The source of the article is the official account: Fan Erge, follow the official account to obtain the whole process of auto insurance)


Renewal, agent : Excuse me, is it XX? (Be sure to confirm whether it is a real customer)


Customer : Yes.


Agent : Hello, this is PICC\Ping An\Pacific Auto Insurance. My surname is Li. Last year your auto insurance was renewed with our company. Now it’s the renewal period. The company has auto insurance that can provide maintenance and cash back activities. The price is very favorable, here is a quote for you, for your reference and comparison. (Don't ask the customer if it's okay, the customer will default to the process quotation if there is no question and pause for 3 seconds)


Agent : Is your insurance this year the same as last year or do you want to change anything?


Client : the same


Seat seat : According to your insurance type last year, car damage, the three insurances are 2.5 million, seat insurance, the price of commercial insurance is 4000 yuan, compulsory traffic insurance is 760 yuan, vehicle and ship tax is 360 yuan, a total of two policies and one tax is 5120 yuan. In addition, our company can also send you a maintenance now, including engine oil, oil grid, and working hours. You can do a maintenance for free. Your maintenance costs about 1,000 yuan, so it is equivalent to giving you a discount of 1,000 yuan. In addition, we also I can give you a cash rebate of 1,000 yuan, which is equivalent to a total discount of 2,000 yuan. You think this price should be much cheaper than last year, right?


Customer : It is more favorable than last year.


Agent : And this year, our company not only provides a preferential price, but also opens a special service for you, because when you buy insurance, you care about the price, and you also care about the service.



Claims: In the future, if your car has some minor bumps and bumps, as long as the bicycle damage case does not exceed 10,000 yuan, you only need to take a photo with your mobile phone and send it to our company, and then provide your ID card , driving license, bank account, we will transfer the compensation within 24 hours on the same day. We always pay the money first and then repair the car. The speed of claim settlement is very fast.


Rescue: If you are on a business trip or running a long distance in the future, if the car runs out of power, we can take electricity, and if there is no water, we can deliver water. If the car has a flat tire, we can replace the spare tire, spark plugs or some lines, as long as If it can be repaired on site within 30 minutes, we can help you repair it for free. After repairing, you don’t need to spend any money. If the breakdown is serious, we can provide you with a 100-kilometer free tow truck, which is more convenient. You see, if there is no problem, I will handle the insurance for you this year.


Opening remarks: Busy, meeting, driving objection handling:


It doesn't matter here, I just quote you a price, and now there is a cashback activity, so you won't lose money if you shop around!


Objection handling of text messages:


You can send text messages without worry, but text messages can only be sent at the original price, and there is no detailed discount information. Let me tell you now, so you can listen clearly. (Pause for 3 seconds, the customer will go through the process without refusing) Is your insurance the same as last year's insurance or is there anything that needs to be changed?


Design of the most powerful speaking skills for auto insurance telemarketing


1. Cheaper


We have given you the best discount, and we also bring you high-quality after-sales service.


premium too expensive


Although our insurance premium is not the lowest in the industry, you buy insurance for one day and enjoy the service for one year, and the average price per day is not more than 1 yuan. People with status and status like you don’t care about this little money. What you are buying is guarantee and service, isn’t it? .


2. Poor service from the company


Did you experience it yourself, or did you hear it from your friends? (Because our XX is in the reform period, it is inevitable that there will be insufficient services. This year is the service year of our brand. I believe that this year's service will definitely satisfy you.) You can enjoy the green channel and give you the most convenient and fastest service directly)


3. Question authenticity


You can call our XXXXX to confirm


4. Trust the salesman


You also know that the turnover rate of employees in the insurance industry is relatively high. Here we are the telemarketing department directly under the head office. If you have any questions, you can directly complain to me.


5. Believe in friends, friends in other companies


Of course you can trust your friends, (what exactly do your friends do,) and your friends will give you certain discounts, but you also know that it is best not to involve money between friends. If there is any problem in the later claim settlement service, it will affect the relationship between you. This is not what you want to see, is it?


6. I don’t want any services, can you make my premium cheaper?


For example, it’s like when you buy milk in the supermarket and give you another bag by the way, can you say, I don’t want it, can you give me my money back?


Language picture (describe a scene, move the customer, make the customer feel the need)


7. I have already insured with other companies


I'm just quoting you a discounted price here, which doesn't affect you much. Can I borrow a little of your time? (The customer said it was guaranteed, but not necessarily guaranteed)


8. Your company is not famous at all


Our company does not invest too much in brand advertising, because our company directly transfers these costs to our customers, relying on customers to pass on customers, or introduce registered capital, shareholders, 37 branches, and strong backing protection


Speaking process


1. Self-introduction (Hi, this is XX Insurance Telephone Sales Center, are you...Mr. / Ms.) Your insurance will expire next month. Confirm the owner of the car and the relationship with the owner.


2. Look, let me quote you a price (introduce the type of insurance, according to the model, according to the customer's past insurance habits, ask the customer and interact well, and try to introduce commonly used insurance types)


3. Sales process. A. Customers say they need to consider, do you consider service or price (always give customers a choice) cost performance (we will provide you).


