家门口的高端客户经营3步曲
<section style="box-sizing: border-box;font-size: 16px;"><section style="text-align: center;margin-top: 10px;margin-bottom: 10px;box-sizing: border-box;" powered-by="xiumi.us"><br></section><section style="margin-top: 0.5em;margin-bottom: 0.5em;box-sizing: border-box;" powered-by="xiumi.us"><section style="background-color: rgb(160, 160, 160);height: 1px;box-sizing: border-box;"></section></section><section style="margin: 15px 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 15%;padding-right: 1px;padding-left: 1px;box-sizing: border-box;"><section style="margin-right: 0%;margin-bottom: 10px;margin-left: 0%;text-align: center;font-size: 18px;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;border-left: 1px solid rgb(160, 160, 160);border-right: 1px solid rgb(160, 160, 160);padding-right: 5px;padding-left: 5px;color: rgb(70, 187, 231);box-sizing: border-box;"><p style="display: inline-block;width: 1em;float: right;clear: none;box-sizing: border-box;"><strong style="box-sizing: border-box;">徐文</strong></p><p style="font-size: 0px;line-height: 0;min-height: 0px;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section></section></section><section style="display: inline-block;vertical-align: top;width: 85%;box-sizing: border-box;"><section style="color: rgb(102, 102, 102);font-size: 15px;line-height: 1.8;letter-spacing: 0px;padding-right: 3px;padding-left: 3px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><span style="color: rgb(84, 161, 217);box-sizing: border-box;"><strong style="box-sizing: border-box;">郑荣禄博士常说：“保持40年职业生涯的持续成长，只需要照顾好213个家庭。”</strong></span>我特别认同这一点。保险代理人的使命就是赶在风险来临之前照顾好更多的家庭。但是去哪里找到这些需要保护的家庭？我的方法是：保护好家门口的邻居！</p></section></section></section><section style="margin-top: 0.5em;margin-bottom: 0.5em;box-sizing: border-box;" powered-by="xiumi.us"><section style="background-color: rgb(160, 160, 160);height: 1px;box-sizing: border-box;"></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">我从事寿险营销工作近20年了，85%的客户都是来自于我们小区的邻居以及他们给转介绍的亲朋。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="text-align: left;margin-top: 10px;margin-bottom: 10px;padding-left: 0.2em;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;box-sizing: border-box;"><section style="width: 3.3em;height: 3.3em;display: inline-block;vertical-align: top;margin-left: -0.2em;border-width: 2px;border-style: solid;border-color: white;margin-right: -3.3em;transform: rotate(0deg);border-radius: 100%;background-position: center center;background-repeat: no-repeat;background-size: cover;overflow: hidden;background-image: url(" https:="" lymx.com.cn="" source="" plugin="" csdn123_news="" display_picture.php?url="https%3A%2F%2Fmmbiz.qpic.cn%2Fmmbiz_jpg%2FYIPxibnWBQkibWuNZQibFlbrWsJHRxQSLzVUkX3SxGxKfhYdnF7zRwYnMPCKHKFicPGkhABy0SoSPDQAqTIXqic62Ow%2F640%3Fwx_fmt%3Djpeg");box-sizing:" border-box;"=""><section style="height: 100%;overflow: hidden;line-height: 0;vertical-align: middle;max-width: 100%;box-sizing: border-box;"><img data-ratio="0.8079096" src="https://lymx.com.cn/source/plugin/csdn123_news/display_picture.php?url=https%3A%2F%2Fmmbiz.qpic.cn%2Fmmbiz_jpg%2FYIPxibnWBQkibWuNZQibFlbrWsJHRxQSLzVUkX3SxGxKfhYdnF7zRwYnMPCKHKFicPGkhABy0SoSPDQAqTIXqic62Ow%2F640%3Fwx_fmt%3Djpeg" data-type="jpeg" data-w="177" style="width: 100%;height: 100%;opacity: 0;box-sizing: border-box;"></section></section><section style="padding-left: 3.4em;margin-top: -3em;border-radius: 1.5em;box-sizing: border-box;"><section style="display: inline-block;vertical-align: top;color: rgb(10, 10, 11);font-size: 20px;text-align: justify;padding-right: 15px;padding-left: 10px;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;"><strong style="box-sizing: border-box;">一、邻居变客户带给我的启发</strong></p></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;">还记得当初刚入行的时候，开完早会一脸茫然的样子，每天都不知道要去哪里找客户。