Summary of experience in doing insurance Part I
I heard my friend repeatedly mention _ _ _ insurance a long time ago. At that time, I was vaguely worried about whether I was capable of being a business agent. So I found countless reasons to prevaricate. Am I destined to go forward bravely? With the enthusiasm and unremitting efforts of my friends, I came to the 12 training course for newcomers held by China _ _ _ _ branch for 20 years.
"Good evening, excellent new partners", a special greeting brought me into the orientation meeting. What a novel corporate culture, even applause has special requirements. In the cry of unity, the three-day training course for newcomers kicked off.
When people don't work hard enough and don't have enough experience, they always like to create some reasons that are not reasons to excuse themselves in order to step down. I always thought I had no time and no ability. It is always believed that success depends on some kind of genius and some kind of magic, but we can see that the factors of success are actually in our own hands. How high a person can fly is not determined by other factors, but is restricted by his own beliefs. The difference between success and failure is that the winner always dominates and controls his life with the most positive thinking and optimistic spirit, while the loser is just the opposite. Therefore, as long as a compliment, a smile and a sincere sharing heart can bring and share a wonderful feeling of success to others. Grateful to repay customers. Maybe just a little kindness and virtue, but they are all particles of success.
Every successful person has extraordinary legends, and these extraordinary legends are the result of continuous efforts. Give yourself a hope and set a goal, because they are the driving force to push people forward. As long as there is hope and goal, life will not be exhausted and life will be energetic.
I have learned a lot these days. When we first became salesmen, the first problem we faced was that sales promotion was blocked and we felt very depressed. What should we do? We should learn indomitable spirit, have a good attitude, constantly learn skills, discover and create opportunities, communicate with people and establish integrity. To say the least, even if the customer refuses, we have one more friend from the interaction. The road to having friends will get better and better. Without their help in insurance, you may have benefited a lot in other aspects. Of course, this requires us to be honest and win people's trust. Because trust is a feeling of life and a bond between people.
Both life and career are needed. It is like a sword, which penetrates the silence blocked by ice and lets us show the light of life. Everyone will be touched by the sounds of nature, such as frogs on summer nights, birds in the early morning of spring, and even symphonies of stormy days and waves. However, isn't it because people feel it with their hearts that it becomes Merlot? Let's summon up courage and pursue tomorrow's harvest with sincere commitment and sincere return.
The second summary of experience in insurance.
With an empty cup in mind, on April 16, 20__ _ _ _, I was lucky enough to attend the two-day pre-job training for newcomers in _ _ _ _ _ Insurance Co., Ltd., and I had a lot of feelings after reviewing the dribs and drabs I experienced in the training process.
I will talk about my personal experience from the following four points.
First, the course is tense and orderly, and the atmosphere is serious and lively.
The first morning training is _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ From his story, I have a profound understanding of the company's history: _ _ is currently in a high-speed development stage, and is the leader of the third corps of the insurance industry ... He also talked about himself, how to become a leader in the life-and-death bancassurance system from an unknown insurance salesperson in just over ten years. He inspires every student here with his growing experience. His sincerity, frankness, wisdom and persistence touched everyone at the scene.
Enthusiastic and colorful classes are still lingering in my mind. In the blink of an eye, the training in the afternoon arrived again. _ _ always made an in-depth analysis and explanation on the present situation and development trend of the insurance industry. From his explanation, we realized the development orientation, future trend and basic concept of insurance sales of the insurance industry.
As the saying goes: the subtlety depends on the style, and one in a million Excellence determines success or failure. Success is a bit by bit process. Therefore, good dribs and drabs cultivation is crucial to success. This is also what I realized when I talked about _ _ _ corporate culture on the second day of training. A person's glory is by no means accidental, nor is it an overnight event, but after years of hard work and ups and downs of life. Always pay more than others, always work harder than others, always learn more than others, and always get closer to success.
Second, attitude determines everything, and thoughts generate power.
Doing insurance is doing business, I come for success, I come for ideals. I took it as my motto from the beginning of the training course and kept it in my heart, taking the correct attitude as the beginning of success and harvest. Milu once said: "Attitude decides everything!" Only by recognizing the necessity and importance of learning from the heart can actions become spontaneous and conscious and produce good and positive results.
On the first day of the training class, I seriously thought about such a question: how to learn in the training class, what do you want to learn, and what expectations do you have for yourself after learning? Now I have found the answer I want. I think, first of all, we should have clear goals, build confidence, integrate theory with practice, and strictly observe discipline. Start with little things and make steady progress towards big goals. A company invited some busy executives to teach new people. How many times can there be such an opportunity in life? Is there any reason not to cherish and work hard? A positive attitude is the fundamental guarantee of progress, and a good attitude itself is a valuable asset.
