夏根娣：百万销售系统的八大要素
<div class="wx_rich_media_content" id="jsWxContainer"><section powered-by="xiumi.us" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; font-family: -apple-system-font, BlinkMacSystemFont, "Helvetica Neue", ";P</section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; font-family: -apple-system-font, BlinkMacSystemFont, "Helvetica Neue", ";P<p style=" max-width:="" 100%;="" box-sizing:="" border-box;="" min-height:="" 1em;="" text-align:="" center;"="">夏根娣 太平人寿上海分公司区域总经理<p></p></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; font-family: -apple-system-font, BlinkMacSystemFont, "Helvetica Neue", ";P<br><section style=" margin-top:="" 10px;="" margin-bottom:="" max-width:="" 100%;="" box-sizing:="" border-box;="" text-align:="" right;="" justify-content:="" flex-end;="" display:="" flex;="" flex-flow:="" row="" nowrap;"=""><section style="padding: 30px 30px 20px; max-width: 100%; box-sizing: border-box; display: inline-block; width: 677px; vertical-align: bottom; background-color: rgba(208, 10, 28, 0.027); flex: 0 0 auto; height: auto; align-self: flex-end;"><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box;"><section style="margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: left; justify-content: flex-start; display: flex; flex-flow: row nowrap;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="margin-right: 10px; margin-left: 10px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 123.391px; flex: 0 0 auto; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(226, 15, 34); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section></section></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; line-height: 2; letter-spacing: 1.8px; color: rgb(9, 9, 9); text-align: justify;"><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">在保险行业，做“百万百件”的人很多，但是“百万百件”跟百万销售系统是两个概念。如果没有一个优秀的系统，即便做到“百万百件”，也有可能是偶然的，有了系统，才能够持续成长。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">我从2000年进入寿险业开始，每年的件数都上了百件，但在2007年之前，我的件均保费并不高，万元件很少。2006年，我的万元件只有12件。改变来自于领导的一句话，在2007年初总公司的一次培训会上，他说，“大家未来一定要努力去做万元件，不要有经验主义，不要用自己的脑袋决定别人的能力。” </p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">这次培训让我恍然大悟——我的确经常用自己的脑袋决定别人的能力，我给客户规划的保单通常都是不超过万元的。我下决心提高自己的件均保费。于是，我见人就讲，家庭保单要做万元件。奇迹发生了！我用一个月的时间就做了31张5万元件，当年5月27号，我达成了百万百件。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">第一次实现这样的目标，有可能是偶然的，但后来，我把偶然变成了必然，因为我用了百万销售系统。这套系统由八大要素组成，有了这套系统，我的业绩一直在持续增长。</p></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box;"><section style="margin-top: 10px; max-width: 100%; box-sizing: border-box; text-align: left; justify-content: flex-start; display: flex; flex-flow: row nowrap;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(226, 15, 34); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="margin-right: 10px; margin-left: 10px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 123.391px; flex: 0 0 auto; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(226, 15, 34); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section></section></section></section></section><section powered-by="xiumi.us" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; font-family: -apple-system-font, BlinkMacSystemFont, "Helvetica Neue", ";P<br><section style=" max-width:="" 100%;="" box-sizing:="" border-box;="" display:="" inline-block;="" width:="" auto;="" vertical-align:="" top;="" min-width:="" 10%;="" height:="" auto;"=""><section powered-by="xiumi.us" style="margin-top: 10px; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; color: rgb(15, 48, 94); line-height: 2; letter-spacing: 3px;"><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><strong style="max-width: 100%; box-sizing: border-box;"><span style="max-width: 100%; box-sizing: border-box; text-align: justify;">要素一：成功信念 </span></strong></p></section></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box;"><section style="margin-bottom: 5px; max-width: 100%; box-sizing: border-box; display: flex; flex-flow: row nowrap;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; width: auto; align-self: center; flex: 0 0 0%; height: auto; line-height: 0;"><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; text-align: center;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; width: 6px; height: 