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保险电话销售异议处理话术

爱汇范文网【综合资料】 编辑:*维 发布时间:2017-06-29 11:44:57

  所谓异议处理,也被称为反对意见处理。在销售对话中,出现反对意见非常正常。销售人员应该对反对意见不应该感觉懊恼,而是应该视解决客户的疑问为加强信任的推进器。以下是小编为你整理的保险电话销售异议处理话术,希望能帮到你。

  保险电话销售异议处理话术集锦

  异议处理:产品呈现前

  1.你们从哪里知道我电话的?

  X先生,我们是客服中心的,客户的号码是系统自动分配好的,我们只是负责把这个好的保障计划通知到您,让您做个参考和了解的,您自己做个决定就可以了的,耽搁您2分钟给你介绍下,好吧?

  1. 我是觉得不错,但没有钱

  A (客户敷衍的说没钱) 呵呵,我能够体会您的立场,我相信每个月为自己储蓄几百块钱也不会影响到您的生活品质吧,再说这个钱不是让您消费掉,也不是拿不回去的,让自己在养成一个投资理财好习惯的同时,还额外的为您的身体健康做一个高额保障,是两全其美的事情,我们通知到的客户反应都是非常不错的呢。

  B XX先生,您真会开玩笑,如果咱们现在真的没钱,我想您也不希望自己将来也没钱。所以从现在开始,每天为自己节省一点点零花钱。想想当时发行股票认购证时大部分的人都说没钱,现在看,当时买的人全发财了。如果大家那时就有先见之明,当时借钱也要买。当时没买的人现在都后悔了吧!

  C (如果客户真没钱)XX先生/小姐,您太客气了,不过我可以理解您的问题与担忧。我们领一般固定薪水,每个月也都有一定的支出,例如:房贷、车贷、生活费等,现代的人真的是蛮辛苦的,但我们必须正视“没有钱”这个问题。正因为没有钱,我们才更需要保障,因为自己和家人更不能承受突来大病而造成的庞大损失啊!

  2.已购买其他同类保险

  A、XX先生/小姐,看来您还是非常有保险意识的,那这边想问下您的保障额度大约是多少呢?(如客户已购买重疾)其实以现今通货膨胀的一个趋势,连热干面都涨2块5我想您了,更别说武汉的医疗费用了,那我们这份保障计划正是在为自己存钱的同时,为您和您的家人增加一份高额保障,也是增添一份安心与放心啊。

  B、 XX先生/小姐,请问您投保的是哪方面的险种呢?(客户如有重疾)

  其实一旦生了大病,例如癌症,首期治疗费用至少得15万~20万的,(而且现在的多数癌症都是可以治愈的),那对于像我们这样的工薪阶层来说,负担是相当重的,同时还会连累到家人,即便是我们自己能够负担这样的费用,那毕竟还是需要我们把自己存的钱掏出来啊,毕竟现在赚钱都是不容易的哦。如果现在开始,每天把手头的零花钱积攒起来,在积累的同时,把风险转嫁给保险公司,为自己准备一份10万---20万的保障,以备不时之需,都是很不错的。

  C、 XX先生/小姐,您完全可以放心的,健康保障只有不断增加,不会有重复的问题。咱们提供的保障是一经确诊,提前就可以获得15万元的治疗费用,而拿发票是可以回单位的社保医保再报销一次的,所以通知到的客户反应都是非常不错的,我们也是一样的在线帮您登记办理„„

  D、 XX先生/小姐,保障不怕多,就怕需要的时候保障却不够或保障不全。

  E、 XX先生/小姐,您很有保险观念喔。其实我们很多的客户也像您一样,身上也都有两三张保单,您知道的,保险不在乎多和少,而是一个有效的结合,就像我们的衣服一样的,夏天的衣服再多,冬天到了,也是不管用的。 我想没有人嫌自己的衣服多的吧?

  F、 XX先生/小姐,我相信没有人真正清楚了解自己需要多少保障的,但在我们经济负担许可之下,以最少的费用为自己或家人规划最完善的保障,更是对家人的爱的表现。

  G、 那XX先生/小姐,我要恭喜您,这表示您的保险观念相当好,我相信保险是一个成熟而又负责任的人才会去考虑的事情,不过我建议XX先生/小姐,您不妨将我们这项计划当作是一个长期的保险理财计划,让自己养成定期缴纳保险费的好习惯,确保自己未来的生活。

  2、我要和我家人商量一下

  A、 没问题! 和家人商量是应该的,也谢谢您这么重视这个计划。可不可以先请教您是不是对我们这个计划相当满意呢?(满意)

  我们通知到的客户也是非常满意的,因为这份计划就和您刚才说得一样,(接客户满意的部份),相信您家人也会赞成的。更何况一天只要少少的为自己存XX元,却可以为您换来高额的医疗保障,我们很多客户也都回去一同邀请家人参加呢!相信您家人也会非常赞成的,我们也在线帮您登记„„

  (不满意)

  XX先生/小姐,您是不是有什么不清楚的地方,我再跟您作个补充说明?是的,我能了解,要和家人商量是一定要的,这也表示您是个重责任更是爱家的人,其实X先生\小姐,您有了保险也等于全家都有了保障,我们之所以特别帮我们的贵宾规划此份保险计划,是因为……(产品特色)

  B、 先生/小姐,您一定是比较顾家的人,所以才会如此在意家人的重要性。我相信您的健康平安也是您的家人最关心的吧?您作为整个家庭的顶梁柱,万一真的发生什么不愉快的事情,那父母的赡养费,孩子的教育费该怎么办呢?

  C、 其实参加这一个保障计划不只保障您自己,同时也是让您的家人多一份放心,在您每天在外奔波努力辛苦同时,才能保障您的生活质量。而当您参加了此份保障计划,让您的健康保障有更妥善的安排,相信您家人绝对会很赞成,支持您参加的。

  D、 保险这种商品就是要早一点生效,早一点有保障才好,您立即购买是一个正确决定。及早的给自己提供保障,相信他们一定会非常支持您去购买这样的保障计划的。

  E、 我很理解您的想法,XX先生/小姐,不过您有没有考虑过,当风险来临的时候,面临风险的是我们自己,要承担风险的也是我们自己,而加入一份理财保障计划,就是为了以后能更好的把风险转嫁给保险公司啊。您何不现在就加入,为以后做好规划呢?

