康宁嘉保系列沟通话术（3）
<p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: center; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 19px; box-sizing: border-box !important;"><font face="微软雅黑">讲解环节</font></span></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">产品背景及具体沟通话术示例</font></span></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><font face="微软雅黑"><span style="max-width: 100%; color: rgb(2, 30, 170); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">客户</span></strong></span><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">：那你们这个升级具体是怎么升的，你和我讲一讲？</span></font></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; color: rgb(2, 30, 170); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">销售伙伴：</font></span></strong></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">好的。我们这次升级是专门针对您之前持有的康宁系列老保单的，这些健康险保单普遍都是几年甚至十几年前您就购买的，当时保的额度一般都是十几万，不是非常高，病种最多40种，一般有发生重疾时，只会赔付一次。</font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; color: rgb(2, 30, 170); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">销售伙伴：</font></span></strong></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><font face="微软雅黑"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">这次我们公司推出一款新设计的，专门配套老康宁系列保单升级的产品，叫做康宁嘉保。您可以将这个产品附加在原来的老康宁保单上，这样您的健康保障就可以做一个大幅的升级，您保障的病种会在原来的基础上再增加四十种，赔付次数会增加一次，总体的保额也至少可以增加一倍！关键是，康宁嘉保这款升级产品，</span><span style="max-width: 100%; font-size: 16px; color: rgb(255, 41, 65); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">它的性价比非常高，费率及其优惠，您每年只需增加约10%的费用，大概一个月几十块钱，病种、保额、赔付次数就可以翻番！</strong></span></font></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; color: rgb(2, 30, 170); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">销售伙伴：</font></span></strong></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><font face="微软雅黑"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">给您举个例子，比如，您以前在我们公司购买的康宁终身（2012）版保险，每年缴费是4800块钱，保障的额度是20万、病种是40种、患重疾了可以理赔一次，那这次您可以匹配我们的康宁嘉保，给原来的保障做一个升级，每年新增的保费大约在480元左右（注：具体以国寿e店计划书为准），但您的总体保障就可以由原来40种重疾增加至80种，赔付次数增加至两次，总体保额其实也从20万变成了40万（注：两次独立赔付，每次20w，合计40w），</span><span style="max-width: 100%; font-size: 16px; color: rgb(255, 41, 65); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">每年增加几百块，每月几十块钱，也就是一包香烟的支出，保障额度就可以增加几十万、赔付次数与保障病种大幅提升！所以超级划算！</strong></span></font></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">同时还有一个好消息要告诉您，作为老客户您知道，以前很多客户想增加健康保障，很多时候都是需要抽体检或生调的，体检不过的话，想增加都不行！这次升级，我们公司不体检、不生调，确保<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; color: red; box-sizing: border-box !important;">目前保单都处于正常状态的大家</span></strong>都可以百分之百升级！</font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; color: rgb(2, 30, 170); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">销售伙伴：</font></span></strong></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><font face="微软雅黑"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">这次特惠升级，也不是所有人都可以参加的，康宁嘉保这个产品，只针对您这种多年相伴的拥有我们公司老款康宁的老客户，才能用最优惠的费率做全面的升级，是公司的一次专门的回馈活动！</span><span style="max-width: 100%; font-size: 16px; color: rgb(255, 41, 65); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">其他人无法享受升级权益！</strong></span></font></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; color: rgb(2, 30, 170); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">销售伙伴：</font></span></strong></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">我们公司内部的员工得知这个消息都兴奋不已，说自己等了这么多年，这么多对未来健康保障的焦虑，终于得到完美解决了。所以都第一时间自己就升级了，我自己的老康宁保单也都升级了！给您看一下……</font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; color: rgb(2, 30, 170); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">销售伙伴：</font></span></strong></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><font face="微软雅黑"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">这次我们公司也考虑的非常周到，您到底能够升级多少，我们公司在后台系统早就算出来了。</span><span style="max-width: 100%; font-size: 16px; color: rgb(255, 41, 65); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">国家在搞最多跑一次便利老百姓的服务改革，我们公司也要求我们最多见客户一次，就要顺利完成全部升级</strong></span><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">！</span></font></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">（拿出手机，登录云助理，点击：机制化营销——业务生产线——加多保——康宁客户，查看被保险人最多可以购买康宁嘉保的额度，按照满额原则进行推荐。<strong style="max-width: 100%; box-sizing: border-box !important;">请注意：不同省份，在云助理上的设置可能有差异。</strong>）</font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">销售伙伴：</font></span></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><font face="微软雅黑"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">还有，除了您自己的康宁系列保险之外，您家里的其他人如果也都拥有康宁老保单，也都可以升级，</span><span style="max-width: 100%; font-size: 16px; color: rgb(255, 41, 65); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">我给您看看您家人的升级额度情况</strong></span><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">。（登录云助理，点击：机制化营销——业务生产线——加多保——康宁客户，点击某位客户，查看详情，查看最下方投保人额度，或者单独查看某位客户的可升级额度即可。）</span></font></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">销售伙伴：</font></span></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"> </font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><font face="微软雅黑"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">最后，还有个消息要告诉您！这次</span><span style="max-width: 100%; font-size: 16px; color: rgb(255, 41, 65); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">我们的特惠升级活动，除了回馈老客户之外，也要回馈社会，是一个大型的公益活动</strong></span><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">！每有一位客户选择升级自己的保障，我们公司就会给省妇女儿童基金会捐赠3元钱，帮助贫困地区的妇女、儿童过上更好的生活！您今天选择一家三口都升级，我们公司就会捐赠9元钱！全省向您这样的客户我们公司有400多万，最后我们会捐赠出数千万元！在此，我也</span><span style="max-width: 100%; font-size: 16px; color: rgb(255, 41, 65); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">代表公司感谢您的善举，好人一生幸福！</strong></span></font></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑"><br style="max-width: 100%; box-sizing: border-box !important;"></font></span></p><p style="max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">少量，多练，掌握，应用。</font></span></strong></p><div><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; font-family: 仿宋; box-sizing: border-box !important;"><br></span></strong></div><p></p>
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