Third, sticking to the goal can lead to success.
If people want to realize their self-worth, they must have goals and persevere. Mr. Luo said, "Everyone should plant healthy seeds in their own hearts, prevent negative mentality from taking root, and persevere in the face of setbacks and resistance, so that the goal can grow healthily." Bosses tell us with their own experiences how they constantly strive for self-improvement on their own entrepreneurial road, relying on the spirit of going through hardships, traveling all over Qian Shan, trying their best and saying a thousand words. Try to find out what you want before you know where your heaven is. Always keep the goal of life in mind and move towards it every day. Determine the target and act immediately. Don't always put off today until tomorrow. "Tomorrow and the day after tomorrow, how many tomorrow. Tomorrow will never come. If the world is tired tomorrow, it will go to Qiu Lai in spring. " Time is equal. There is no hierarchy, but its value in everyone's hands is different. Set clear goals, manage your time effectively, and keep your mind in a positive state.
Fourth, be yourself and create a successful future.
The training is drawing to a close, but the training of _ _ _ _ has brought me endless experience. I used to think that insurance was the most despised profession, but the training completely abandoned my prejudice against insurance. As long as we provide professional financial services and products that customers really need, we will be respected by people. Although the training lasted only two days, it made me enthusiastic about my career. I don't want to live one day at a time. Although I can't be Li Ka-shing, I am willing to be a young man with personality, ideas and pursuits! I hope to realize my dream on this platform.
The third summary of insurance experience
Through studying in _ _ life insurance company, I learned a lot, including all aspects. During this time, I made great progress and got a good exercise here. I'm glad I have such a good opportunity.
_ _ When I was in life, my post was a security post. Maybe some people still don't quite understand what this post is about. Mainly dealing with customers, everything is customer-centric. In this position, you can meet all kinds of people, some of whom are particularly amiable, while others are particularly difficult to deal with. During my working time, I also met some outrageous and unreasonable customers. Sometimes they spoke dirty words, which made me angry several times.
At the same time, the competition in the insurance industry is also quite fierce. Insurance business is quite difficult now, especially life insurance business. The current insurance industry is a young industry, which needs a large number of talents, especially a new generation of young people. Therefore, we should seize the immediate opportunity, seize the good opportunity to study hard, find our own sky in the insurance industry, and find our own foothold in this industry. A few years ago, if there were 10 people, ask them if they had insurance. Most people would say no, but it's different now. 10 people should have all kinds of insurance more or less. After all, times are different and people's ideas are different. There are more and more insurance companies now. Relatively speaking, insurance awareness has been further improved, but that is only part of people's thinking. During my working time, the clients I have observed basically regard insurance as an investment. He will compare the benefits of insurance with those of other financial industries, such as the latest interest rate adjustment of banks. Customers are very concerned about whether the insurance dividend will still be the original interest rate, and insurance will increase its dividend ratio accordingly. Most people's understanding of insurance only considers the income, but does not consider the protection during this period. Isn't insurance just a precaution? The most business I do is surrender. Every customer thinks that less money is returned when surrendering, but insurance is also a contract. If I surrender my insurance midway, it's a breach of contract and there must be losses.
Summary of experience in insurance Chapter IV
First, the internship time
Date, month, 20
Second, the internship unit profile
_ _ The shareholders of insurance companies are strong, involving a wide range of industries, and the ownership structure is reasonable, which conforms to the modern enterprise system. _ _ The insurance company has several specialized subsidiaries. _ _ Insurance companies adhere to the company vision of "building an insurance company with equal emphasis on quality and strength", take "common growth" as the mission, take "honesty, care" and "creating value" as the core values, adhere to the high unity of work passion and management rationality, innovation and implementation, teamwork and personal role, and carry forward the enterprise spirit of "overcoming self". With lofty moral standards, efficient and sound management and high-quality, high-level and highly professional staff, we will provide customers with high-quality and stable services, become a high-growth company, become the first choice of customers and become a company that outstanding talents yearn for.
Third, the internship environment.
In the company, it takes the form of group work, and each group has almost a dozen people and a team leader. Everyone has been assigned a task, and there is a hard target of how much to complete every month, and a 5% commission reward is given.
When our new employees are assigned to each group, the group leader will send us a telephone list of customers, which is collected by the staff in charge of telephone inquiry in the group online, and then the group leader will give us a speech, mainly about how to communicate with customers. The other party may continue to talk to us, or they may refuse directly, which is explained in this speech for our newcomers to refer to.
