人寿保险公司培训课件：保险产品与行销理念.ppt

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1、保险产品与行销理念\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/mruszczy:NEEDLOGOS!!产品行销理念支公司银行保险部\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChi

2、naChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/大纲：一）、销售心理篇二）、客户拒绝篇\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/产品行销理念之（一）销售心理篇\shkg1420

3、1ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/人生无处不推销每个人都扮演着消费者与推销者的双重角色。每个人都是推销员。\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepres

4、entationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/推销客户需要的　　　与提供客户想要的\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/购买心理分析客户购买的两大理由问题的解决愉快的感觉\shkg14201ibds

5、hare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/注意兴趣了解欲望比较行动满足心理变化时间注意兴趣了解欲望比较行动满足购买心理\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresenta

6、tionRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/推销流程准备售后服务异议处理商品说明初次面谈接洽约访促成面谈准客户开拓\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/关系对应图注意兴趣了解(欲望)比较行动满足准备、约访接洽初次

7、面谈商品说明异议处理促成面谈售后服务准客户开拓\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIGClientsChinaChinaLifepresentationRFPJan2002ReorganizationExamples.ppt-Jan092003-12:26/销售推销的两大原则所有的推销都在客户的同意下进行掌握推销的主控权\shkg14201ibdshare$StructureClientsFinancialInstitutionsAsiaFIG

8、Clie