<br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">有一天我下午出门去拜访客户时，看到小区游乐场里有很多老人带着孙子、孙女在玩，其中还有我楼下邻居家的小孩子。我看孩子很可爱就把自己包里带的一些巧克力、水果什么的分给孩子们吃，孩子们非常喜欢我，还记住了我叫“徐阿姨”。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">过了一段时间，我父母来我家，因为我们住的小区是高档小区，绿化非常漂亮，我就带他们在小区里拍拍照。正好又遇见了楼下邻居家的老人和孩子，我就顺便帮他们也拍了一些照片。邻居的妈妈就很开心地和我聊起来。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 12%;box-sizing: border-box;"><section style="margin-top: 10px;margin-bottom: 10px;text-align: center;font-size: 8px;box-sizing: border-box;" powered-by="xiumi.us"><section style="border-width: 3px;border-style: dotted;border-color: rgb(109, 114, 177);border-radius: 100%;display: inline-block;box-sizing: border-box;"><section style="width: 1.6em;height: 1.6em;line-height: 1.6em;border-radius: 100%;margin-left: auto;margin-right: auto;font-size: 14px;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">我</strong></p></section></section></section></section><section style="display: inline-block;vertical-align: top;width: 88%;box-sizing: border-box;"><section style="margin: 10px 0% 15px;box-sizing: border-box;" powered-by="xiumi.us"><section style="font-size: 15px;line-height: 1.8;padding-right: 10px;padding-left: 10px;color: rgb(160, 160, 160);box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">阿姨，您真有福气，您的孩子给您买的可是咱们小区的楼王呢，真的很孝顺啊，看来一定是很有能力的人。</p></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 12%;box-sizing: border-box;"><section style="margin-top: 10px;margin-bottom: 10px;text-align: center;font-size: 8px;box-sizing: border-box;" powered-by="xiumi.us"><section style="border-width: 3px;border-style: dotted;border-color: rgb(109, 114, 177);border-radius: 100%;display: inline-block;box-sizing: border-box;"><section style="width: 1.6em;height: 1.6em;line-height: 1.6em;border-radius: 100%;margin-left: auto;margin-right: auto;font-size: 14px;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">她</strong></p></section></section></section></section><section style="display: inline-block;vertical-align: top;width: 88%;box-sizing: border-box;"><section style="margin: 10px 0% 15px;box-sizing: border-box;" powered-by="xiumi.us"><section style="font-size: 15px;line-height: 1.8;padding-right: 10px;padding-left: 10px;color: rgb(160, 160, 160);box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">他们能力还可以，在这里买了5套房子，他们平时工作也很忙，经常不在家。你可以让你的父母到我家里来玩，我们几个老人可以聊聊天打发时间。</p></section></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;">阿姨和我聊的时候特别开心。于是，周六我把照片打印好和我的父母一起去拜访楼下的阿姨，给她送照片。结果开门的正好是她的儿媳妇，我们只是在电梯里见过几次面，她不太认识我，就只她把门开了一点缝儿。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 12%;box-sizing: border-box;"><section style="margin-top: 10px;margin-bottom: 10px;text-align: center;font-size: 8px;box-sizing: border-box;" powered-by="xiumi.us"><section style="border-width: 3px;border-style: dotted;border-color: rgb(109, 114, 177);border-radius: 100%;display: inline-block;box-sizing: border-box;"><section style="width: 1.6em;height: 1.6em;line-height: 1.6em;border-radius: 100%;margin-left: auto;margin-right: auto;font-size: 14px;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">她</strong></p></section></section></section></section><section style="display: inline-block;vertical-align: top;width: 88%;box-sizing: border-box;"><section style="margin: 10px 0% 15px;box-sizing: border-box;" powered-by="xiumi.us"><section style="font-size: 15px;line-height: 1.8;padding-right: 10px;padding-left: 10px;color: rgb(160, 160, 160);box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">什么事？