  3、我不需要

  A、 XX先生,怎么会有这样的想法呢?我们通知到的客户都是非常满意的,咱们都知道:“人吃五谷生百病”,我们每天在报纸上、新闻中看到的危机健康的内容还少吗?(如苏丹红,多宝鱼,孔雀石绿。)。而且像我们周围也越来越多的听到明星也会遇到癌症的问题,而不能幸免。(可以适当举例,如傅彪,梅艳芳„„)更何况是普通人的我们呢?所以我们更应该在自己有能力的时候,为自己存一份高额保障,至少在经济上就无后顾之忧了啊!

  B、 XX先生/小姐,没有一个人会清楚了解自己需要多少保障的,在我们经济负担许可下,以最少的费用,为自己或为家人,规划最完善的保障是非常有必要的。更难得的是,此份保障计划是我们为客户争取到最佳的优惠方案。每天只需要***元„„

  C、 XX先生/小姐,现在不需要使用保险,表示您现在非常健康平安,我非常的羡慕您。就像现在买车子时都会配备安全气囊,我们都知道安全气囊平时是不需要的,但当风险发生时,它却是非常重要的配备。因此平常不需要的事物,并不表示它没有必要。

  D、 随年龄的增长,对疾病的抵抗能力越弱,发病率越大,等年长后意识到身体虚弱时再购买大病保险,面对的可能是拒保,即便可以投保,保费也很贵。所以该类险种往往需要我们在年轻的时候优先考虑。何况,保费在*年后无理赔的情况下还可以返还。既理财又获得了保障,一箭双雕哦。

  E、 正如美国前总统约翰逊所说:“对于一个愿意帮助他自己的人,我没有想出比购买保险更好的办法”。

  我们还可以想象一下,未来一个孩子需要供养多少老人,如果每一个老人都没有大病保险,孩子将承担多么承重的医疗债务啊!

  4、我有需要时,再与你联络

  我很理解您的想法,只是,我要提醒XX先生/小姐的是,保险本来就是在不需要的时候购买它,需要的时候就大大方方的去用它的。等到需要的时候,就算有人愿意花更多的钱也不一定买得到了!

  5、我想比较一下同类产品

  XX先生/小姐,这个保障计划我们已经为客户作了事前的比较工作,XX先生/小姐这个计划,无论产品内容或价格都是精心为我行得客户规划的。现在,癌症治疗的支出是一项沉重的负担,我们这个计划都帮您考虑周全,让您及早的获得最好的保障。

  6、我真的没有兴趣

  A、 我想也是,如果您告诉我,您对保险有兴趣,我反而吓一跳!的确,一般人对于保险的兴趣总是不大,

  原因大都是因为没有充分了解,只是我要建议您不妨把这份计划当作是一个特别的理财方式,因为它是在您最需要保障的时候给您高达15万元的保障,尤其像XX先生/小姐现在您还这么的年轻,确保自己的赚钱能力是很重要的,不是吗?

  B、 有钱人:辛辛苦苦几十年,一病回到解放前

  没钱人:病人身痛,家人心痛,没钱看病,痛上加痛

  依赖亲友:只能救急,不能救穷;依靠储蓄:杯水车薪,弹尽粮绝;

  依靠社保:覆盖少,钱还得自己找;

  买保险,是买父母对我们无私的恩情,是买妻子对我们无悔的爱心,是买小孩对我们无惧的托付,是买我们对未来的保障,是我们生命价值的体现

  7、我公司福利好,帮我买了各种保险

  .XX先生,那还是非常不错的,您指的是单位的社保医保还是基本的意外险呢?(针对性回答) A其它:那也是您能力的体现啊,我们办理过的客户当中也有很多国家公务员啊,他们反应福利待遇虽然不错,可是一旦出现什么事情,营养费,误工费都是自己陶的,费用也是蛮高的,能有一份可以返本的保险做个补充也是不错的,反正钱存在哪里都是存着的

  B.首先恭喜您拥有了一份基本的保障,不过就目前来说,社!⒁奖;蚬咎峁┑囊恍└@U,它们都属于基本保障,这是远远不够的。万一生了大病,例如癌症的时候,我们都一定希望得到最好的治疗,而不仅是一般水平的普通治疗,所以应该为自己多买一份保险,况且现代社会变化快,说不定有一天,您会离开现在的公司有更好的发展。有一份属于自己的保险,您会走得更轻松。

  8、我都很健康,所以不需要保险

  X先生/小姐,我理解您的想法,但是疾病的发生是具有不可预见性的,保险的购买首要条件就是投保人身体健康,所以在健康的时候购买一份保险,为以后做好规划是非常有必要的呀!

  9、不习惯电话的方式,要和代理人商量

  (先坚持两次,如客户实在要求代理人,跟客户确认好时间,地点。安排专人上门服务)a.**先生/小姐,我了解您的想法,由于我们这份计划是通过电话的方式来服务我们客户的,因为也是考虑到象您这样的高端客户平时非常繁忙,通过电话的方式不但可以节省您的时间,而且省去了代理人的佣金等中间环节的费用,使您可以享受最超值的保障计划。并且相信你也知道,保险无非是一张诚信和约,最重要还是售后服务与理赔,如需要我们帮助的地方,您只需要拨打保单上的客服电话,都会有专人为您服务的,而且我们在电话中为您描述的保障利益,都是与保单合同上一致的,到时候白纸黑字您都看的到的,以保障您的权益,您完全可以放心的.

  b.X先生,您这种想法我可以理解,就像您自己的私家车是一样的,谁会到柜台上去买啊,还不是电话的方式带给您的,但是理赔的服务丝毫是不打折的,对吧?

  10、我很年轻,我不需要.

  A.我非常了解您的想法,一个健康平安的人谁会对保险感兴趣啊,我们的计划说实话就是提供给您这样健康平安的年轻人的,健康平安是加入保险的基本前提啊,不仅可以帮助我们年轻人养成储蓄的好习惯,还可以在储蓄期间拥有一份高额的保障,

  B、XX开由于现在的竞争越来越激烈,生活节奏越来越快,不健康饮食增多,导致疾病的发病率是越来越年轻化的,癌症的发病率更是居高不下

  11、我不需要保险,没兴趣.