6px; vertical-align: top; overflow: hidden; background-color: rgb(0, 153, 128);"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; width: auto; align-self: center; min-width: 10%; flex: 0 0 auto; height: auto; line-height: 0;"><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; text-align: center; justify-content: center;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; width: 6px; height: 6px; vertical-align: top; overflow: hidden; background-color: rgb(0, 153, 128);"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; width: auto; align-self: center; flex: 100 100 0%; height: auto;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section></section></section></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; font-family: -apple-system-font, BlinkMacSystemFont, "Helvetica Neue", ";P<br><section style=" margin-top:="" 10px;="" margin-bottom:="" max-width:="" 100%;="" box-sizing:="" border-box;="" text-align:="" right;="" justify-content:="" flex-end;="" display:="" flex;="" flex-flow:="" row="" nowrap;"=""><section style="padding: 30px 30px 20px; max-width: 100%; box-sizing: border-box; display: inline-block; width: 677px; vertical-align: bottom; background-color: rgba(208, 10, 28, 0.027); flex: 0 0 auto; height: auto; align-self: flex-end;"><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box;"><section style="margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: left; justify-content: flex-start; display: flex; flex-flow: row nowrap;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="margin-right: 10px; margin-left: 10px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 123.391px; flex: 0 0 auto; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(226, 15, 34); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section></section></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; text-align: justify; line-height: 2; letter-spacing: 1.8px; color: rgb(9, 9, 9);"><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">一定要高度认同行业，认同公司和公司的产品。我从来不研究其他公司的产品，在我心里，我们公司的产品就是最棒的。我是这样想的，传递给客户的信心也自然是最棒的。如果客户问，“你们公司还有什么好产品？”我就会跟他说，“我给你推荐的就是最棒、最适合你的。”</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">成功信念对于我来说，就是一旦确定目标，就咬定目标不放松，发生任何情况都不能轻易改变。有人问我，“夏老师，你已经做到了区域总经理，千万保单也做了，亿万保额也做到了，你现在的目标是什么？”我现在的目标是要培养更多的人成为区域总经理！未来，我还要做一张一个亿的保单，这就是我的目标。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">所以，一定要学会做梦，白日梦天天做，做着做着就成了真的。这就叫成功信念。 </p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">有荣誉，就去争(入围)；定下目标，必须斩钉截铁去达成；永远争做第一。我用一个<span style="max-width: 100%; box-sizing: border-box; letter-spacing: 1.8px;">月的时间达成百万百件，怎么做出来的？每一次达成这样的目标，都是我跟员工PK的结果。其实每次人家跟我PK，我是赢家，他们也是赢家。</span></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">有了成功信念，业绩就会倍增。因为你确定了目标，一定会想办法去努力达成。 </p></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box;"><section style="margin-top: 10px; max-width: 100%; box-sizing: border-box; text-align: left; justify-content: flex-start; display: flex; flex-flow: row nowrap;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(226, 15, 34); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="margin-right: 10px; margin-left: 10px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 123.391px; flex: 0 0 auto; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(226, 15, 34); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section></section></section></section></section><section powered-by="xiumi.us" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; font-family: -apple-system-font, BlinkMacSystemFont, "Helvetica Neue", ";P<section style=" max-width:="" 100%;="" box-sizing:="" border-box;="" display:="" inline-block;="" width:="" auto;="" vertical-align:="" top;="" min-width:="" 10%;="" height:="" auto;"=""><section powered-by="xiumi.us" style="margin-top: 10px; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; color: rgb(15, 48, 94); line-height: 2; letter-spacing: 3px;"><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><strong style="max-width: 100%; box-sizing: border-box;"><span style="max-width: 100%; box-sizing: border-box; text-align: justify;">要素二：主顾开拓 </span></strong><br style="max-width: 100%; box-sizing: border-box;"></p></section></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box;"><section