</p></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 12%;box-sizing: border-box;"><section style="margin-top: 10px;margin-bottom: 10px;text-align: center;font-size: 8px;box-sizing: border-box;" powered-by="xiumi.us"><section style="border-width: 3px;border-style: dotted;border-color: rgb(109, 114, 177);border-radius: 100%;display: inline-block;box-sizing: border-box;"><section style="width: 1.6em;height: 1.6em;line-height: 1.6em;border-radius: 100%;margin-left: auto;margin-right: auto;font-size: 14px;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">我</strong></p></section></section></section></section><section style="display: inline-block;vertical-align: top;width: 88%;box-sizing: border-box;"><section style="margin: 10px 0% 15px;box-sizing: border-box;" powered-by="xiumi.us"><section style="font-size: 15px;line-height: 1.8;padding-right: 10px;padding-left: 10px;color: rgb(160, 160, 160);box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">昨天你婆婆带孩子在下面玩，正好我在给我父母拍照，觉得天气好景色美，就帮他们也拍了几张照片。这不，我特意打印好了给你们送过来。</p></section></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;">这时，她的孩子认出了我，一下子跑出来把我拉进去，给她妈妈介绍我：“这是徐阿姨，徐阿姨可好了。”她婆婆也招呼我和我的父母进来坐。我们两家人聊得特别开心。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 12%;box-sizing: border-box;"><section style="margin-top: 10px;margin-bottom: 10px;text-align: center;font-size: 8px;box-sizing: border-box;" powered-by="xiumi.us"><section style="border-width: 3px;border-style: dotted;border-color: rgb(109, 114, 177);border-radius: 100%;display: inline-block;box-sizing: border-box;"><section style="width: 1.6em;height: 1.6em;line-height: 1.6em;border-radius: 100%;margin-left: auto;margin-right: auto;font-size: 14px;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">我</strong></p></section></section></section></section><section style="display: inline-block;vertical-align: top;width: 88%;box-sizing: border-box;"><section style="margin: 10px 0% 15px;box-sizing: border-box;" powered-by="xiumi.us"><section style="font-size: 15px;line-height: 1.8;padding-right: 10px;padding-left: 10px;color: rgb(160, 160, 160);box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">阿姨一直说你们特别能干，她特别欣慰。我也很佩服你们，这么有能力，为家人创造了这么好的生活品质。一家人其乐融融的。真是令人羡慕！</p></section></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;">她听了也很开心。我就问她是做什么行业的？她说是做化妆品的。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 12%;box-sizing: border-box;"><section style="margin-top: 10px;margin-bottom: 10px;text-align: center;font-size: 8px;box-sizing: border-box;" powered-by="xiumi.us"><section style="border-width: 3px;border-style: dotted;border-color: rgb(109, 114, 177);border-radius: 100%;display: inline-block;box-sizing: border-box;"><section style="width: 1.6em;height: 1.6em;line-height: 1.6em;border-radius: 100%;margin-left: auto;margin-right: auto;font-size: 14px;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">我</strong></p></section></section></section></section><section style="display: inline-block;vertical-align: top;width: 88%;box-sizing: border-box;"><section style="margin: 10px 0% 15px;box-sizing: border-box;" powered-by="xiumi.us"><section style="font-size: 15px;line-height: 1.8;padding-right: 10px;padding-left: 10px;color: rgb(160, 160, 160);box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">难怪您这么有品味、有眼光，把家营造得这么温馨。