客户需求分析及销售话术—保险公司银行保险部新人培训课程早会分享模板课件演示幻灯片.ppt
《客户需求分析及销售话术—保险公司银行保险部新人培训课程早会分享模板课件演示幻灯片.ppt》由会员分享,可在线阅读,更多相关《客户需求分析及销售话术—保险公司银行保险部新人培训课程早会分享模板课件演示幻灯片.ppt(79页珍藏版)》请在三一办公上搜索。
1、- 0 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /0,客户需求分析,提供客户需要的销售客户想要的 -知己知彼 百战百胜,- 1 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina Lifepresen
2、tationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /1,内容提要研究客户需求的意义客户需求分析客户需求的类型及销售话术 投资理财需求及相关话术 健康保障需求及相关话术 养老医疗需求及相关话术 子女教育需求及相关话术,- 2 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan
3、 09 2003 - 12:26 /2,研究客户需求的意义,1、投其所好,予其所需2、知已知彼,百战百胜,- 3 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /3,客户的需求,因人而异因时而异因事而异因地而异,- 4 -,shkg14201ibdshare$StructureClientsFinancial Insti
4、tutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /4,客户需求分析,一、人群特征二、销售阶段,- 5 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26
5、/5,按人群特征分析,a、性别b、生命周期c、经济收入d、教育程度,- 6 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /6,性别,男人-理性营销女人-感性营销,- 7 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsCh
6、inaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /7,生命周期,1、单身贵族的需求2、二人世界的需求3、三口之家的需求4、成熟家庭的需求5、退休生活的需求,- 8 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 -
7、 12:26 /8,抽样调查,- 9 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /9,单身贵族的需求,创业阶段勇于进取积极开拓,- 10 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina Lifepr
8、esentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /10,二人世界的需求,创业奋斗阶段家庭创收阶段未来规划阶段,- 11 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /11,青年人需求,投资性,稳健性,资金运用特点:富于冒险,
9、积极投资增值青年人理财观念:存、省、投,- 12 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /12,三口之家的需求,由责任意识决定自身健康保障子女教育费用投资-快速完成资金的积累,- 13 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia F
10、IGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /13,成熟家庭的需求,有积累,支出多稳健至上无后顾之忧。,- 14 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /14,中
11、年人需求,投资性,稳健性,资金运用特点:资金运用稳健与投资相结合,- 15 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /15,退休生活的需求,老有所养老有所依老有所乐,- 16 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClie
12、ntsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /16,老年人的需求,投资性,稳健性,资金运用特点:绝大部分求稳,投资欲望低,- 17 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /1
13、7,各 取 所 需合 理 建 议,- 18 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /18,经济收入,1、高收入群体2、中等收入群体3、低收入人群,- 19 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaC
14、hina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /19,高收入者,维持高质量生活要求全面保障,- 20 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /20,中等收入者,未雨绸缪有计划资金运用,- 21
15、-,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /21,低收入者,严防事故避免雪上加霜,- 22 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002R
16、eorganization Examples.ppt - Jan 09 2003 - 12:26 /22,教育程度,高等教育程度需求普通教育程度需求,- 23 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /23,高等教育程度,思想观念超前关注自身价值追求生活品质,- 24 -,shkg14201ibdshare$Str
17、uctureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /24,普通教育程度,稳健投资/储蓄更关注子女教育考虑自身,- 25 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization
18、 Examples.ppt - Jan 09 2003 - 12:26 /25,因 人 而 异量 体 裁 衣,- 26 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /26,按销售阶段分析,1、接触阶段2、需求分析阶段3、产品说明阶段4、促成阶段5、拒绝处理阶段,服务,- 27 -,shkg14201ibdshare$S
19、tructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /27,接触阶段,一个人产生消费行为是一个复杂的循序渐进的过程,在接触宣传阶段,客户的心理较迷糊,需要积极引导。,- 28 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina Lifepresentat
20、ionRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /28,需求分析阶段,拉近距离取得认同了解需求,戒备怀疑心理,- 29 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /29,产品说明阶段,突出:产品优势、核心卖点专业知识、深厚内涵诚信服务、
21、合理规划,想了解,算算账,- 30 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /30,促成阶段,考技巧,论实际比实力,比服务,比较、犹豫、思考或者认同,- 31 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChina
22、China LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /31,拒绝处理阶段,控制情绪宽容心态理解客户解答问题,不满、不理解、不认同、没想好、怀疑心理,- 32 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /
23、32,从众心理比较心理猜疑心理,从客户心理掌握客户需求,- 33 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /33,客户需求的类型,投资理财健康保障养老医疗子女教育,- 34 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClien
24、tsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /34,投资理财需求,投资理财时代的来临让银行保险理性地走进了百姓生活,成为现代家庭理财的重要方式和必不可少的组成部分。,- 35 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - J
25、an 09 2003 - 12:26 /35,理财的五个误区,1.理财就是赚钱2.有钱只管存银行3.节俭生财4.鄙视专业5.没空理财,- 36 -,shkg14201ibdshare$StructureClientsFinancial InstitutionsAsia FIGClientsChinaChina LifepresentationRFP Jan 2002Reorganization Examples.ppt - Jan 09 2003 - 12:26 /36,通胀财富的无形杀手,注:假设年通货膨胀率为5%,今天的100万,10年后变61.39万,30年后变23.14万,20年后变3
- 配套讲稿:
如PPT文件的首页显示word图标,表示该PPT已包含配套word讲稿。双击word图标可打开word文档。
- 特殊限制:
部分文档作品中含有的国旗、国徽等图片,仅作为作品整体效果示例展示,禁止商用。设计者仅对作品中独创性部分享有著作权。
- 关 键 词:
- 客户 需求 分析 销售 保险公司 银行 保险 新人 培训 课程 分享 模板 课件 演示 幻灯片
链接地址:https://www.31ppt.com/p-1331713.html