  您的想法我非常理解,很多卡友一开始也会有这样的想法。您说的很对,目前我们都不需要保险,因为

  我们年轻,身体健康。我们什么时候需要保险呢?(稍作停顿)可能是已经身患重病,如癌症的时候,这时我们很需要保险,可是很遗憾,已经不能再参加了。30年来,上海市中心城区癌症发病率持续增长,已经成为全国癌症最高发的地区之一。根据相关部门的保守统计,治疗癌症的平均费用为12-20万。一旦生病,不但收入直线下降,甚至为零,还会给我们的家人造成沉重的经济及心理负担,所以不得不防。我行为您提供的这份计划真的非常简单,每天只需要„„

  12.存款没利息

  王先生,相信您一定非常清楚,我行这次向您推荐的并不是一份单纯的储蓄计划。其实,平时我们每个月在银行里存上X元,每个月的利息也就是几毛钱,您用这点钱去任何一家保险公司都买不到长达X年的X万元保障,您说对吗?这份计划在返还本金的同时额外有您所存总保费的10%给到您,也是我行特地为武汉客户争取到的,就是考虑到现在的癌症和急性心梗发病率不断上升,而且出现年轻化的趋势,让您在理财同时享有一份保障。其实,我们都希望自己能够健康平安,这样X年后我们领回的不仅是全部的投资,还有一笔更宝贵的利息,那就是健康和10%的收益,这是多少钱也换不到的,您说对吗?

  中粮集团您肯定再熟悉不过了,像我们吃的金帝巧克力、福临门食用油,喝的长城葡萄酒,还有凯莱国际酒店、海南亚龙湾度假村都是中粮的产业,我们中英人寿就是由中国的中粮集团和英国的英杰华集团共同出资组建的一家合资保险公司。我们的英方股东英杰华集团有314年的历史了,是世界第五大保险集团,您大可放心。

  14、客户:保险公司倒闭了,怎么办?

  这个您放心,保险法明确规定,经营人寿保险的公司不得倒闭或解散,再说呢,我们公司的注册资本金都是20多亿,实力非常强大。

  15.客户:买保险最傻了,钱都给保险公司赚去了。

  公司赚钱才好啊!这样客户对我们保险公司才有信心和安全感,如果公司亏钱的话,谁还敢参加保险呀?就像您买某个公司的商品,比如汽车、电视,您会不会考虑这家公司的信誉好不好?经营稳定不稳定,如果您知道这家公司过不了就倒闭了,您还敢买他们家的商吗?因为您一定会担心买了商品以后的服务和维修。同样,买保险是中长期投资,如果保险公司不能赚钱,不但会影响到服务品质,还会危机到客户的利益,所以保险公司赚钱是正常的,也是必须的。

  ×先生,您真能开玩笑,保险公司和其他的盈利行公司是不一样的,就算投资也是,投资渠道是严格被国家保险监管部门控制的,比如我们只能做大额银行协议存款、购买国库券和3A级企业债券等无风险的投资项目,和银行进行协议存款,您难道怕银行赖帐不成?

  17.客户:不见面,怎么相信你们呀?

  我的很多客户和您一样,一开始的时候都心存疑虑,这个很正常,毕竟电话行销是一个新型的营销模式,虽然不和您见面,但是我对您所说的每一句话都是要录音并且上交到监管机关的,我没必要为了一张单而不要自己的饭碗了。另外您可以登录我们中英的网站,去查询我的资料。这样您相信了吧?

  18.客户:你们保险公司都是保的时候说得好听,等赔的时候就不是那么回事了。

  啊,您怎么会有这样的印象呢?这一点,在我们电话行销渠道您敬可放心,因为我们和您的通话都是有录音的,我对我说的每一句话都是要付法律责任的,而且我们的录音会至少保留22年,直至我们之间的保险合同终止,所以承诺给您的权益是一定会信守的。

  呵呵,保险公司理赔靠得是理赔依据,只要发生了双方合同约定的保险事故,绝对会按照合同切实赔偿的,您的权益也是受到法律保障的。如果保险公司都不理赔,那保险公司这个概念早在很多年前就消失了。

  X先生(小姐),可能这里边有点误会,一份保险单有他针对的理赔范围,不是所有情况都进行赔付,像对于违法乱纪、打架斗殴、从事高风险运动导致的风险就是不赔的。如果不是这些特殊情况并且手续齐全,我们一定会赔的,我们公司的经营理念把诚信放在第一位,这也是我们为什么选择英国排名第一的寿险公司的原因。

  19.客户:听说保险条款都是对保险公司有利的,打起官司来我们肯定吃亏

  XX先生(小姐),的确有过保险公司和保户对簿公堂,不过您放心,每一家专业保险公司都在尽量避免这种事,因为保险法第三十一条明确规定,对于保险合同的条款,双方有争议时,人民法院或者仲裁机关应当作有利于被保险人和受益人的解释。所以我们也想尽量能跟您把条款解释清楚了,免得到时候发生不愉快的事。

  20.客户:我已经有亲戚、朋友、同学在保险公司。

  真谢谢您把这个机会留给我们,虽然您有朋友在保险公司上班,这并不重要,重要的是您拥有保障了没有,我相信您也有朋友在卖房子、卖车子、卖衣服,但是我相信您所有的东西并不完全都是向您朋友购买的吧?您一定会选择适合自己的房子,性能好的车子,自己喜欢的衣服,是吗?买保险也是同样的道理,重要的是选择适合自己的保险产品,并选择一个专业的销售人员为您服务。

  您是我的客户,我是销售人员,您有什么问题尽管问我,千万不要客气,我也会以我的专业为您解答;如果咱换个身份,我是您的朋友,有时候碍于朋友情面或出于对朋友的信任,有些问题咱想问又不问了,保单也稀里糊涂的生效了,其实,咱没好意思问的那个问题,也许恰恰关系着您切身的权益的。所以,和我购买保险是不是您随意了很多呢?

  21.客户:对保险没兴趣

  那恭喜您咯!证明您在过去的生活中是平平安安的,我想也没有人对意外风险有兴趣,我也希望我们的客户一生平安,但中国有句古话叫“未雨绸缪”对吧?我们就是要在健康平安的时候为自己的将来作一个准备,何况现在意外事故频频发生,可能你会很小心,但别人并不一定很小心啦!您说对吧?!

  您对保险没兴趣呀,那真是太好了,如果您说对保险充满兴趣的话,公司和我都会害怕的,因为对保险主动说有兴趣而投保的人,往往都有问题存在的,比如我的一个没有成交的客户,他1米80,体重240斤,所有保险公司都因为他超重,拒绝承保,我第一次打电话给他的时候,他就坦白得告诉我了他的情况,问我,能不能保,如果能保,他一定投一份最高额度的保险,多少钱无所谓;不过,很可惜,经过我们核保部门的核定,我们还是伤心的告诉他,我们也不能承保。所以,您对保险没有兴趣,显然您身体健康,也没有道德风险因素,所以您是我们最佳的客户。

  啊,兴趣!(表示惊讶)我们对生病和意外也没有兴趣,可是生病和意外却又客观存在;而且现在生存环境日益恶劣,像手机辐射、大气污染、汽车尾气都越来越严重;还有竞争激烈带来工作压力增大,严重影响人的身体健康和精神状态,所以人生病或遭受意外的风险都比前20年增大了许多,您说对吧?今天,我们只是希望您能多关注一下自己的身体健康,轻轻松松拥有一份保障,让自己后顾无忧而已。

