Bí quyết tư vấn bảo hiểm nhân thọ thành công

Để tư vấn bảo hiểm nhân thọ thành công không phải là điều đơn giản và ai cũng làm được. Những người thường xuyên đi tư vấn bảo hiểm sẽ hiểu rất rõ về điều này. Vậy làm sao để có thể thuyết phục mọi người tham gia mua bảo hiểm một cách khéo léo, hiệu quả. Mời bạn tham khảo một vài bí quyết dưới đây.

Thế nào là tư vấn bảo hiểm nhân thọ thành công?

Không phải cứ thuyết phục được nhiều người tham gia mua bảo hiểm nhân thọ thì được gọi là tư vấn bảo hiểm nhân thọ thành công. Vì thực tế có những người tư vấn vì quá ham lợi nhuận từ hợp đồng kí được nên đã có nhiều hành vi làm ăn chớp nhoáng chỉ nghĩ đến lợi ích bản thân mà quên đi lợi ích của người sử dụng. Chính vì vậy mới dẫn đến nhiều trường hợp kiện cáo của người dân với các công ty bảo hiểm, mà thực tế thì chỉ là con sâu làm giàu nồi canh.

Tư vấn bảo hiểm nhân thọ thành công không chỉ thể hiện ở số lượng người tham gia bảo hiểm mà mình thuyết phục được, mà nó còn thể hiện ở thái độ và sự thay đổi suy nghĩ về bảo hiểm nhân thọ của người tham gia bảo hiểm. Một người tư vấn bảo hiểm thành công là người đó biết làm cho người ta hiểu và tự nguyện tham gia chứ không phải cố gắng lôi kéo mọi người tham gia như một kẻ tư vấn lừa lọc.

Nghệ thuật tư vấn bảo hiểm nhân thọ

Muốn tư vấn bảo hiểm tốt thì cần phải xác định rõ người cần được bảo hiểm chính

Để trở thành người tư vấn bảo hiểm nhân thọ thành công thì trước hết trong tay bạn cần phải sở hữu cẩm nang nghệ thuật tư vấn. Nó không phải quá khó vượt ngoài khả năng của bạn mà điều quan trọng là bạn phải làm công việc tư vấn xuất phát từ cái tâm. Phải có tâm thì mới tạo được niềm tin kêu gọi mọi người tham gia.

Trước hết bạn cần nắm bắt tâm lý và mức độ nhu cầu của người mà bạn tư vấn. Nếu là một người đang cần có nhu cầu về bảo hiểm thì bạn chỉ cần giải thích thật kĩ lưỡng và rõ ràng một cách dễ hiểu nhất về các lợi ích của bảo hiểm nhân thọ mang lại, đồng thời bạn cũng cần phải cho khách hàng hiểu được những trường hợp không thể tham gia bảo hiểm để tránh những hậu quả về sau.

Sau đó bạn cần tư vấn thật kĩ về các gói bảo hiểm phù hợp với thực trạng kinh tế của khách hàng. Đây là điều rất quan trọng. Vì nhiều người tư vấn thường không quan tâm đến kinh tế của khách hàng mà chỉ muốn kí được hợp đồng càng to thì mình càng được lợi nhiều. Do vậy nếu kinh tế khách hàng không đủ khả năng để chi trả bảo hiểm hàng tháng thì sẽ rất khó để họ tham gia bảo hiểm nhân thọ. Vì vậy lúc này việc tư vấn đúng và kĩ lưỡng về các gói bảo hiểm phù hợp với tình hình tài chính của khách hàng sẽ là công cụ quan trọng giúp bạn tư vấn bảo hiểm nhân thọ thành công. Nếu bạn chỉ mong có được một hợp đồng lớn để kiếm nhiều tiền thì chắc chắn bạn sẽ không thể tồn tại lâu dài được với nghề tư vấn bảo hiểm. Đấy chính là cái tâm nghề nghiệp.

Cách xử lý từ chối của khách hàng

Chắc chắn việc khách hàng từ chối mua bảo hiểm là điều xảy ra thường xuyên và người tư vấn sẽ phải đối mặt với vấn đề này rất nhiều. Để xử lý một cách khôn khéo vấn đề này và góp phần vào việc tư vấn bảo hiểm nhân thọ thành công thì bạn cần lưu ý những điểm sau:

Trước hết bạn cần đồng cảm với khách hàng: Tỏ ra thấu hiểu và đồng cảm sẽ là phương pháp tuyệt vời, nó giúp bạn nói lên mình là một người khéo léo và đi tư vấn để muốn tốt cho họ chứ không phải để lừa họ.

Sau đó cần khai thác lý do vì sao mà khách hàng không tham gia, cần khéo léo khai thác chứ không phải như tra hỏi. Rồi giải đáp rõ cho khách hàng hiểu những lý do đó. Nên lưu ý là cuộc tư vấn như một cuộc trò chuyện giữa hai người thân thiết, không được mang cái lợi ích của bản thân đè lên trên lợi ích người khác. Như vậy mới là người tư vấn bảo hiểm nhân thọ thành công.

Trên đây là những bí quyết vàng để tư vấn bảo hiểm nhân thọ thành công mà chúng tôi chia sẻ đến bạn. Chúc bạn thành công và luôn là người đồng hành để đem lại lợi ích cho khách hàng.

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