</p></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 12%;box-sizing: border-box;"><section style="margin-top: 10px;margin-bottom: 10px;text-align: center;font-size: 8px;box-sizing: border-box;" powered-by="xiumi.us"><section style="border-width: 3px;border-style: dotted;border-color: rgb(109, 114, 177);border-radius: 100%;display: inline-block;box-sizing: border-box;"><section style="width: 1.6em;height: 1.6em;line-height: 1.6em;border-radius: 100%;margin-left: auto;margin-right: auto;font-size: 14px;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">她</strong></p></section></section></section></section><section style="display: inline-block;vertical-align: top;width: 88%;box-sizing: border-box;"><section style="margin: 10px 0% 15px;box-sizing: border-box;" powered-by="xiumi.us"><section style="font-size: 15px;line-height: 1.8;padding-right: 10px;padding-left: 10px;color: rgb(160, 160, 160);box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">过奖了，您是从事哪个行业的？</p></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 12%;box-sizing: border-box;"><section style="margin-top: 10px;margin-bottom: 10px;text-align: center;font-size: 8px;box-sizing: border-box;" powered-by="xiumi.us"><section style="border-width: 3px;border-style: dotted;border-color: rgb(109, 114, 177);border-radius: 100%;display: inline-block;box-sizing: border-box;"><section style="width: 1.6em;height: 1.6em;line-height: 1.6em;border-radius: 100%;margin-left: auto;margin-right: auto;font-size: 14px;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">我</strong></p></section></section></section></section><section style="display: inline-block;vertical-align: top;width: 88%;box-sizing: border-box;"><section style="margin: 10px 0% 15px;box-sizing: border-box;" powered-by="xiumi.us"><section style="font-size: 15px;line-height: 1.8;padding-right: 10px;padding-left: 10px;color: rgb(160, 160, 160);box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">我是保险公司的业务经理，专门负责咱们这个小区的一些保险服务。您有保险方面的需求都可以找我。</p></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 12%;box-sizing: border-box;"><section style="margin-top: 10px;margin-bottom: 10px;text-align: center;font-size: 8px;box-sizing: border-box;" powered-by="xiumi.us"><section style="border-width: 3px;border-style: dotted;border-color: rgb(109, 114, 177);border-radius: 100%;display: inline-block;box-sizing: border-box;"><section style="width: 1.6em;height: 1.6em;line-height: 1.6em;border-radius: 100%;margin-left: auto;margin-right: auto;font-size: 14px;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">她</strong></p></section></section></section></section><section style="display: inline-block;vertical-align: top;width: 88%;box-sizing: border-box;"><section style="margin: 10px 0% 15px;box-sizing: border-box;" powered-by="xiumi.us"><section style="font-size: 15px;line-height: 1.8;padding-right: 10px;padding-left: 10px;color: rgb(160, 160, 160);box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">是吗？正好我们家车险也快到了，另外你们做不做意外保险？我单位正好要做一个团体意外保险。如果你方便的话，明天就可以过来。</p></section></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;">第二天，我到了她的公司以后，我就跟她介绍了一下自己，向她表达了我要在保险行业一直做下去的决心。告诉她，我是每天7点半就到公司，我对客户都是非常认真负责的。就这样，她将她们公司的团体意外险交给我做了。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">一个月后，突然接到她的电话，说她不小心扭到了手，我就帮她做了快速理赔。她感受到了公司专业的服务，对我也有了认可和信任。后来，陆陆续续签了四、五百万的保单。还给我介绍她的好朋友，比如她EMBA的朋友，目前已经产生了4000多万的保费。