  22.客户:我已经有社:鸵奖A。

  您也知道中国是一个人口大国,社会保障体系的特点呢就是广覆盖、低保障、保而不包,如果真得个大病的话这些是远远不够的,况且现在很多好点的或者说进口药品都是自费药物医保是不报销的,所以这一块的缺口的确需要商业保险做一个很好的补充,让我们更加生活无忧。

  对,社:鸵奖6纪玫,是咱们最起码的人生保障,不过也有一个漏洞,就是如果发生意外身故或全残的时候是不被保障的,何况还有我们的家人,也不会帮我们照顾的,这一块的缺口就需要用商业保险做一个很好的补充,这样人身保障才能更加完备。

  冒昧的问一句,如果我们有什么意外或疾病的话,您的朋友能无偿给您30万吗?而且以后的日子里能够无偿的尽心尽责的呵护您的家人,可以吗?如果他愿意代替我们保险公司作这些责任承担的话,我想这时才不用保险了。

  24.客户:以前的人没有保险都过了,我何必买。

  目前,我国大多数家庭都是独身子女。想想看,以前大家庭的互助力量现在都不存在了。每个人都要供养至少4个老人和自己的小孩,还要买房、买车、支持日?,有可能还背有一些外债或贷款,遇到困难,恐怕即使有心也都爱莫能助。至于物价高涨、费用扩张、赚钱不易更不在话下了,所以当今社会没有一些保险防身真的是蛮可怕的一件事情的。

  25.客户:我的身体很健康,不需要保险。

  您别误会,保险的意义好比“饱带干粮、晴带伞”事先有个计划和准备,等肚子饿了才想到带干粮,或是等下雨了才想到要带伞,都来不急了!您说对吗?

  保险绝对要参加,求个心安,现在车多人多,我们小心,别人不一定小心啊!而且我们慢慢缴出去的钱,不是象赌博、喝酒用掉有去无回,而是存起来,同时还有高额保障相随,绝对不吃亏。我现在就给你介绍一下。

  保险不是有钱就一定能买,还必须有健康的身体,所有保险都是在不需要的时候买的,就如同家中的灭火器、车子的备胎,宁可百年不用,不可一日不备。您觉得呢?

  客户先生,我想请教您一个问题,以您目前的状况,不知道您需不需要收入?如果您不需要收入,那您就真的是绝对不需要保险的。因为购买保险的唯一目的就是在我们收入减少或没有收入时,用来弥补或取代我们的收入。

  26.客户:我还年轻,也没结婚,没有家庭负:驮鹑。

  跟您说个很有意思的事情,在日本,女孩子结婚的条件之一就是看未婚夫是否购买有保险,因为如果买了保险即表示:有健康的身体,否则无法通过核保;有相当的经济实力,否则无能力投保;有责任感,否则不会去投保,很多时候投保不一定是为了我们自己,更多是为了我们的父母,您说呢?

  您经常乘坐飞机吗?乘坐飞机咱们都买航空意外险吧?反正我买,要不坐着不安心,结婚之前我每次坐

  飞机都买80万的保障,因为我觉得如果我掉下来了,父母有80万应该可以衣食无忧了。不过,我从来不告诉父母这件事情,怕他们担心,谁也不想要这笔钱,不就图个安心嘛。

  27.客户:我已经投保过了,不需要再投保了。

  真了不起,您有这么好的保险观念真令人敬佩。请问您是什么时候投保的呢?哦,那么早啊,您的保险意识真的很超前,可以说是中国投保队伍的先行者了。只是小张这边有个提醒,您投保的早,现在咱们的经济条件和保障需求肯定发生了巨大的变化了,可能您以前买的保险已经无法满足您现在的要求了,就像电视,以前是14英寸黑白电视,现在发展到液晶宽屏高清电视,我们很多家庭都有更换电视的经历,保险也是一样,随着人们生活水平的提高,保险需求也在不断丰富。我今天给你致电推荐的产品,就是针对已有保障的客户的,在您保障的基础上做一个加强,让您的保障更符合您的身份和需求。我帮您介绍一下吧,2分钟的时间。

  28.客户:公司已经替我买保险了,我自己不用买。

  哦,那您公司福利还真是不错!*先生,冒昧的问一句,如果有好的工作机会您会选择跳槽吗?对呀,谁也不能保证一辈子在一家公司工作啊,您这么有能力,以后前途无量的。万一您哪天自己当老板了,或是另谋高就,之前公司给您买的保险还不像员工宿舍、制服一样没有了吗?所以自己的保障还得自己把握呀,让我来帮您规划一下吧。

  29.客户:生活负担太重,没钱买保险。

  其实现代社会生活压力越来越大,赚钱越来越难,谁都会有“我没钱”的困扰,不知您担心现在没有钱呢,还是担心生病或发生意外时没有钱呢?我相信,您肯定选择后者,因为我们大家都是一样的,现在生活紧一点没关系,可是如果真有个什么不幸,没钱治病、没有收入、发生意外后家人无人照顾才是最大的负担。所以现在生活稍微紧一点,拿一点小钱来买保险,如果真的发生什么就是一笔救命钱,就算保障期间什么事都没有,平平安安的,保障期届满时一次性的,钱还还给您呢,你看,你不是不知不觉中攒了一笔钱吗?

  30.客户:养儿育女就是保险,何必买保险。

  其实大家都知道,我们现在的生存环境比起上一辈子人来说,竞争更加激烈、生存压力越来越大了,想想再往后几十年,我们的子女的就业和生存环境,比我们会更加残酷,所以乘我们有这个能力,何不给自己多点保障,也减轻儿女将来的负担呢?

  31.客户:保险要死后才能领到钱。

  的确,以前出现的很多终身险都是身后收益的,就是客户不出险是拿不到钱的,可是现在保险产品发展了,像我们现在卖得最火的这款防癌保障计划/意外保障计划,保障的就是人生中癌症/意外最高发的15/10/20年,如果**年都平平安安的,到期一次性将您所缴的每一分保险费全部返还给您呢,相当于免费享受保险保障。

  我们现在这款保障计划,就是把客户一些零零碎碎的钱积累起来,如果保险期间发生风险了,一次性×万元的高额赔付,雪中送炭;如果没发生风险,满期后一次性全额返还××万,这些钱可以用于出国观光、添置家庭用品,或者作为子女的教育基金都很不错,相当于为生活锦上添花,对吧。

  32.客户:钱币贬值,通货膨胀,买保险没有用的。

  货币一旦贬值,无论是存在银行还是随身携带,同样会受到影响,何况保险不是投保时一次性缴清的,

  今天所缴的保费,是保障今天保险的币值,明天的保费,是保障明天保险的币值,绝对不会因为货币贬值而使您吃亏的,不必担心。

  货币贬值是次要的问题,最叫人但新的是“能力贬值”,一个人健康不好,收入减少,就是能力贬值。这张保单就是弥补一旦发生能力贬值时所遭受的损失。

  33.客户:买保险有什么好处?