style="margin-bottom: 5px; max-width: 100%; box-sizing: border-box; display: flex; flex-flow: row nowrap;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; width: auto; align-self: center; flex: 0 0 0%; height: auto; line-height: 0;"><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; text-align: center;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; width: 6px; height: 6px; vertical-align: top; overflow: hidden; background-color: rgb(0, 153, 128);"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; width: auto; align-self: center; min-width: 10%; flex: 0 0 auto; height: auto; line-height: 0;"><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; text-align: center; justify-content: center;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; width: 6px; height: 6px; vertical-align: top; overflow: hidden; background-color: rgb(0, 153, 128);"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; width: auto; align-self: center; flex: 100 100 0%; height: auto;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section></section></section></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; font-family: -apple-system-font, BlinkMacSystemFont, "Helvetica Neue", ";P<br><section style=" margin-top:="" 10px;="" margin-bottom:="" max-width:="" 100%;="" box-sizing:="" border-box;="" text-align:="" right;="" justify-content:="" flex-end;="" display:="" flex;="" flex-flow:="" row="" nowrap;"=""><section style="padding: 30px 30px 20px; max-width: 100%; box-sizing: border-box; display: inline-block; width: 677px; vertical-align: bottom; background-color: rgba(208, 10, 28, 0.027); flex: 0 0 auto; height: auto; align-self: flex-end;"><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box;"><section style="margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: left; justify-content: flex-start; display: flex; flex-flow: row nowrap;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="margin-right: 10px; margin-left: 10px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 123.391px; flex: 0 0 auto; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(226, 15, 34); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section></section></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; text-align: justify; line-height: 2; letter-spacing: 1.8px; color: rgb(9, 9, 9);"><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">准确定位客户群。我的诀窍是找高级管理人员，做高端客户，做家庭保单；或者找高级白领，中高端人士，批发保单。我做客户是有选择的，我的主顾开拓对象主要是证券公司、IT行业、银行等行业的从业者。我经常跟客户说，“成为我的客户是你的幸运，不是每个人都可以成为我的客户的。”有了这样的底气，其实客户也会对我们有一种敬畏心。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">找到一个家庭客户，如果是白领阶层，保费一般会做到10万左右，想做百万，找10个客户就可以了。因此，从2012年开始，我不再满足于一年达成百万，我想一天达成百万！于是，每年的1月份，我一定做成百万精英，先把这个目标达成了，我的心就定了，后续再慢慢做业务、管团队。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">如果你也想做百万百件，我建议你做家庭保单。一个一个地找，100件就要找100个客户，压力很大，也很累；如果把这100个客户变成100个家庭，30个家庭就可以解决；如果再把这30个家庭变成每个月拜访几个家庭，就把大目标变成了小任务，做的时候就感觉轻松多了。 </p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">我的切身体会是：做万元件、5万元件，做家庭保单或批发保单，提高销售效率，是达成高目标的关键。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">积累可供拜访的客户名单。积累拜访名单的方法是保单回执转介绍。我做保险这么多年，只有一招——保单回执转介绍。这一招，我做到了极致，而且一直在坚持做。把主顾开拓做好了，业绩自然会倍增。如今，客户主动转介绍产生的保费，占到我保费的80%左右。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">转介绍会产生源源不断的客户名单，这要求我们要建立合格名单的数据库。做保险20年来，转介绍已经成为我的一个习惯，正是由于持续不断的转介绍，我随时可以拿出2000个客户名单。</p></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box;"><section style="margin-top: 10px; max-width: 100%; box-sizing: border-box; text-align: left; justify-content: flex-start; display: flex; flex-flow: row nowrap;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(226, 15, 34); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="margin-right: 10px; margin-left: 10px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 123.391px; flex: 0 0 auto; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(226, 15, 34); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section></section></section></section></section><section powered-by="xiumi.us" style="margin-top: 10px; margin-bottom: 10px; max-width: 100%; box-sizing: border-box; font-family: -apple-system-font, BlinkMacSystemFont, "Helvetica Neue", ";P<section style=" max-width:="" 100%;="" box-sizing:="" border-box;="" display:="" inline-block;="" width:="" auto;="" vertical-align:="" top;="" min-width:="" 