I. Management by objectives
What's the goal? The goal is the end of the field, the highest point of high jump and the direction of life.
Insurance telemarketing is cruel, boring, depressing and difficult work. If there is no clear goal as the driving force, let alone what height to reach, even simple retention is a problem. Insurance companies are the leaders in this industry. There are about 50 ~ 70 people in each batch of new training courses, and after two months, there are 10 ~ 20 people left. The root cause is that employees don't know what the significance of such efforts is. Murphy's law mentions that "having a goal may not be successful, and it will not be successful without a goal", which shows that the determination and persistence of the goal is the foundation of the cause. What are the goals of the new couple?
Have long-term goals and short-term goals.
Long-term goal! The establishment of long-term goals should be remembered that there must be temptations, precedents, processes and methods! This is very simple. There is a jargon in insurance telemarketing that "leftover" is king. Our workplace must have excellent employees with 2 ~ 5 years experience, who may be supervisors or performance benchmarks. This excellent employee should be older than the newcomer, have a better external image, have a higher income and be as outgoing as possible. Then it is necessary to set the newcomer's goal as "surpassing him within two years". Ok, now that we know what the goal is, the next step is how to make the new people agree. It takes time, and it's hard to change one's mind. Don't think that a simple prp can solve it. We should use daily infiltration, such as publicly praising the salary of outstanding employees when chatting, publicly praising the importance of the honor won by outstanding employees, and publicly praising the goods bought by outstanding employees with their salary. In short, we should constantly put a halo on the heads of excellent employees. When the newcomers are obviously envious, our supervisor should also help them set long-term goals. The core sentence is "If he can do it, so can you"
Short-term goals! The principle to be followed is "one jump is enough", which depends on the actual combat experience of the supervisor. A qualified supervisor should clearly know how newcomers can bill quickly. For example, the goal of the first week can be set as "three customers who can communicate for more than 25 minutes every day, no matter what they talk about". The goal of the second week can be "to have a complete customer insurance information every day, and it doesn't matter whether you buy it or not." The third week can be defined as "2 complete customer data every day". The fourth week can be defined as "3 complete customer data per day". In fact, our supervisor knows that it is basically biased to have three customers with complete customer information every day. Newcomers can basically bill in the first month. Everyone knows that "billing can cure all diseases", and the hard work of billing for a whole month will be covered up by excitement. Then the goal is to step by step, 2 orders next month, xx performance next month ... slowly discover that the new person has grown up. Your retention rate has also been solved by the way ...
Second, the product selling point
The selling point of the product should be the first step of newcomer counseling. Why? 10 years ago, few people took the initiative to buy insurance, and everyone thought that insurance was deceptive. But today, after 10 years, almost everyone has insurance, mainly choosing what kind of insurance to buy. Therefore, the first step of newcomer counseling is product selling point. The selling point of the product has two advantages.
1, so that newcomers can recognize the products they sell, and they can only sell them after approval. Do you agree?
2, the customer's bill largely depends on the advantages of the product, the benefits of the product! But there is also a saying that "when it comes to value, the price doesn't matter." Some executives believe that customers pay because of demand, usefulness and need. Is it true that customers won't pay if they don't need the best things? Yes, that's right! But don't ignore that we are facing newcomers now, and the short-term goals of newcomers should be easy to achieve. Therefore, it is undeniable that the impulse consumption of customers in the process of telemarketing accounts for a good proportion in our performance. Remember that eyebrows and beards can't be caught at once. So the first step is to let the newcomers know the selling points of the products, make a few orders based on their passion, and then talk about the insurance needs, such as high-risk demand analysis, age group demand analysis, financial management demand analysis and pension demand analysis! These are all after the selling point is clear, which promotes the transaction of high-value policies. "Occam's Razor Law: Grasp the key and simplify the complex!" Therefore, the new white selling point must be clear.
3. The instillation of selling points is more refined first. Normal insurance products have 20 to 30 selling points. Newcomers can't grasp it well, so we can sum up five common items, such as: premium refund, wide range of claims, high speed, low rate, national universal insurance, universal payment, and the rest can be gradual!
Third, the sales process.
The sales process is the core of the transaction! The sales process of any commodity must be mastered by the salesman, which is "sales orientation". For example, when we buy clothes in a clothing store, the general sales process of a salesperson is: show, try on, quote and clinch a deal. Judge the approximate model you like when you show it, praise the fit when you try it on, insert a discount when you quote, and finally ask whether to wrap it for you to take away or wear it. The process of telemarketing insurance is roughly "prologue, product introduction, health underwriting, insurance information, transaction confirmation and payment", so how to familiarize the newcomer Xiaobai! Roughly two steps
1, listen! Listen to what? Listen to a recording of a transaction. The selection of this recording revolves around several points. First of all, there should be fewer customer problems, second, the transaction amount should be large, and finally the sales process should be complete! There are two functions: the first one can tell newcomers that the transaction is simple, and the second one proves that the sales process we teach is feasible! Remember: listen every day, every day, every day. It must be morning!
2, copy! I remember that when 20 12 first entered the business, I copied tapes and words every day after work. A good memory is not as good as a bad writing, and what you copy can be remembered in your heart!
Summary: There are many detailed problems in the process of training new people, such as: customers' opposition affects employees' mentality, negative energy is transmitted by employees around them, and employees of the same age are anxious to pay bills ... many, which requires the keen insight of the supervisor. Find problems and solve them. There are many things to run a good team. According to Occam's razor law, simplicity is great wisdom.
Team management can focus on five points: "performance, human development, billing rate, quality, cadre training" and other trivial matters can be retired.
Similarly, employee turnover is also a major problem in insurance telemarketing, and the next issue will share employee retention. ...
Hope:
All my colleagues, great achievements!