  呵呵,好处可多了,比如为您的生活保驾护航,当我们遭遇意外或疾病的时候提供经济上的补偿,让我们尽快恢复幸福生活,再比如保险的储蓄功能,让我们小钱变大钱,聚沙成塔,而且有事赔大钱,没事还您钱,一举两得。

  34.客户:我有房贷和车贷,没有余钱买保险了。

  ×先生我想您的房贷不可能是一两年吧?肯定得一二十年。贷款也不可能是三五万,怎么也得七八拾万吧?那么在我们还贷的这些年里,万一不幸发生意外或遭遇疾病,首先收入会中断,可房贷还得继续供养吧,其次费用会增多,比如医疗费用营养费用,最后,咱还得肩负照顾家人的责任吧,所以,科学的保障观念是您有多少房贷、车贷,就至少得有多少的人身保险,最好多出一些,您说对吧?

  35.客户:保险没有用,真出了事赔了钱人也死了

  您千万别这么说,俗话说不怕一万就怕万一,车还要备用胎,何况人呢。真有不幸发生的话,这笔钱刚好用来补贴您家人今后的生活,还有啊,您要是不在乎,那您不怕家人被拖累吗?

  保险这东西本来就是在您不需要的时候买的,等你什么时候真的需要了,想买还买不到了,所以我真的劝您千万别这么想,危机无处不在,而且我们这个计划好在您要是平平安安的什么事也没有,20年以后您还可以把您交的钱全部拿回去呢,就相当于用利息换了一份长期的高额保障,您觉得怎么样?

  保险就像靠在墙角的伞,晴天靠墙你自然觉不出它的用处,但雨天时它的用处可就大了。难道老不下雨家里就不备伞了吗?

  36.客户:我想投财产保险就好了,人寿保险就不要了。

  我很多有车的朋友都是这样认为的,买车上保险已经成了人们的共识了,况且国家也强制作了规定必须购买一些保险,以保障发生车祸等意外事故时对自身车辆或他人进行经济赔付。其实,车子全毁了,可以买新的,但是人呢?自己比车子精贵多了,我们怎么能遗忘了最精贵的自己呢?

  看来您之前在个人投资方面取得了很大的收益,不知道您是做哪方面投资的?我真的很钦佩您独到的投资眼光和超前的思维模式,您也知道,我们投资有个理念“不能把所有的鸡蛋放在同一个篮子里,以分散风险”,如果能把意外事故及人身损失等不利于投资的因素出去,投资的确比保险盈利高,但问题是投资必须拿出本钱、付出时间、负担各种风险,不到最后一刻很难断言是赔是赚。况且,保险也是投资方式的一种,而且这种投资的方向是人身保障,只有人健康、平安,投资才能继续,如果人身除了什么问题,投资还如何继续下去呢?

  投资跟保险是两回事,也没有可比性的,投资是高风险高回报,为了资产的保值增值,而保险是保障的人最基本的获利能力,也保障我们的人生蓝图得以顺利实现;而且我们这个计划一个月才几百块钱,也不会影响到您的投资大业的,何不给自己和家人一份贴心的保障呢?

  38.客户:我现在没空,改天再谈

  您现在没空,那您的意思是有空就可以谈喽?请问您什么时候有空,明天还是后天,我只需要20分钟的时间。

  俗话说“寸金难买寸光阴”,这句话启示我们,认为该做的事情就要马上去做。现代社会生存竞争激烈,下一秒钟会发生什么事情谁都预料不到。想等待机会才戒烟、戒酒,就永远无法戒掉,想到钱多时才来储蓄的人,永远没有储蓄,买保险也时一样的,早一点投保,保费低廉,也能早点拥有保障,这样多好啊。

  39.现在年轻,用不到保险,也有社保。等30岁以后再说吧

  确实现在年轻,年轻的我们就是要为年老的我们做准备。其实您也知道很多事情都不是以我们的意志为转移,不知道您上网看过有关的报道吧,现在在各大保险公司重大疾病理赔的时候是80%都赔付给了这个癌症患者。只有20%是赔付给了其他重大疾病。所以现在癌症是最高发的疾病了。您也应该看到一些明星和知名人士也是因为癌症而过去了吧。而且现在癌症也是趋于年轻化了。

  没时间考虑呀?您肯定是事业成功人士了。其实咱们想想,每天拼死拼活的工作是为了啥呀?不就是希望家人可以过上更好的生活吗?给自己一份保障其实也是对家人的一份爱心和责任。再说之所以采用电话销售这种方式,就是不想占用您过多的时间和精力,而且我向您推荐的都是简单易懂又适合您需要的特惠计划,我只要给您讲清楚了,线上就可以办理了不用您跑保险公司,特别方便快捷。

  41.客户:朋友或亲属在做保险,回头我问问他们再说吧

  先生(小姐)您的朋友也是做保险那您对保险会有更深的理解呀,您的朋友可能对他们公司的产品了解的会非:,但不一定知道我们公司的计划,而我对我们公司的产品会更专业些。而且很多保险公司的人也来参加我们这个计划,因为在其它公司是没有这么早返还的。是不是这个计划没有给您讲清楚客户。

  42.客户:等我老一点再买

  您太会算了,不过恕我无礼,有几个问题我们不得不现在考虑。第一个问题是事故不一定等到我们老一点的时候才会发生;第二个问题,当您年老的时候保险公司的保费会把您吓倒,当我们年 老的时候本身赚钱的能力就在下降,再交这么恐怖的保险费,那生活怎么办呀?第三个问题,您想投的时候保险公司还不一定接受呢。人的年纪一大,身体状况可不像以前那么好了,毛病也多起来了,保险公司也会衡量风险与得失的。所以还不如及早办理,及早受益 。

  43.客户:我跟太太商量看看

  一个人如果买礼物送给太太,他不一定要先跟太太商量了再去买。自己先买了,回家再送给她,不是一份意外的惊喜吗?况且您这是买保险,又不是喝酒赌博,您太太怎么会因为您有家庭责任心而责备您呢?

