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ppt模板课件演示文档幻灯片资料

《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ppt模板课件演示文档幻灯片资料》由会员上传分享，免费在线阅读，更多相关内容在教育资源-天天文库。

1、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\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/00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\sh

2、kg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/11研究客户需求的意义1、投其所好，予其所需2、知已知彼，百战百胜\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChina

3、ChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/22客户的需求因人而异因时而异因事而异因地而异\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/33客户需求分析一、人

4、群特征二、销售阶段\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/44按人群特征分析a、性别b、生命周期c、经济收入d、教育程度\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGCl

5、ientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/55性别男人---理性营销女人---感性营销\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/6

6、6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\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/77抽样调查\shkg14201ibdshare$StructureClientsFinancialInstitu

7、tionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/88单身贵族的需求创业阶段勇于进取积极开拓\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Ja

8、n092003-12:26/99二人世界的需求创业奋斗阶段家庭创收阶段未来规划阶段\shkg14201ibdshare$StructureClientsFinancia