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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