  买保险是非常慎重的一件事情,您最好和太太商量一下,如果有什么疑问可以随时致电给我,或者我找一个你们二人都在的时间打电话过去,那样有什么问题,咱们直接解决,省得您夹在中间当“传声器”了。那我们约个时间吧,您看今天晚上7点方便呢,还是8点方便?

  X先生(小姐),您能跟我说一下是具体考虑哪方面呢?

  嗯,我能理解,毕竟加入保险不是一件小事,根据我的经验,我们大多数客户一般考虑两个2个问题:

  一是月缴600元是否有压力;二是.××万的保障是否足够,如果这两个都没有问题的话就直接办理参加了,那您是考虑这两方面吗?

  45.客户:寄份资料过来看一下再说啦

  没问题的,资料上和我讲的都是一致的,是不是我有什么地方没给你讲清楚呢,你还有哪里不明白的吗?(若客人坚持要资料:)好啊,您的email地址(传真号码)是多少?我给您发过去您先看一下,过两天我再给你打电话,如果XX先生/小姐对资料有不清楚的地方,可以随时联络我,我的电话是XXXXXX,我叫XX。

  46.客户:过几年保费降低以后再买。

  保费的高低是经过精算确定的,也会因为人年龄的不同而有所不同,随着年龄的增加,保险费就要相对提高了,这个和人身的状况也是有关系的,25岁和35岁遭遇重大疾病的概率完全不同,年龄越大遭遇疾病风险的概率越高,所以保险费越高;以您来说,您今年是×周岁,您每月只需要存××钱就可以得到一个30万元的人身保障了,可是到了明年,您就要每个月多存×元了,也许您不在乎那几十块钱,但是我在乎,我在乎的是您这一年的人身保障谁来负责。何不早一点享受保障呢?

  您也知道现在的生活环境和以前不同了,生活压力越来越大、空气污染越来越严重、转基因食品越来越多、交通事故层出不穷,现在得癌症的人、遭受意外失去生命的人越来越多了,保险公司承担的风险也会逐步加大,那保险公司唯一能做的就是增加费率,所以,过几年保险费也不会降下来的。您何不尽早考虑呢?

  47.客户:时间太长了。

  提示意外风险:就是要20年期啊,如果是1个星期,2个星期,你自己保障自己就可以了,小心一点就好了,不想发生意外不出门就可以了。但你能小心一个星期、一年,能保证你20年的意外都能自己规避吗?

  啊?您觉得长啊,我们好多客户还嫌时间短呢。20年其实也不长,只保一两年有什么用?那还不如存银行呢。但我们注重的是保障,这种还本型的而且保障这么高的计划对于客户来说,时间越长越划算,这个计划之前有6年,10年,20年,我们单位的同事全部都选择了20年的。因为以后绝对买不到这样的计划了。您看,您现在每个拿出**块钱,就可以得到**的保障了,没事的话这笔钱还可以拿回去啊。对吧。。。

  唤起家庭责任感:对于您来说,接下来的20年是您的家庭责任最大的阶段,这个时候上有老,下有小,他们都没有能力照顾自己。所以不允许我们有一点差错。要是少于20年的话,老的很老,小的还很小,万一出事了,你说我们家人怎么办呢?如果您有了解过保险的话,您就知道各大保险公司的期限基本都是20年以上,甚至终身的。

  针对同年龄段,规划满期保险金用途:

  【18-30岁】:X先生,您一定是想到20年以后拿回本金才会觉得时间长,是吧?您换个角度想想,

  您每个月交500元,就可以得到80万的保障,而且这份80万的保障可以持续跟随您20年,如果真的缩短成一两年的话,肯定我们又会觉得太短了,对吧?保障时间肯定是越长越好,对吧? 另外,20年以后您也为自己存下了12万,到时候一次性拿出来,不就又可以换一辆新车了吗?

  【31-55岁】:X先生,对于您现在的年龄来讲,这个产品的保障期限刚刚合适。你想想看,您起码还得工作20年左右吧?这20年期间肯定会东奔西跑,所以正好是人生风险最高的20年, 也是最需要保障的20年,此间有了这份高额保障,至少可以多一份安心,对吧?而且20年以后也差不多该在家里安享晚年了,正是需要钱养老的时候,这时候还可以从保险公司拿回12万的养老金,不是很好吗?

  强制储蓄,期满返还:其实每个月200元,如果不存起来的话可能不知不觉就花掉了,如果有个类似储蓄的计划把20年里的零花钱都存起来,20年后会有相当可观的一笔48000的养老金呢!

  保费不调涨:现在物价飞涨,11月份全国物价指数(CPI)上涨6.9%,保险产品在未来的20年难保不会涨价。您现在买了这份保障,无论以后保险产品价格怎么变动,您仍然可以这个便宜的价格享受我们的高保障应用第三者影响力:20年,这是我们很多客户选择的,这个计划本来有6年,10年,20年,因为基本所有加入的客户都选择20年,所以公司统一改版为20年期的。如果客户到时候觉得这个计划好,而且计划还在的话,你可以拨打我们的客服热线4008-800-900做个续保,如果觉得不好,20年之后钱也全部都打回你的帐上了,这样我们的客户可以更灵活,更方便的选择适合自己的保障!再说了,X先生/小姐,我们人生又何止只有20年的过程,您说对吗?说不定,您到时候还会再选择继续加入我们这个计划呢!

  一次投保,20年后顾无忧:对,一说20年,很多人都觉得好久的一段时间;咱保险也有短的,比如说航空意外险,也许几十分钟也许几个小时,飞机安全落地就结束了,下次咱还得花钱买,要不然坐在飞机上不踏实呀,对吧?如果有了乐无忧这份保障,那航空意外险咱就不用花时间和金钱购买了。一次投保,一次审核,保障20年,中间不需要续约,节省时间成本。况且到期无理赔发生,咱还返本呢。

  48.客户:20年才返还?钱早就贬值了

  货币一旦贬值,无论是存在银行还是随身携带,同样会受到影响,再说,货币贬值是次要的问题,最叫人担心的是“能力的贬值”,我相信您或我自己,5年的时间可以赚50万甚至上百万,可如果上天不给我们这5年的时间呢?我们能为自己的家人做些什么?如果发生风险,变现最快的就是保险。况且这个计划是不需要您消费的,其实,每个月200元钱,很多人都不放在眼里,也没有人用200元去赚银行利息,那干嘛不让我们的钱多一个32万的保障功能呢?

