Client file: Shenzhen AIA salesman, female, 35 years old, engaged in insurance for nearly one year. Scene replay: When I first started insurance, I had some acquaintances and classmates in Shenzhen. When they heard that I was engaged in insurance work, most of them disagreed. Later, I gradually realized that some of them deliberately alienated me, which made me feel very distressed. I didn't want to lose too many friendships in this city that is not my hometown, so my insurance road didn't start from the cause, but began to be a difficult stranger. During this period, there was another story that made me more afraid of causation. An old classmate of mine told me an experience when I was not engaged in insurance. At that time, an insurance salesman called him almost every day, telling him how dangerous it was to drive every day, and he had to buy insurance. His "harassment" of this salesman was unbearable, so he told me that I would never contact the insurance salesman again in any case. Don't let them know your contact information, otherwise it will be "getting angry", so although he is a good prospective customer now, I don't have the courage to talk to him about insurance. Perhaps experts will think that I am too lacking in courage, but I have also read an article, the content of which is roughly that several aspects of psychological preparation should be made for insurance, one of which is that "the relationship with old friends may deteriorate", so this has become a psychological obstacle for me. Today, I asked an expert to help me answer my questions because I think my relatives and friends are still our best prospective customers. How should I talk to them about insurance? I hope I can find some skills and knowledge about insurance with acquaintances from experts. Thank you for your advice! Expert answer: Ren Hui: Sales Manager of Taikang Beijing Branch Xicheng Branch. Hello, this partner! Talking about insurance with acquaintances is a problem that every partner has to face. I think we should break through from the following three aspects: First, psychological preparation. You have been doing insurance for a year. Have you examined yourself during this year: Do I agree with insurance? Is insurance useful for my friends and family? How much insurance did I buy within the economic scope? Can I articulate the benefits of insurance? When you can give yourself a clear and convincing answer, you will know whether to talk about insurance with acquaintances and relatives. In my opinion, the main reason why you are afraid to talk about insurance with acquaintances is that you have not fully agreed with insurance. Besides, can you introduce insurance to customers in a daily language? Insurance agent is a very professional job, but this major is not only to know the insurance clauses and types of insurance thoroughly, but also whether you can turn the insurance benefits into the interests of customers, so that customers can unconsciously accept your views. The second is demand analysis. The demand analysis includes five parts: first, the analysis of family structure, a family of two who started their business in their twenties, a family of three whose children have just been born, or a "sandwich" family whose children have gone to school. Three different family structures have different entry points. I believe you have mastered these knowledge in the training class, so I won't repeat them here; The second is the analysis of income structure, that is, where is the source of family income? Who is the pillar of this family? We should focus on people with high family income but unstable jobs; The third is financial analysis, which should be found from the whole asset structure of the family. At present, most of the family financial management methods are relatively simple, and most of them exist in banks, but also buy government bonds, stocks, funds and insurance. Then the gap in his insurance purchase and the unreasonable investment and financial management methods are our entry points; Fourth, the demand analysis of risks. For men, more risks come from accidents and serious illnesses, for women, it is more about providing for the elderly, and for children, the future education fund is the focus. Here I just talk about the key points. Everyone will face the same risks, but it is more important for different individuals. In addition, it is necessary to analyze the working environment and social environment in which everyone lives. If some units have social security, they should also consider it as appropriate. The fifth is to submit a solution, make a good proposal, and make a reasonable combination according to the different types of insurance of each company, but also within the economic tolerance of customers, accounting for 1%-2% of household income. The third is persuasion strategy. Because it is the reason method, it is different from the stranger worship. There is no psychological pressure on stranger worship, and it doesn't matter if the talks are not complete, but the reason method does have the concern of "no friends". Here we need to grasp several strategies and methods. I summarize it into the following methods: Moistening things silently: First, you should let the customer know that you are taking out insurance, but in the process of contacting him, don't talk about insurance types first. You can communicate with him your working feelings, tell him your current sense of accomplishment, the recent claims cases in the company, and tell interesting insurance stories, so that the customer will not feel psychological pressure, but his concept will change in the whole process, which will touch his heart, but the work cycle of this method will be long. In this process, the impression you give your customers is very unintentional and casual, but you must have a clear idea and what kind of goal you want to achieve every time, so as to achieve the effect of "moistening things". Straight to the point: this method has certain risks, but it will also have unexpected effects. You can say to your acquaintances, "I'm in an insurance company now, and I think it's very rewarding to do insurance. When do you have time, let's meet and introduce you. It doesn't matter whether you buy it or not, so you can be my client once and let me practice my hands and exercise." Since we are friends, I can't think of any problem in supporting your work. If you are always secretive, you want to say it but don't want to say it. Here, we should pay attention to one thing: don't go too far, don't show too strong a purpose, "If you don't buy my insurance, you won't be friends in the future", etc. First, put down the burden of customers, and it doesn't