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="margin-top: 10px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 50%;padding-right: 5px;box-sizing: border-box;"><section style="text-align: right;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-shadow: rgb(0, 0, 0) 0px 0px 0px;padding: 5px;border-style: dashed dashed none;border-width: 1px;border-radius: 0px 20px;border-color: rgb(182, 182, 182);overflow: hidden;box-sizing: border-box;"><section style="text-align: center;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-shadow: rgb(0, 0, 0) 0px 0px 0px;padding: 5px 10px;background-position: 33.8182% 32.8125%;background-repeat: repeat;background-size: 787.5%;background-attachment: scroll;border-left: 0px none rgb(62, 62, 62);border-bottom-left-radius: 20px;overflow: hidden;border-right: 0px none rgb(62, 62, 62);border-top-right-radius: 20px;background-image: url(" https:="" mmbiz.qpic.cn="" mmbiz_jpg="" yipxibnwbqkibwunzqibflbrwsjhrxqslzvrxxxk1azhlemivibetia8tpn4zff4syialpnovuiagdjvvrj8sdtdqrg7g="" 640?wx_fmt="jpeg");box-sizing:" border-box;"=""><section style="transform: translate3d(1px, 0px, 0px);-webkit-transform: translate3d(1px, 0px, 0px);-moz-transform: translate3d(1px, 0px, 0px);-o-transform: translate3d(1px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="color: rgb(121, 121, 121);line-height: 1.3;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;"><span style="text-shadow: rgb(251, 197, 255) 2px 0px 2px;box-sizing: border-box;">启</span></strong></p></section></section></section></section></section></section></section><section style="display: inline-block;vertical-align: top;width: 50%;padding-left: 5px;box-sizing: border-box;"><section style="text-align: left;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-shadow: rgb(0, 0, 0) 0px 0px 0px;padding: 5px;border-style: dashed dashed none;border-width: 1px;border-radius: 20px 0px;border-color: rgb(182, 182, 182);overflow: hidden;box-sizing: border-box;"><section style="text-align: center;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-shadow: rgb(0, 0, 0) 0px 0px 0px;padding: 5px 10px;background-position: 33.8182% 32.8125%;background-repeat: repeat;background-size: 787.5%;background-attachment: scroll;border-width: 0px;border-radius: 20px 0px;border-style: none;border-color: rgb(62, 62, 62);background-image: url(" https:="" mmbiz.qpic.cn="" mmbiz_jpg="" yipxibnwbqkibwunzqibflbrwsjhrxqslzvrxxxk1azhlemivibetia8tpn4zff4syialpnovuiagdjvvrj8sdtdqrg7g="" 640?wx_fmt="jpeg");box-sizing:" border-box;"=""><section style="transform: translate3d(1px, 0px, 0px);-webkit-transform: translate3d(1px, 0px, 0px);-moz-transform: translate3d(1px, 0px, 0px);-o-transform: translate3d(1px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="color: rgb(121, 121, 121);line-height: 1.3;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;"><span style="text-shadow: rgb(251, 197, 255) 2px 0px 2px;box-sizing: border-box;">发</span></strong></p></section></section></section></section></section></section></section></section><section style="margin-right: 0%;margin-bottom: 10px;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="border-top: 1px dashed rgb(182, 182, 182);box-sizing: border-box;"></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 8%;box-sizing: border-box;"><section style="text-align: center;margin-top: 10px;margin-bottom: 10px;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: top;width: 92%;box-sizing: border-box;"><section style="margin-top: 12px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;"><p style="box-sizing: border-box;">通过这件事，我开始重视自己身边的邻居，我住的正好是高档小区，他们都是一群事业成功、高素质的人，而且他们都很忙，自顾不瑕，更照顾不好家人。我觉得我至少应该先保护好我的家人和邻居，让我身边的人获得应有的保险保障和专业的保险服务。</p></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 8%;box-sizing: border-box;"><section style="text-align: center;margin-top: 10px;margin-bottom: 10px;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: top;width: 92%;box-sizing: border-box;"><section style="margin-top: 12px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">对我自己来说，做小区的保险服务，大大节约了我的时间成本；对客户来说，也节约了他们的时间，不用舍近求远，有事儿一个电话，随时可以享受到我的专业服务。