10%;="" height:="" auto;"=""><section powered-by="xiumi.us" style="margin-top: 10px; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; color: rgb(15, 48, 94); line-height: 2; letter-spacing: 3px;"><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><strong style="max-width: 100%; box-sizing: border-box;"><span style="max-width: 100%; box-sizing: border-box; text-align: justify;">要素三：个性化的销售行为</span></strong></p></section></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box;"><section style="margin-bottom: 5px; max-width: 100%; box-sizing: border-box; display: flex; flex-flow: row nowrap;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; width: auto; align-self: center; flex: 0 0 0%; height: auto; line-height: 0;"><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; text-align: center;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; width: 6px; height: 6px; vertical-align: top; overflow: hidden; background-color: rgb(0, 153, 128);"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; width: auto; align-self: center; min-width: 10%; flex: 0 0 auto; height: auto; line-height: 0;"><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; text-align: center; justify-content: center;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; width: 6px; height: 6px; vertical-align: top; overflow: hidden; background-color: rgb(0, 153, 128);"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: middle; width: auto; align-self: center; flex: 100 100 0%; height: auto;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><br></section></section></section></section></section></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; font-family: -apple-system-font, BlinkMacSystemFont, "Helvetica Neue", ";P<section style=" margin-top:="" 10px;="" margin-bottom:="" max-width:="" 100%;="" box-sizing:="" border-box;="" text-align:="" right;="" justify-content:="" flex-end;="" display:="" flex;="" flex-flow:="" row="" nowrap;"=""><section style="padding: 30px 30px 20px; max-width: 100%; box-sizing: border-box; display: inline-block; width: 677px; vertical-align: bottom; background-color: rgba(208, 10, 28, 0.027); flex: 0 0 auto; height: auto; align-self: flex-end;"><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box;"><section style="margin-bottom: 10px; max-width: 100%; box-sizing: border-box; text-align: left; justify-content: flex-start; display: flex; flex-flow: row nowrap;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="margin-right: 10px; margin-left: 10px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 123.391px; flex: 0 0 auto; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(226, 15, 34); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section></section></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; text-align: justify; line-height: 2; letter-spacing: 1.8px; color: rgb(9, 9, 9);"><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">做保险，是人性、逻辑、产品三者的完美结合。高效完成四项销售行为，就能实现高效成交。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><strong style="max-width: 100%; box-sizing: border-box;">第一项销售行为：让客户愿意接受你的拜访。</strong>这个销售行为包括三步。第一步，短信预约。我预约时的话术是：“X总：您好！我是夏经理，5分钟后我给您打电话，方便吗？” </p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">有人帮忙转介绍了一位客户，说这位客户想买保险，拿到这个客户的联系方式后，我们通常都很兴奋。这时候，有些业务伙伴就会迫不及待地给客户打电话：“李总，听说您想买份保险，你明天还是后天有时间？我想跟你见个面。”通常的结果是，客户会回答你：“我需要的时候再找你，我再研究研究。” 如果你把这个情况告诉那位转介绍的人，估计他也会很奇怪：“这位朋友明明说要买保险，怎么突然说还要研究？”</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">为什么会这样？其实不是客户有问题，而是我们营销人员有问题。大家想一想，你直接打电话过去说他想要买保险，对方的感觉是买保险还要掏钱，他什么都不知道，你就说他要买保险，他跟你见面的话，因为是朋友介绍的，不买又不好，他对保险又不了解，当然要考虑了。那到底该怎么办呢？做好以下三步，客户就会愿意接受你的拜访。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">第一步：短信预约。无论谁帮我转介绍，我都会先发一条短信：“X总您好，我是夏经理，5分钟后我给您打电话，方便吗？”客户看到这样的短信，一秒钟就会对我们有种好感，感觉我们很有素质，很有修养。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">在这个过程中，一定要让客户感觉你是非常有礼貌的。我就是在这一秒钟筛选客户的——如果客户是性格比较急躁的人，他一定会打过来电话问：“你是谁？”碰到非常理性的客户，他会回短信说：“我在开会，你有事吗？”第三种人是不理不睬，这种不理不睬的多数是高端客户，是真的很忙很自我的人。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">第二步：电话预约。理解了这三种人，接下来，5分后我就开始给他打电话：“X总，你好！我是太平人寿的夏经理。我是你的好朋友王先生介绍的，听说你想了解一下保险。你看，你哪天方便，我们见个面，在不影响你工作的情况下，你看是明天还是后天？”</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">如果客户不回复，只要我们发短信的时候写了“5分钟以后给您打电话”，就可以打了。