of customers and ensure the health and stability of the sales network. 2. "Listening" means that insurance sales personnel should have the ability to listen. In the process of developing customers, many salespeople come to the door and talk about how good insurance is, how excellent their company is, how rich benefits insurance can bring, and whether customers are willing to listen. It may be noticed that most salesmen who sell insurance in this way are in vain. In fact, whether it is developing customers or handling customer complaints, listening is more important than speaking. Why? First, listening can let you know each other's personality, hobbies and interests; Second, listening can let you know what the other person is thinking and what the other person's real intention is; Third, listening can make the other person feel that you respect him and attach great importance to his ideas, so that he can let go of his burdens and concerns; Fourth, when the other party has many complaints about insurance, listening can let the other party vent and eliminate the other party's anger; Fifth, listening can give you enough time to think about how to respond to each other strategically. How do insurance salesmen listen? First, eliminate interference, concentrate, and listen to customers' statements with an open attitude and positive input; The second is to listen to all the contents clearly, sort out the key points, and listen to the emotional color in the other party's words; Thirdly, retell the information you hear, record the key words quickly, and improve the memory effect of listening; The fourth is to respond with appropriate body language, ask appropriate questions, keep silent in time, and let the dialogue continue. 3, "writing", that is, sales staff should have the ability to write general documents. Many sales executives may have this experience: salespeople often call you to report and ask for support. If you ask him to write a written report, the salesperson either can't send it back on time, or the report written back is unclear and unclear. Why is this happening? Because many salespeople can't write reports at all or can't write them well. Therefore, salespeople are required and encouraged to write more articles on sales experience in order to improve their writing ability. 4. "Say", that is, salespeople should have certain persuasion ability. Salespeople are representatives of insurance companies, and the basic information and sales policies of the company are passed on to customers through salespeople. When salespeople communicate company policies with customers, some customers quickly understand and understand the company's intentions, some customers don't understand or understand but don't understand the company's intentions, and some customers are disgusted with the company or even cut off their cooperative relationship with the company. Why did these things happen? The reason is that different salespeople have different persuasion abilities. How do salespeople improve their persuasion ability? First, the salesman should make full preparations before formally persuading the customer: first, he should know the customer's needs from the people related to the customer or himself by asking questions, that is, what he is thinking, what he wants and what he is worried about, so as to prescribe the right medicine; Secondly, according to the customer's needs, draw up a persuasion plan, write down how to persuade the customer, and touch him from which key points, and keep it in mind; Then from the customer's point of view, help him analyze his own situation, let him understand that the company's policies can help him improve his own situation, explain to him the specific operation methods of the company's policies, and describe the benefits that can be brought to him after implementing the company's policies. 5, "doing", that is, sales staff should have strong execution ability. The first task of a sales representative is sales. Without sales, the company has no hope. At the same time, the work of the sales representative is still expanding. Only sales are hopeless, because you are selling insurance or services. Only by constantly expanding the market can we establish a long-term market position, win a long-term market share, establish important intangible assets for the sales channels of insurance companies and win stable performance for ourselves. As an excellent salesperson, what kind of mentality should you have? 1. Sincere attitude is the basic requirement to decide whether a person can do things successfully. As a salesperson, you must treat customers and colleagues sincerely with a sincere heart. Only in this way will others respect you and treat you as a friend. Business representatives are the image of enterprises, the embodiment of quality of enterprise, and the hub connecting enterprises with society and insurance companies. Therefore, the attitude of business representatives directly affects sales. Second, self-confidence is a kind of strength. First of all, have confidence in yourself. At the beginning of every day, we must encourage ourselves. I am the best! I am the best! Self-confidence will make you more energetic. Meanwhile, trust the company. Third, the opportunity to be a conscientious person is equal for everyone. As long as you are a conscientious person, you will definitely become a leader in the industry. As an insurance salesman, we should know every change of customers, try to grasp every detail, be a conscientious person, constantly improve ourselves and create a more wonderful life. Fourth, hard sales work is actually very hard, which requires the spirit and perseverance of business representatives. "You can win people's hearts only by eating once and gaining wisdom." It is not easy for insurance sales to visit customers, and many difficulties will be encountered, but we must have the patience and indomitable spirit to solve them. 5. Good psychological quality Only with good psychological quality can we face setbacks and not be discouraged. Every customer has different backgrounds, different personalities and different ways of doing things. If you are hit, you should keep a calm mind, analyze customers more, constantly adjust your mind and improve your working methods, so that you can face all the blame. Only in this way can we overcome the difficulties. At the same time, don't be carried away by temporary success. You should know that "joy begets sorrow". Only in this way can we win without arrogance and lose with grace. Sixth, communication skills Everyone has strengths. Every insurance salesman is not necessarily required to be versatile and eloquent, but he must communicate with others more, cultivate his communication skills and make as many friends as possible. This will give you more opportunities. You know, more friends are the only way out. In addition, friends are also resources, you know, having resources will not succeed, but making good use of resources will succeed, I wish you success!

Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.