Gradual discount " method 

 

 


 

 

 The objective is to make the customer understand that the more contracts he takes with us, the more he will benefit from commercial discounts ...

   This method is to be " coupled " with the " rebound " method of course   

 

Sponsorship method

 

 Conquer new clients through portfolio clients. You are recommended by a client to someone else they know.

 It will therefore be necessary to reserve privileged conditions for this “ brought in ” customer and a “ reward ” for the “ matchmaker ”    customer     

 

"As seen with the boss " method 

 

 The objective of this method is to obtain the agreement of the client or the prospect on an insurance proposal by valuing it ...

 In the presence of the client, you must go see the Agent or a manager in order to obtain preferential conditions ...

 

" Contest " method 

 

 The objective is to get customers with whom the relationship is excellent and close.

 You have to make the client believe that you are in competition for your production and that it would be very nice of him to sign a contract to help you win ...

 

 

 

 

 

 

 

 

 

The AUTOMOTIVE product

 

The insurance obligation

 

 Law of 1958

 Law of 1985

 

The guarantees of an AUTO insurance contract

 

 Civil Liability

 Vehicle damage guarantees

 Other guarantees

 What is not covered

 

Pricing criteria

 

 The vehicle

 The place of circulation and garage

 Vehicle use

 Guarantee and deductible formulas

 The driver

 

AUTO-specific sales methods

 

 

 Deductible for excellent drivers

 

If your client is an excellent driver (no claims), congratulate him for these qualities and encourage him to take out a contract with a deductible in order to lower his premium, especially if your price is not very " limited " compared to the competition ... 

Or if not, the price reduction on the AUTO contract can be used wisely to “ finance ” the subscription of an additional contract.    

 

 The move upmarket validated by the customer

 

This method consists of initially offering the customer the minimum guarantees (the mandatory : RC), then explaining each additional guarantee by asking him if he considers that this new guarantee is necessary for him ... The goal is to " have the customer validate ”each additional guarantee / option… By indicating to him the additional cost each time…  

It will then be easier to get him to accept the final proposal since in fact it is he who will have built it and validated it as the interview progresses.

 

 A respected AUTO insurance budget

 

This method consists of asking your client for the maximum budget they want / can allocate to their automobile insurance.

You then build your insurance proposal while respecting this limit set by the customer.

The advantage is that in the end, the client will not question the price since it is he who defined it beforehand .... All that remains is to negotiate the content of the proposal.  

 The automobile, a sensitive insurance

 

This method consists of identifying the relationship your customer has with his vehicle ...

If you feel that this vehicle is a valuable, important item for your customer, then it is wise to fuel this feeling through your sale.

For example, flattering your client about their choice, going to see the vehicle in front of the agency, etc.

Your customer will be happy to share this feeling with you and the sale will be easier.

It will be more difficult for your client to “ mock up ” on the quality of the guarantees to take out to protect the object of his pride….      

 

 

 

The HOUSING product

 

 

What goods can we insure ?

 

 Movable property

 Real estate

 Improvements and embellishments

 

What events can we insure ?

 

 Fire and related risks

 Storm, hail and snow weight (TGN)

 Water damage

 Electrical damage

 Glass breakage

 Flight

 

Pricing criteria

 

 The address of the house

 The surface to be insured, the number of rooms

 The value of buildings

 The use of buildings

 The materiality of the buildings

 The occupant's status

 Interior and exterior aggravating elements

 

 

 

 

 

 

 

 

 

 

 

HOUSING-specific sales methods

 

 

 A risk visit is almost a guaranteed sale

 

Indeed, if the opportunity arises and the organization of the agency allows it, it is very judicious to offer your client a visit to their property to be insured. This will be the proof of your professionalism and your availability.

In addition, for the client it is very reassuring, he will know that his property has been accurately assessed and therefore his insurance contract will be fully adapted to the reality of his risks.  

 

 Do not overstate the movable property to be insured

 

It is important to determine with the client the replacement value of his movable property, without omitting anything but without overestimating their overall value, this would unnecessarily weigh on the overall contribution while the compensation will never exceed the real value of the movable property damaged by the possible disaster.      

 

 

 

 

 

Role games

 

The different methods discussed must be tested :

 

General and common methods :

 

- The sale rebound (x4)        

1 prospect / AUTO request / REBOUND HOME

1 customer / AUTO rider downward / rebound SAVINGS

1 client / HOME studio son student / AUTO rebound son rebound SAVING son

1 prospect / HABITATON / AUTO rebound SAVINGS

 

- The Harpoon Pelota (x3)        

1 customer / harpoon phoning AUTO customer loyalty> 10 years / SPARGNE pelota (auto gain)

1 prospect / phoning in the hard harpoon home promotion 3 months free / AUTO ball

1 customer / harpoon zero car accident deductible 2 years / HOUSING ball

 

- The Insurance Report (x3)        

1 client / insured CAR Mr and Mrs but not HOME

1 client / insured ACCOMMODATION house 1 and house 2 but not AUTO Mr and Mrs

1 customer / insured CAR and HOME but not SAVINGS

 

- The Global Gain (x2)        

1 prospect / competition 2 AUTOS and HOME (450 euros / 325 euros / 252 euros)

1 client / competition quote 2 AUTOS and HOME / proposals to keep client

 

- The progressive discount (x1)        

1 prospect / approach AUTO then AUTO2 then HOME

 

- Sponsorship (x1)        

1 prospect / from a very good client of the agency / AUTO and HABITATION

 

- Seen with the boss (x1)        

1 customer / insured CAR and HOME / CAR 2 but see the price, discount with the boss

 

- The competition (x1)         

1 customer / AUTO / SAVINGS rider (competition, etc.)

 

 

AUTO methods :

 

- The deductible for excellent drivers (x1)        

- The move upmarket validated by the customer (x1)        

- A respected car insurance budget (x1)        

- The automobile, a sensitive insurance (x1)        

 

HOUSING methods :

 

- The risk visit        

- Do not overvalue movable property        

The HEALTH product

 

 

The different social regimes

 

How are the benefits calculated ?

 

Complementary health insurance

 

 

 

Sales methods specific to HEALTH

 

 Explain the general context of the withdrawal from basic social systems

 Identify the real needs of the customer (big risks / small risks)

 Explain the principle of additional reimbursement

 Sell ​​support services

 Sell ​​partner networks, a source of savings

 Express the contribution in monthly installments

 

 

 

The PREVOYANCE product

 

 

Reminder of the employee benefit plans, artisan traders and farmers

 

Reminder of the different guarantees possible in a supplementary provident contract

 

 

 

Sales methods specific to PREVOYANCE

 

 Identify the real needs of the customer ( diagnosis of the shortfall )

 Explain the principle of additional reimbursement

 Give concrete examples from everyday life and the risks involved

 

 

 

 

Role-playing games on the marketing of SANTE and PREVOYANCE products

 

 

 

 

 

 

 

 

 

 

 

The LIFE INSURANCE product

 

 

Reminder of the tax and legal framework for LIFE insurance

 

 

The different products sold

 

- Support in euros        

- Mixed media        

- Savings packs        

- Etc ...        

 

Marketing by approaching customer needs

 

- Need savings for a specific project        

- Build up a supplementary pension         

- Obtain additional revenue s        

- Protect loved ones        

 

 

Role-playing games on the marketing of LIFE INSURANCE products

 

 

 

 

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