4. Make an appointment (tomorrow or the day after tomorrow, morning or afternoon) specific time


Generally follow up with customers for no more than three days (every other day)


5. Facilitate directly, don't make customers wait, consider opportunities


You see, I will issue the order to you directly, and our courier will deliver the policy to you tomorrow or the day after tomorrow


How much is your ID card, I will give you a bill,


Are you cash or check,


Let me register your information


1. Ask the customer for relevant information, self-introduction, your car insurance has expired, you see I will quote you a price for your reference, (the customer accepts the quotation)


2. Introduce the type of insurance (if the insurance is renewed, the type of insurance insured last year, car damage + three + traffic accident + excluding deductible, the price will be introduced first, and then the insurance type will be introduced by item)


3. Contact process, objection handling. The initiative is in your own hands, and an objection will be resolved immediately) When it is time to be strong, learn to be strong


Find the customer's purchase signal and immediately promote it


4. Check relevant information and address


Points to note in the sales process


1. Judging customer personality based on car model


2. The more you talk, the more mistakes you make


3. Learn to simplify complicated things,


4. Language packaging (don't speak a lot), (in general)


5. Calculate the cost of time and learn to abandon customers


6. Pay attention to the details. (Don’t use too many modal particles, proficiency, respectful titles..


7. The sales process, in the process of communicating with customers, should be full of passion, enthusiasm and appeal


8. What impresses customers, why should they buy, reputation and commitment


9. Don't let customers feel that we are selling things, introduce services, and avoid sensitive topics for customers (expensive premiums, high prices)


10. Learn to tell if a customer is a real prospect


11. Learn to give examples and vividly express what needs to be expressed (customers are not in a hurry to buy, it can be said that there was such a situation with a customer here before...)


12. Be careful not to be cold in the process of communicating with customers.


13. Persistence



Article source public account: Fan Erge


The customers you encounter are different, so you should treat them differently and be flexible


Your premiums are too expensive


Every penny more means more protection. Maybe you buy it at the same price from other companies, but the service you buy from our company is different. You can enjoy it in our company (trailer, fuel delivery, free Change tires,) Or, you might actually get cheaper if you insure through other means. But it's hard to say whether the related services are guaranteed, don't you think? , less compensation during claims settlement, or delay in getting out of danger, this is not what you want to see, and these are guaranteed by our company. We have ** branches across the country. It is guaranteed at any time that after you have an accident across the country, investigators will arrive at the scene in time, and there will be no waiting in line. Not every insurance company can provide such high-quality services. You don't want to save


What are you thinking about? if there is no problem...


So you already have the selected company and the selected insurance plan? I think you don't mind if I recommend another company with better service and more favorable premiums. Let me quote you a price. You can refer to it, there is no loss for you, isn't it, maybe you can find an insurance company that suits your car because of this, and just lend you a few minutes!


I know that maybe the company you selected is more famous than ours. But you also know that many large companies operate on maintaining existing customers. You can see that our company is the same, try to give regular customers the most favorable and convenient services. Generally speaking, the premiums for new customers in the first year are relatively expensive.


Your XX service. claims are slow


I'm really sorry for the inconvenience caused to you. I believe this situation will not appear in our company this year. Because we directly open membership for you and give you a green channel. As long as you have any questions, you can call me directly, and I will serve you at any time


friends in other companies


Your friend is also in the insurance industry, right? So you must be familiar with this aspect, right? You see, I will give you a quotation directly, so that you can compare it with your friend's company. If you think you have any doubts about other aspects, you can find me at any time!


I bought the same one at your local branch, right?


Of course, you don't need to bother you if you buy from me, where do you live now? (Our branch is in... . It is still a little far away from you, and you can see that you are quite busy. At the same time, we are the marketing department directly under the head office. We will send orders to you directly, which is also a return to old customers. At the same time I will also provide you...) Look at this, we will check the relevant information with you here.


✆ There are two situations in my experience, one is that you have not made a decision on which company to choose, and the other is that you have actually made a decision. As much as I want to help you, I don't want to take your time, so can you tell me which situation you are in?


✆ I know you need to compare and compare, and you should. what do you compare


✆ I know you need to think again. You must have your own ideas for thinking this way, can you talk about the reason?


Recommended insurance


car damage. Protect your own car, (I have good driving skills) You can guarantee that your own skills are good, but others may not. At that time, you will still bear part of the responsibility


The three (you don’t need it if you have already bought the compulsory traffic insurance) The three are as a supplement to the compulsory traffic insurance. Like ordinary insurance, you buy the three in full amount. After all, your car breaks down and you don’t need to drive it. But other people's losses still have to be compensated. There was a traffic accident in Shenzhen, which cost at least 1 million yuan, and the higher the grade, the greater the gap in premiums.


People in the car, you often have friends and family in your car, right? You must cherish them very much. The people in the car are the ones who protect your car. If something happens, you don’t have to worry so much when it’s covered by the insurance, right?


(When the customer keeps refusing) I know you still have to think about it now. After all, it takes one day to buy insurance, but one year to enjoy the service. Do you believe what I tell you or worry about our company. I'm sorry if my explanation doesn't satisfy you. Can you take a moment, can you correct me? I will thank you very much.


I bought it from you before, and it was in danger. The surveyor was very slow to arrive at the scene, the claim was also very slow, and the service attitude was not good.


I am really sorry for the inconvenience caused to you, I will keep in touch with you at any time, if you have any questions, you can also come to me at any time