Fourth, the internship process
Every day our job is to visit and make phone calls one by one according to the telephone list given by the technical department. There are more than 100 calls every day on average. The main content of the telephone call is to introduce our insurance products, hoping that customers can participate, then register the information and sign the contract. Although life is not difficult, I have encountered many unexpected troubles in my practical work.
First of all, although the technical department sends us 300 calls every week, it's just a phone number and nothing else. Among these 300 people, some phones were disconnected, or the number was empty, or no one answered, accounting for 30%. Secondly, the other party answers the phone. Maybe they often answer this phone. Some people hang up directly after hearing the company introduction. This situation accounts for 60%. The remaining 10% is after listening to the product introduction. Those who are interested will continue to listen, and those who are not interested will hang up directly. At this time, we must find ways to chat with customers, such as giving them risk awareness, repeating the advantages of our products, or not talking about insurance, talking about other life content and so on. In order not to let them hang up.
Two days ago, because I was a newcomer, I was not familiar with conversation skills and speaking skills, and the hang-up rate was extremely high. For example, I use up 300 data a week in two days. One day 100 calls only took more than an hour. If I can't complete the call target on schedule, I will repeat the call after the data is over, and some calls have been repeated four times, which makes me embarrassed to call again. What's more, sometimes you make dozens of calls in a row, and the other party either doesn't have an empty number or refuses you directly. If you meet someone with a bad attitude, you may be scolded by the other party without saying a word. At that time, my mood will be very bad and my mood will be very low. All my colleagues have encountered such a situation.
First, they let us newcomers listen to the recordings of excellent salespeople, and then restore and imitate their words to communicate with customers. After two weeks, the hang-up rate is not so high, and I can basically talk to customers, and the communication time is more than 2 hours every day. Next Friday, I may never forget this time. Lucky arrival, I finally made a single order, and it was a big order of 8000 yuan. At that time, I was excited to enter customer information, and my hands were shaking. The contract was delivered by me and an old man in the group, and the customer signed and swiped the card successfully. With this form, this month's assessment target was successfully completed.
My team leader often tells me: "Call as many times as possible every day, so as to find potential willing customers and get benefits." At the same time, she also asked me to list the names of users who are interested in the products separately, and then call each other back every two days, which would be better. Because telemarketing is a bit like waiting for a rabbit, or in layman's terms, killing a mouse.
In addition to good eloquence and communication skills, our own luck is also very important, because it is possible that the other party urgently needs your products and services, but can't find them. At this time, if you make a phone call, the other party will be very excited to cooperate with you and sign a credit card for you. After repeated communication with those interested customers, he will probably be moved and finally decide to cooperate with you. Of course, telemarketing has great advantages for girls. Because girls may be better at communicating with people, because they are male bosses, and if the other party doesn't do it in time, they will talk to you patiently for a few minutes. Maybe in these few minutes, the opportunity will come. At the same time, the more phone calls we make, the more potential opportunities we have, because in society, with a product, there will definitely be people in need. Just tell him the news and let him decide whether to buy your product or service.
Facing the telemarketing insurance industry with rejection rate as high as 95%, the first month is very difficult. Sometimes the phone is really super depressing. After being rejected dozens of times in a row, I was scolded by my customers, and my mood fell to the lowest point, so I didn't want to continue. I even had the idea of giving up several times. The most important thing in telemarketing is mentality, so I turned the computer screen into a big smiling face. Every time I feel depressed, I look at that smiling face and my mood will be infected by it. Another point is to ignore the customer's refusal and regard it as fart, but now I can't reach this level. After being rejected by some customers, I still couldn't help cursing a few words, of course, not on the phone, but after hanging up the phone.
Verb (abbreviation of verb) summary and harvest of internship work
Telemarketing depends on one minute's opening remarks on how to seize customers and find favorable customers. Moreover, different opening remarks should be used for different customers, and the communication with customers is different every time. We can't communicate only according to the words in the manuscript. This requires different methods for different people, and a set of policies cannot be well marketed.
Men and women also have different methods. Generally, women are greedy and cheap, and men are frank. So as soon as they open their mouths, they will say, "Our company has preferential activities. Can I introduce it to you? " In this way, they will listen patiently, and men generally don't use this method. Therefore, we are required to accumulate experience and sum up words in every conversation in order to do better. Another most important factor is Mandarin and politeness, without which others will not respect you. Mandarin is not standard and others can't understand it. Especially for a telemarketer, standard Mandarin and sweet voice are very important! In my real telemarketing career, I have a deep understanding.