matter whether you buy it or not, as long as you are given a chance to exercise, so that "get to the point" can have a good effect. "Pointing at the mulberry and cursing at the tree" method: Some customers are very alert, so this method is used for such customers. You can say to him, "I've been talking about a list recently, and the customer's situation is similar to yours. I've made an insurance plan for him. Please help me to see what insurance he still lacks, and where I should cut in. Please be my customer once and see if I can say this." If he can meet you, he won't feel any pressure if you don't talk about his insurance, but he will be in the process of speaking. Sharing method: When friends around you have objections to your insurance, you can invite him like this: "I have done well in the insurance company recently, and I really want to share some ideas with you, but I am not looking for you to buy insurance." At this point, he can't refuse you. < /P> When you meet him, tell him about your training experience in insurance companies, the development of insurance industry, etc. Even if you don't talk to him about the specific terms and types of insurance, he can appreciate some benefits of insurance. If you want to talk about insurance with acquaintances, the most important thing is to do your own psychological construction. As long as you agree with insurance from the heart and there is nothing utilitarian in your strategy and method, you will not lose your friends because of insurance. If your plan meets your friend's requirements, he will be very grateful to you when one day the customer really has an accident, but on the contrary, if your friend is in trouble and you never want him to buy an insurance as a friend, then you will really feel embarrassed and lose your friend. At this time, you will lose your friend not because you talk about insurance, but because you don't talk about insurance. There is a saying that "there are many people who add icing on the cake, but few people who give timely help". As a friend of customers, what kind of person do you want to be? Let's review the nine-character rule: deal with your mood first, then do things! I hope you can make friends, make good relationships and have a wonderful insurance life! Hu Xingyue: Deputy Manager of Individual Insurance Business Department of Pacific Zunyi Central Branch. He entered the life insurance industry in 1996, and successively served as marketing supervisor, supervisor, assistant manager of marketing department, deputy manager and manager of individual insurance business department. Talking about insurance with acquaintances is a problem that every salesman will face. Some salesmen can't open their mouths in front of acquaintances, and there are psychological obstacles that they are afraid of destroying each other's friendship and affection. Actually, this is a very normal and understandable phenomenon. However, if this psychological obstacle cannot be overcome in time, it will inevitably affect the growth and normal business development of salesmen. When talking about insurance with acquaintances, salesmen should first overcome their inferiority complex and have confidence in life insurance marketing. Insurance promotion is one's own profession, which should be done well. It can be seen that insurance promotion is aimed at all people who should enjoy protection. Insurance is a great invention in human history. Everyone in modern society needs insurance, and the risks are aimed at all modern natural persons. Therefore, the object of the law may also suffer accidental injuries, and will also face birth, old age, illness and death. They also need insurance and should enjoy security. Therefore, it is normal to sell insurance to them. Of course, salesmen should pay attention to the time, place, environment and atmosphere when selling insurance to their acquaintances. Appropriate entry points should be chosen to publicize insurance and promote protection. Don't be out of date, regardless of the occasion, etc., which will arouse the antipathy of acquaintances and affect family ties and friendship. Before talking about insurance with acquaintances, you must make friends with them sincerely, help others sincerely and fully understand their difficulties. Only by mutual understanding can sales insurance come naturally, friendship and affection will deepen, and affection and friendship will never be lost. Xia Chaohui: Senior Director of Ping An Life Insurance Company of China Nanjing Branch. I think "opening the mouth" is a shortcut to find ways and skills to talk about insurance with acquaintances. First, don't worry that acquaintances will alienate you because you come to talk about insurance. Many people always imagine that the problem is much more difficult than the reality, always think about it in a negative direction, and always expand the difficulties infinitely. This is because people will have this kind of psychology when they are shrouded in a pessimistic mood, but in fact it will not be like this. Second, some people regard you as a friend, but they don't. Some people are ignored by you, but they regard you as a friend. In the course of our employment, there will also be such a phenomenon: people who don't usually care much about themselves are very supportive of their work, on the contrary, people who usually value them are very opposed to our work. Here comes a question: who are your friends? Is it a friend with similar interests or a friend who can play an important role in helping his career? What kind of person is more worthy of being friends? After we engage in this work, we should adjust and change the values of making friends. Third, let go of the ideological burden, say what you want to say, and talk about the customers you should talk about. Some people object but there must be support, some people doubt but some people trust. It's up to you to decide whether to speak or not, and it's up to the customer to buy or not, so give yourself a chance to speak. Fourth, it is difficult to understand things without experiencing setbacks, and it is not necessarily a good thing to do things too smoothly. Frustration is directly proportional to understanding, and there are as many setbacks as there are. Doing life insurance, if the signing is too smooth, this is an unrealistic fantasy. If the signing is not smooth now, to put it bluntly, it is still rejected by acquaintances and strangers, and the marketing skills and mentality are not mature enough. Here, I suggest you read Mr. Carnegie's "Advantages of Human Nature" and "Weakness of Human Nature". I hope the above answers can help you.

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