听到电话，对方一般会条件反射性地说：“我这两天没时间，我很忙。”我就会说：“噢，那没关系，你看星期五行吗？”客户说：“哦，到那天我们再联系。”我就会说：“那没关系，我们暂时先定下周三吧，到时候有变我们再联系。”对方一定会说：“那好吧！到时我们再联系。”</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">第三步：短信确认。到了周三的上午，我会给他发条短信：“X总：你好！非常感谢你对我工作的支持与信任。上周我们约定本周三的下午一点半见面，我会准时到。”</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">发出去这条短信的时候，一般的客户是不会不理不睬的，如果客户是非常有修养的人，他会说：“夏老师，不好意思，我把这件事情给忘了。我在出差。”这种情况下我们就可以做个动作，马上打电话或者发语音过去：“X总，不好意思，想着今天要跟您见面，我早早就出来在你们公司旁边了，因为我担心路上会堵车。你在出差，那我就先赶回公司去做其他事情。您什么时候回上海？”对方会说：“我下个星期一回公司上班。”我就会说：“如果下周一回来，我相信您周一刚回来一定会很忙，那我周一就不打扰您了，周二同样的时间，我过来可以吗？”他说：“行。”那我就会说：“那下周二两点，<span style="max-width: 100%; box-sizing: border-box; letter-spacing: 1.8px;">我会准时到。” </span></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><strong style="max-width: 100%; box-sizing: border-box;">第二项销售行为：让客户知道他有保险需求。这一点至关重要。</strong></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">第一步：让客户知道，他现有的保险有哪些功能？见到客户后问：“X总，我听说你原来买过一些保险，请问你以前买过什么保险？”客户可能会有三种回答方式“我们单位有社保”“保险，我买过了”“我们单位帮我们买过保险”。这时候，要给客户分别解释这三种保险的功能是什么。我会说：“X总，既然你说你有社保，也有单位福利，我想借今天的时间跟您做一个交流，保险到底能帮我们解决什么问题，以及家庭应该怎样合理配置保险。”接下来，我就会通过家庭必备的四大账户，来为他诊断保险需求。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">我们也来做个人性解读。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">当客户说：“保险，我买过了”。这时候，要帮他做异议处理。绝不能说：“等哪天你拿来，我给你看看。”这样，就会失去这次交流的好机会。而是要提醒客户：“你是不是前两年买的？”客户会说：“是！哦，是养老险。”</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">在这个过程中，要主动出击，先把客户的问题问出来，去解决，不要等客户有问题了，再去解决，那样效果就不好。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">第二步：让客户明白，他现有的保险都是最基础的，是远远不够的。要让客户知道，买保险首选健康险；健康险，要买至少100万。在这个过程中要注意的是，千万不要自我设限，重要的是要给客户建立正确的保险理念，具体投保多少，客户自己会选择。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><strong style="max-width: 100%; box-sizing: border-box;">第三项销售行为：让客户相信保险是最好的解决方案——健康险是家庭的必需品，更是家庭的防弹衣。</strong></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><strong style="max-width: 100%; box-sizing: border-box;">第四项销售行为：让客户愿意现在就购买保单。</strong>只要客户说要了解保险、咨询保险，我就认为自己是去签单的，我从来没有想过先去坐坐之类。有些业务伙伴，去见客户时就背个小包，里面啥东西都没有，客户要求做份计划书，他就回家去计划书。我从来不会走第二遍，第一次见面的时候，我就把所有资料全部填好，填的目的就是试探对方到底买不买，是真考虑还是假考虑。</p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;"><br style="max-width: 100%; box-sizing: border-box;"></p><p style="max-width: 100%; box-sizing: border-box; min-height: 1em;">跟客户理念沟通到位后，开始进入一气呵成的促成环节。打开包，把促成所需要的相关工具一次性拿出来，包括电脑（休眠状态）、笔、投保单等。然后打开电脑，手拿着笔，向客户介绍适合他的计划书样本，边介绍，边跟客户沟通。</p></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box;"><section style="margin-top: 10px; max-width: 100%; box-sizing: border-box; text-align: left; justify-content: flex-start; display: flex; flex-flow: row nowrap;"><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(226, 15, 34); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="margin-right: 10px; margin-left: 10px; max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: 123.391px; flex: 0 0 auto; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(0, 153, 128); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section><section style="max-width: 100%; box-sizing: border-box; display: inline-block; vertical-align: top; width: auto; flex: 100 100 0%; height: auto; align-self: flex-start;"><section powered-by="xiumi.us" style="margin-top: 0.5em; margin-bottom: 0.5em; max-width: 100%; box-sizing: border-box;"><section style="max-width: 100%; box-sizing: border-box; background-color: rgb(226, 15, 34); height: 1px;"><section style="max-width: 100%; box-sizing: border-box !important;"><svg viewBox="0 0 1 1" style="float:left;line-height:0;width:0;vertical-align:top;"></svg></section></section></section></section></section></section></section></section><section powered-by="xiumi.us" style="max-width: 100%; box-sizing: border-box; font-family: -apple-system-font, BlinkMacSystemFont, "Helvetica Neue", ";P<br><p style=" max-width:="" 100%;="" box-sizing:="" border-box;="" min-height:="" 1em;"=""><span style="max-width: 100%; box-sizing: border-box; font-size: 15px; color: rgb(95, 156, 239);">[声明]我们致力于保护作者版权，部分图片来自网络，无法核实真实出处，如涉及版权问题，请及时联系我们删除。从本公众号转载文章至其他平台所引发的一切纠纷与本平台无关。</span><p></p></section><p>转载声明：本文转载自「保险生活杂志」，权利归原作者，搜索「inslife2013」即可关注，[<a target="_blank" href="https://mp.weixin.qq.com/s/63IR1i7RA-UcG_uRBvKOtw">阅读原文</a>]。</p></div><p></p>
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