When we know that "the customer is God, the customer is our parents, and the customer is always right!" And so on customer concept, let us realize that we should take the initiative to care about customers, understand customers, communicate customers, and take the initiative to think for customers; When you learn to be honest, keep your promise, perform your duties and set an example! Work creed, recognizing the working principles and behavior styles that our telemarketing center should adhere to.
Of course, what I contact most are telephones and computers. Telephone is an increasingly common communication tool for modern businessmen. Therefore, it is very useful for telemarketers to understand the general requirements for making calls. The basic principle of making a phone call is to be brief and to the point, so as not to highlight the problem, but also to occupy other people's time, thus causing others to dislike being a telemarketer, so communication is a very important way of communication. In the endless prospect of business, how to communicate well and how to communicate from the heart must be left to yourself to ponder, and we should gradually experience and use experience in practice to improve work efficiency!
In addition, in practice, I am actually learning constantly. We should not only learn product knowledge, but also learn how to deal with people and people. During my internship in the company, I learned a lot of knowledge that I couldn't learn in school, and I constantly enriched myself. I am no longer a student. I get up at 8 o'clock every day and go to work like a real office worker. Looking back on my two and a half months' work experience, although there are tears and pains, the most is experience and gains. Abide by the company's regulations during the internship and learn from experienced colleagues with an open mind.
Two and a half months' internship has taught me a lot of things I didn't know before. I have gained many friends and learned a lot at the same time. My telemarketing ability and business knowledge have been greatly improved, but at the same time, I have seen some shortcomings: sometimes I can't keep smiling all the time, sometimes I speak too fast, sometimes my voice is too high, and sometimes I think too little about my customers. I will constantly correct my own shortcomings, correct my own shortcomings and fill in the gaps.
Internship is a necessary experience for every college graduate. It enables us to understand the society in practice, learn a lot of knowledge that we can't learn in class, broaden our horizons and lay a solid foundation for our further social development. Practice is an attempt to apply the theoretical knowledge we have learned to practice. Because any knowledge comes from practice and belongs to practice. So we should put it into practice to test learning. I will keep my promise in my future work; "Integrity-based, keep promises, do your duty and set an example!" I will take the work motto as an example! I believe this internship is a great starting point for my future life. I will sail along the harbor of the school to the ocean of society, rain or shine.
Summary of experience in insurance Chapter V
I heard friends repeatedly mention China Life a long time ago. At that time, I was vaguely worried about whether I was capable of being a business agent. So I found countless reasons to prevaricate. Am I destined to go forward bravely? With the enthusiasm and unremitting efforts of my friends, I came to the first 12 training course for newcomers held by China Life Insurance Company in Ningde, Fujian in 2004.
"Good evening, excellent new partners", a special greeting brought me into the orientation meeting. What a novel corporate culture, even applause has special requirements. In the cry of unity, the three-day training course for newcomers kicked off.
When people don't work hard enough and don't have enough experience, they always like to create some reasons that are not reasons to excuse themselves in order to step down. I always thought I had no time and no ability. It is always believed that success depends on some kind of genius and some kind of magic, but we can see that the factors of success are actually in our own hands. How high a person can fly is not determined by other factors, but is restricted by his own beliefs. The difference between success and failure is that the winner always dominates and controls his life with the most positive thinking and optimistic spirit, while the loser is just the opposite. Therefore, as long as a compliment, a smile and a sincere sharing heart can bring and share a wonderful feeling of success to others. Grateful to repay customers. Maybe just a little kindness and virtue, but they are all particles of success. Content comes from
Every successful person has extraordinary legends, and these extraordinary legends are the result of continuous efforts. Give yourself a hope and set a goal, because they are the driving force to push people forward. As long as there is hope and goal, life will not be exhausted and life will be energetic.
I have learned a lot these days. When we first became salesmen, the first problem we faced was that sales promotion was blocked and we felt very depressed. What should we do? We should learn indomitable spirit, have a good attitude, constantly learn skills, discover and create opportunities, communicate with people and establish integrity. To say the least, even if the customer refuses, we have another friend of the association. The road to having friends will get better and better. Without their help in insurance, you may have benefited a lot in other aspects. Of course, this requires us to be honest and win people's trust. Because trust is a feeling of life and a bond between people.
Life and career need _, it is like a sword, penetrating the silence blocked by ice, let us show the light of life. Everyone will be touched by the sounds of nature, such as frogs on summer nights, birds in the early morning of spring, and even symphonies of stormy days and waves. However, isn't it because people feel it with their hearts that it becomes Merlot? Let's summon up courage and pursue tomorrow's harvest with sincere commitment and sincere return.
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