康宁嘉保系列沟通话术（4）
<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;"><font face="微软雅黑">讲解环节</font></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: center; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><font face="微软雅黑"><br style="max-width: 100%; box-sizing: border-box !important;"></font></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">升级额度计算及异议处理话术示例：</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"><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 style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">：我的升级额度是怎么计算出来的？</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;"><font face="微软雅黑"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">销售伙伴</span></strong><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">：拿出下图和客户详细解释。</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;"><font face="微软雅黑"><img class="" data-copyright="0" data-ratio="0.7451612903225806" data-s="300,640" data-src="https://mmbiz.qpic.cn/mmbiz_jpg/aworIfE4gVVBfyutEcCvXicEsJnR2vyG5PjohKTOXug51bQzHxODJwEdPQ3ibEQARagiaeu0vTsg5btRtomja9YMQ/640?wx_fmt=jpeg" data-type="jpeg" data-w="930" src="https://mmbiz.qpic.cn/mmbiz_jpg/aworIfE4gVVBfyutEcCvXicEsJnR2vyG5PjohKTOXug51bQzHxODJwEdPQ3ibEQARagiaeu0vTsg5btRtomja9YMQ/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1" data-fail="0" style="max-width: 100%; height: auto !important; box-sizing: border-box !important; width: auto !important; visibility: visible !important;"></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;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">例如，某位客户作为被保险人，持有我们公司的一份基本保额为10万元的“康宁终身保险（2007修订版）”，一份基本保额20万元的“国寿康宁终身重大疾病保险（2012版）”，则该客户作为被保险人，依照这张表格中的比例数字，累计可投保康宁嘉保的保额上限为：10万×2 + 20万×1 = 40万元</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;"><font face="微软雅黑"><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 style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">：算了，还是不升级了！</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;">李先生，您这个决定建议您一定要再考虑下。</span><span style="max-width: 100%; font-size: 16px; color: rgb(2, 30, 170); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">这次升级是公司史无前例的回馈活动，以前没有，以后也难再有。</strong></span><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">之所以这么说，其中一个，</span><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; color: rgb(2, 30, 170); box-sizing: border-box !important;">是因为以后随着年龄增大，匹配的可能性会不断明显降低。</span></strong><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">现在这个时点看这次升级设计，性价比超级高，近乎免费升级，一个月几十块，谁都拿得出来，您孩子的保障额度、病种、赔付次数就是成倍增加，的确没有比这更划算的事情了。</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;"><font face="微软雅黑"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">今天不升级，万一以后发生了什么风险，可就来不及了。尽管我们都不太愿意谈到这样的情况，但已经有太多这样的情况真实发生了。</span><span style="max-width: 100%; font-size: 16px; color: rgb(2, 30, 170); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">保险这个东西，比较特殊，真需要了，想买是买不到的</strong></span><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">，不要在风雨来临的时候才想起没带伞啊！而且这个活动还是一个公益活动，是善举。您再考虑下！……</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;"><font face="微软雅黑"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;">您今天不升级也没关系，我们针对老客户的这个活动会在下月底结束，在结束前我会再和你沟通几次，</span><span style="max-width: 100%; font-size: 16px; color: rgb(2, 30, 170); box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">这是我工作的职责，我一定要确保我的客户百分百升级</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;"><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">沟通要点小结：</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><ul class="list-paddingleft-2" style="padding-left: 2.2em; max-width: 100%; color: rgb(51, 51, 51); font-size: 17px; letter-spacing: 0.544px; text-align: justify; box-sizing: border-box !important;"><li style="margin-left: 0px; max-width: 100%; box-sizing: border-box !important;"><p style="max-width: 100%; clear: both; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">强调升级的性价比，每月几十块，全家保障就可以大幅提升！</font></span></p></li><li style="margin-left: 0px; max-width: 100%; box-sizing: border-box !important;"><p style="max-width: 100%; clear: both; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">强调机会的难得性，第一次，可能也是最后一次</font></span></p></li><li style="margin-left: 0px; max-width: 100%; box-sizing: border-box !important;"><p style="max-width: 100%; clear: both; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">强调免体检、免生调，投保方便</font></span></p></li><li style="margin-left: 0px; max-width: 100%; box-sizing: border-box !important;"><p style="max-width: 100%; clear: both; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">强调公益性，善举人人都可做</font></span></p></li><li style="margin-left: 0px; max-width: 100%; box-sizing: border-box !important;"><p style="max-width: 100%; clear: both; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">除被保险人外，切实掌握客户家庭情况，鼓励全家升级，一个都不能少</font></span></p></li><li style="margin-left: 0px; max-width: 100%; box-sizing: border-box !important;"><p style="max-width: 100%; clear: both; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">拜访客户前，先查看云助理，认真摸底，了解客户情况及可加保额度</font></span></p></li><li style="margin-left: 0px; max-width: 100%; box-sizing: border-box !important;"><p style="max-width: 100%; clear: both; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; font-size: 16px; box-sizing: border-box !important;"><font face="微软雅黑">以超强的使命感面对客户可能的拒绝，一定要敢于多次促成</font></span></p></li></ul><p></p>
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