  其实,消费险大家最认同的就是便宜,这是没错的,不过,您是否考虑到随着我们年龄的增长,在20年中难免会有一些不建康的因素产生,像高血压、脂肪肝等,那我们这个计划只要您加入的时候身体OK,20年中都有意外保障效力的,但消费险就不同了,每年都需要重新投!⒅匦律蠛私ǹ导爸耙,麻烦不说,还有可能被拒绝加入,到那个时候就不是钱的问题了。况且咱这个不是让您花钱啊,就当存点零花钱了。

  X先生,您对保险产品还是很了解啊?可是您知道嘛,1年100元是纯消费型的,而我们这款产品是满期返本的;另外,1年100元它是不保证续保的,也就是说今年这个公司有这个产品就有得买,明年没有这个产品那就没得买了,特别是当我们年龄大了以后买这种1年期的会有很多限制,比如说健康状况等等;而且今年是100,现在物价飞涨,说不定明年就是200了.但是我们这个产品不会涨价,因为我们签订的合同是20年期的,现在是多少,20年期间就一直是这个价.

  有的客户平时很忙,一年一年买消费型的意外险,就觉得的麻烦,这笔钱虽然不多,但是存了20年,到时候一次性拿出来,也可以当作一个小小的旅游经费。您说是吗?

  50.客户:时间太长,又没有利息,不划算。

  X先生,您说的很有道理,但是您有没有想过银行的利息能跟我们提供给您的80万保障相比吗?而且,我相信您肯定也知道,现在银行的利率经常浮动变化,象国外很多发达国家银行都是零利率,日本甚至出现负利率.未来不管是风险也好还是银行利率也好,谁都说不准,对吧?所以我们更要对自己的资金做合理的规划,生活当中本来有一部分钱就应该存银行备用,也应该有一部分钱来购买保险或者是做其他的理财,您觉得呢

  这个保障计划是无息返还的,等于用微薄的利息来换取一个高达X万的保障,但是相信X先生/小姐平时有储蓄的话都会知道,现在银行的利息实际上是很少,而且还要收取利息税,所以有等于没有,你想想真正出险的时候这少少的利息可以帮到我们吗?(促成)

  对,没错。在银行放着的确是方便取出来使用,可这样不就没有了一个持续储蓄的习惯了吗?我们现在就是帮你把每个月不知不觉随手花掉的零钱存起来,你想想20年后也有好几万了,那时孩子也大了,正好可以当作孩子的教育金,你看这样多好啊!

  X先生,每月才几百块钱,取出来能干什么呀?我们不是要您把最基本的生活费都拿来存,只是帮您把平时不用的零花钱存起来,咱们平时都会有一些钱放在银行不去动也起不了什么作用对吧?加入这个计划就可以在存钱的同时额外多了一份保障,是以小搏大,您说是吧?

  52.客户:保险期间太短了

  在人的一生中,不同的生命阶段、不同的生活境遇,可能遭受的风险都是不同的,比如说,人年轻的时候,得心脑血管、动脉硬化的几率就非常小,可是遭遇意外的风险是非常高;人年老的时候,遭遇意外的风险会降低,但是得一些重大疾病的风险会大幅上升,那我们现在这款保障计划,就是针对25岁到50岁这个年龄段最高发、治疗费用最高的疾病——癌症而专门设计的(针对20岁到50岁这个年龄段最高发的人生风险意外专门设计的的),那既然我们每个阶段的风险不同,当然要分阶段投保了,而阶段的划分以20年最为科学。

  在日常生活中我们就是一直在消费,现在我们坐在办公室里开着灯,享受着暖气,也是在消费,保险费也只是日常生活中的一项支出,如果您能理解此项费用的用途,您就不会觉得贵了,现在就让我帮您分析一下吧。

  保险费是根据监管部门的要求,由预定利率、预定死亡率及预定营业费用率来决定的,而且费率制定后,要提交保险监管部门审批的,只有通过了审批的保险产品才可以上市销售,您放心好了。而且就现在的生活环境来看,高的不是保险费,而是万一风险来临时,所要支付的医疗费、生活费、子女教育费、父母养老费„„等,你说对吧?何不让保险公司来承担这些风险呢?一个月也就××钱,一顿饭的钱就能给家人更完备的呵护和关爱的了。

  54.客户:买保险是活钱变死钱了

  我理解您的想法,不过我有另一个想法希望您能了解一下,我认为保险是死钱变活钱的最好办法,如果一笔钱放在银行里就是一笔钱,不论我们人身如何,银行是不管的,而保险呢,同样是一笔钱存在保险公司,如果我们真遭遇什么不幸或病痛时,保险公司会给付我们几倍甚至几百倍的赔付的,这不就是死钱变成了翻倍增长的活钱了吗?况且如果我们什么事都没有,这笔钱到期还是回到咱的口袋的。

>>>下一页更多精彩“保险电话销售异议处理话术”

  车险电话销售话术技巧

  1. 再便宜点

  我们已经给您最大优惠了,同时我们还给您带去优质的售后服务。

  保费太贵

  虽然我们的保费不是同行业最低的,您买保险是一天,享受服务是一年,每天平均下来也不超过1元钱,像您这样有身份有地位的人,也不会在乎这一点小钱 ,您买的是保障是服务不是吗? 。

  2. 公司服务差

  是您自己亲身体验的呢,还是听您朋友说的呢?(因为我们XX正在处于改革期间,难免会有服务不周到的地方,今年是我们的品牌的服务年,相信今年的服务一定会令您满意)(今年您在我们总公司电话直销中心投保,您可以享受绿色通道,直接给您最方便最快捷的服务)

  3. 质疑真实性

  您可以拨打我们的XXXXX进行确认

  4. 相信业务员

  您也知道现在保险行业从业人员的流失率比较大 ,我们这里是总公司直属电话营销部,有什么问题,你可以直接投诉我

  5. 相信朋友,朋友在其他公司

  您当然可以相信您的朋友,(您的朋友具体是做什么,)而且您的朋友也会给您一定的优惠,但是您也知道朋友之间最好别牵涉到金钱的关系。若在后期理赔服务方面出现什么问题还会影响你们之间的感情,这也不是您想要看到的不是吗?

  6. 我不要什么服务,可不可以把我的保费便宜点

  7.举例子,就像您在超市买牛奶,顺便在送您一袋,您能说,我不要,退钱给我吗

  语言图画(描述一个场景,感动客户,让客户觉得需要)

  8. 我已经在其他公司保了

  我这里只是给您报个优惠价,这个对您没什么影响,您看我能借用您一点时间吗?(客户说保了,不一定保了)

  9. 你们公司一点也不出名

  我们公司没有过多的投入品牌广告宣传 ,是因为我们公司把这些费用直接让利于广大客户,靠的是客户传客户,或向其介绍注册资本金,股东,37家分公司,强大的后援保障

  话术流程

  1. 自我介绍( 您好,这里是XX保险电话销售中心,您是…先生/小姐吗)您的保险下个月到期了.确认车主,

  和车主的关系.

  2. 您看我给您报个价吧 (介绍险种,根据车型,根据客户以往投保习惯,询问客户并做好互动,尽量介绍常用险种)

  3. 销售过程。A。客户说要考虑,您是考虑服务还是价格呢(永远给客户二择一)性价比(我们将给你提供)。

  4. 预约(明天还是后天呢,上午还是下午)具体时间

  一般跟进客户不要超过三天(隔一天 )

  5. 直接促成,不要让客户等待,考虑的机会

  您看我直接给您出单吧 ,我们的快递明天或后天就会将保单送到您的手中

  您的身份证多少,我给您出单吧 、您是现金还是支票、我把您信息登记一下吧

  1. 询问客户相关信息、自我介绍,您的车险到期了,您看我现在给您报个价给您参考一下,(客户接受报价)

  2. 介绍险种(如果续保的,去年保的险种,车损+三者+交强+不计免赔 先价格,后分项介绍险种)

  3. 接触过程,异议处理。主动权掌握在自己手中,一个异议处理完了马上促成)该强势的时候学会强势发现客户购买信号,马上促成

  4. 核对相关信息、区京畿销售过程中注意的问题

  1. 根据车型判断客户性格

  2. 说的越多错的越多

  3. 学会复杂的东西简单化、

  4. 语言包装(不要说满口话),(一般情况下)

  5. 计算时间成本,学会放弃客户

  6. 注意倾听,细节。(不要出现过多的语气词,熟练,尊称。。

  7. 销售过程,在与客户交流的过程,要富有激情,热情,感染力

  8. 是什么打动客户,为什么要购买,信誉与承诺

  9. 不要让客户感觉我们是在销售东西,介绍服务,避开客户敏感话题(保费贵,价格高)

  10. 学会判断客户是否是真实的潜在客户

  11. 学会举例子,生动的表达需要表达的意思(客户不着急购买,可以说,我们这里以前有个客户出现这样的一种情况…)

  12. 注意在和客户交流的过程中,不要出现冷场.

  13. 坚持度遇到的客户不同,要区别对待,灵活应变

  你们保费太贵了

  多一分钱 就多一份保障,也许您在其他公司买是同样的价格,但在我们公司买的服务却是不一样的,您看您在我们公司可以享受到(拖车、送油、免费换轮胎、15%的保费优惠)或者,您通过其他途经投保也许价格真的会便宜点。但是相关的服务是否有保障就很难说,您看是吧?,理赔时少赔,或者出险不及时,这也不是您所想看到的,而这些在我们公司都是有保障的。我们全国有**家分公司。随时保障您在全国各地出险后,都会有查勘员及时到现场,不存在排队等待的情况,像这样优质的服务不是每一家保险公司都能做到的。您还不想在你们保

  考虑什么呢?如果没有什么问题……

  那您已经有选定的公司以及选定的投保方案了吗?我想您应该不介意我再给您推介一家服务更好,保费更优惠的公司吧 。我给您报个价吧。您可以参考一下,对您来说也没有什么损失不是吗,也许就因此找到一家适合您车子的保险公司呢,就借您几分钟!

  我知道也许您选定的公司比我们名气要大。但是您也知道很多大公司是靠维护老客户来运营的。您看我们公司也是一样,尽量给老客户,最优惠,最便捷的服务。一般来说第一年的新客户保费都相对来说比较贵 你们XX服务。理赔很慢

  至于给您带去的不便,实在很报歉。我相信今年这种情况在我们公司不会出现了。因为我们这边直接给您开通会员,给您一个绿色通道,只要您有什么问题,可以直接拨打XXXXX,转1234号,我随时为您服务 朋友在其他公司

  您的朋友也是在保险行业了是吗?那您对这方面一定很熟悉吧?您看我就直接给您报价吧,这样您和您朋友的公司比较一下,如果您觉得您对其他方面还有什么疑惑,您可以随时找到我!

  我在你们当地分公司买一样的是吧

  那当然了,您看您在我这里买就不用劳烦您了,您现在住在哪里呢?(我们的分公司在….离你那还是有点距离的,您看您也挺忙的。同时我们这里是总公司直属营销部,我们直接给您送单上门,也是对老客户的回报,同时还给您提供……)您看这样,我们这边跟您核对一下相关信息。

  ? 我的经验有两种情况,一是你们还没有做出要选择哪家公司的决定,另外一种是您其实已做了决定。虽然我很想帮助您,但我更不想耽误您的时间,所以,您可否告诉我您是属于哪一种情况?

  ? 我知道您还需要再比较比较,这也是应该的。那您比较什么呢

  ? 我知道您还需要再考虑一下。您这样想肯定有您的想法,可否谈谈是什么原因吗?

  推介险种

  车损。保护自己的车,(我开车技术很好的 ) 您可以保证您自己技术好,但别人不一定啊 。到时候您自己还是承担一部分责任的

  三者(已经买了交强就不用了)三者是作为交强的补充的,像一般买保险都是买足额的三者的,毕竟自己的车子坏了,可以不开。可是别人的损失还是必须要赔的,在...地方出现了一起交通事故,至少也要30万吧 而且档次越高保费的差距也就越大

  车上人员,您经常有朋友家人做您的车对吧?您一定很爱惜他们,车上人员就是保您车上的人员的,若发生了什么事情,在保险责任范围内时,您就不用那么焦急烦心了,您看对吧?

  盗抢,您家里有车库吧?小区的治安怎样?您开车经常性的就是上下班是吧,您可以保也可以不保

  不计免赔,我建议您还是保一下为好,这样您自己的风险也就降到最低了。本来由您自己承担的一部分责任,都由我们保险公司为您承担。

  (当客户一直推辞)我知道您现在还是要好好考虑一下,毕竟买保险是一天,享受服务却是一年的事 ,您是不相信我跟您说的呢还是不放心我们公司。如果我的解释不能令您满意,很抱歉。能否耽误您片刻,您能给我指正一下吗?我将非常感谢您。

  之前在你们那买了,出险了,查勘员到现场速度很慢,理赔也很慢,服务态度也不好。

  实在很抱歉,给您带来的不便,我会随时与您保持联系,如果有什么问题呢,您也可以随时来找我 客户会问到的问题


  看了“保险电话销售异议处理话术”的人还看了:

1.保险理赔授权委托书

2.保险理赔面试自我介绍

3.辞职后社保怎么处理

4.德国保险制度(共3篇)

5.保险公司支付赔款委托书

6.理赔人员管理存在的问题

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