</p></section></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">因此，我决定长期从事我们小区的保险服务工作。一做就是近20年。现在，小区里没有人不认识我。</p><p style="white-space: normal;box-sizing: border-box;"><br></p></section><section style="text-align: left;margin-top: 10px;margin-bottom: 10px;padding-left: 0.2em;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;box-sizing: border-box;"><section style="width: 3.3em;height: 3.3em;display: inline-block;vertical-align: top;margin-left: -0.2em;border-width: 2px;border-style: solid;border-color: white;margin-right: -3.3em;transform: rotate(0deg);border-radius: 100%;background-position: center center;background-repeat: no-repeat;background-size: cover;overflow: hidden;background-image: url(" https:="" lymx.com.cn="" source="" plugin="" csdn123_news="" display_picture.php?url="https%3A%2F%2Fmmbiz.qpic.cn%2Fmmbiz_jpg%2FYIPxibnWBQkibWuNZQibFlbrWsJHRxQSLzVUkX3SxGxKfhYdnF7zRwYnMPCKHKFicPGkhABy0SoSPDQAqTIXqic62Ow%2F640%3Fwx_fmt%3Djpeg");box-sizing:" border-box;"=""><section style="height: 100%;overflow: hidden;line-height: 0;vertical-align: middle;max-width: 100%;box-sizing: border-box;"><img data-ratio="0.8079096" src="https://lymx.com.cn/source/plugin/csdn123_news/display_picture.php?url=https%3A%2F%2Fmmbiz.qpic.cn%2Fmmbiz_jpg%2FYIPxibnWBQkibWuNZQibFlbrWsJHRxQSLzVUkX3SxGxKfhYdnF7zRwYnMPCKHKFicPGkhABy0SoSPDQAqTIXqic62Ow%2F640%3Fwx_fmt%3Djpeg" data-type="jpeg" data-w="177" style="width: 100%;height: 100%;opacity: 0;box-sizing: border-box;"></section></section><section style="padding-left: 3.4em;margin-top: -3em;border-radius: 1.5em;box-sizing: border-box;"><section style="display: inline-block;vertical-align: top;color: rgb(10, 10, 11);font-size: 20px;text-align: justify;padding-right: 15px;padding-left: 10px;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;"><strong style="box-sizing: border-box;">二、高档小区保险服务3步曲</strong></p></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;">做任何工作都应该精益求精，并且用心去经营，因此在高档小区保险服务上我总结出了一些经营的要点：</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="text-align: left;margin: 10px 0%;transform: translate3d(10px, 0px, 0px);-webkit-transform: translate3d(10px, 0px, 0px);-moz-transform: translate3d(10px, 0px, 0px);-o-transform: translate3d(10px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;padding-right: 15px;box-shadow: rgb(0, 0, 0) 0px 0px 0px;box-sizing: border-box;"><section style="text-align: center;margin: 10px 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-sizing: border-box;"><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-shadow: rgb(0, 0, 0) 0px 0px 0px;padding: 5px;border-style: dashed;border-width: 1px;border-radius: 0px 20px;border-color: rgb(182, 182, 182);overflow: hidden;box-sizing: border-box;"><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-shadow: rgb(0, 0, 0) 0px 0px 0px;padding: 5px 15px;background-position: 33.8182% 32.8125%;background-repeat: repeat;background-size: 787.5%;background-attachment: scroll;border-left: 0px none rgb(62, 62, 62);border-bottom-left-radius: 20px;overflow: hidden;border-right: 0px none rgb(62, 62, 62);border-top-right-radius: 20px;background-image: url(" https:="" mmbiz.qpic.cn="" mmbiz_jpg="" yipxibnwbqkibwunzqibflbrwsjhrxqslzvrxxxk1azhlemivibetia8tpn4zff4syialpnovuiagdjvvrj8sdtdqrg7g="" 640?wx_fmt="jpeg");box-sizing:" border-box;"=""><section style="transform: translate3d(1px, 0px, 0px);-webkit-transform: translate3d(1px, 0px, 0px);-moz-transform: translate3d(1px, 0px, 0px);-o-transform: translate3d(1px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="color: rgb(121, 121, 121);line-height: 1.3;box-sizing: border-box;"><p style="box-sizing: border-box;"><span style="text-shadow: rgb(251, 197, 255) 2px 0px 2px;box-sizing: border-box;"><strong style="box-sizing: border-box;">1、了解业主们的生活习惯</strong></span></p></section></section></section></section></section></section></section></section><section style="text-align: right;margin-top: -25px;margin-right: 0%;margin-left: 0%;transform: translate3d(15px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;width: 30px;height: 30px;vertical-align: top;overflow: hidden;box-shadow: rgb(0, 0, 0) 0px 0px 0px;box-sizing: border-box;"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="max-width: 100%;vertical-align: middle;display: inline-block;line-height: 0;width: 100%;box-sizing: border-box;"><img class="raw-image" data-ratio="0.6910299" src="https://lymx.com.cn/source/plugin/csdn123_news/display_picture.php?url=https%3A%2F%2Fmmbiz.qpic.cn%2Fmmbiz_png%2FYIPxibnWBQkibWuNZQibFlbrWsJHRxQSLzVRXGIYP11bTL9icKickN32hIJSMcRdrvluaYibaMYAf6nib3660clnNEFOg%2F640%3Fwx_fmt%3Dpng" data-type="png" data-w="301" style="vertical-align: middle;width: 100%;box-sizing: border-box;"></section></section></section></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;">了解业主们的生活习惯可以让我“<span style="color: rgb(84, 161, 217);box-sizing: border-box;"><strong style="box-sizing: border-box;">以不打扰客户的方式</strong></span>”为他们做好保险服务。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">我们知道，高档小区一般都有孩子的活动区、老人的活动区、业主的活动区，比如说有练书法的地方、有练瑜珈的地方，还有教跳舞的地点。小区的外部也有很多的餐厅、美甲店、美发店，洗车场，有成熟的配套设施。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">而且，高档小区里的居民，生活时间非常规律。比如小孩的时间规律就是：4点半到5点放学、7点半到9点上兴趣班、周六周日小区游泳馆里基本上都是父母带孩子去玩，爷爷奶奶和保姆会少一点。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">业主们都是成功人士，工作忙，但也很关注身体健康。所以，到晚上10点左右，你会看到小区里很多人出来夜跑。当然，一些全职太太也有喝下午茶的习惯，一些生意人有吃夜宵的习惯。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">有一次，晚上10点多，我在电梯里遇见了两个刚吃夜宵回来的邻居，听口音是四川人，一聊才发现我们就住上、下楼。他们喜欢打麻将，后来有个机会我们一起打了几次麻将，就彼此熟悉了，后来她们陆续购买了600多万的保险，并且还加入了我的保险团队，跟我一起做保险。</p><p style="white-space: normal;box-sizing: border-box;"><br></p></section><section style="text-align: left;margin: 10px 0%;transform: translate3d(10px, 0px, 0px);-webkit-transform: translate3d(10px, 0px, 0px);-moz-transform: translate3d(10px, 0px, 0px);-o-transform: translate3d(10px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;padding-right: 15px;box-shadow: rgb(0, 0, 0) 0px 0px 0px;box-sizing: border-box;"><section style="text-align: center;margin: 10px 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-sizing: border-box;"><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-shadow: rgb(0, 0, 0) 0px 0px 0px;padding: 5px;border-style: dashed;border-width: 1px;border-radius: 0px 20px;border-color: rgb(182, 182, 182);overflow: hidden;box-sizing: border-box;"><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-shadow: rgb(0, 0, 0) 0px 0px 0px;padding: 5px 15px;background-position: 33.8182% 32.8125%;background-repeat: repeat;background-size: 787.5%;background-attachment: scroll;border-left: 0px none rgb(62, 62, 62);border-bottom-left-radius: 20px;overflow: hidden;border-right: 0px none rgb(62, 62, 62);border-top-right-radius: 20px;background-image: url(" https:="" mmbiz.qpic.cn="" mmbiz_jpg="" yipxibnwbqkibwunzqibflbrwsjhrxqslzvrxxxk1azhlemivibetia8tpn4zff4syialpnovuiagdjvvrj8sdtdqrg7g="" 640?wx_fmt="jpeg");box-sizing:" border-box;"=""><section style="transform: translate3d(1px, 0px, 0px);-webkit-transform: translate3d(1px, 0px, 0px);-moz-transform: translate3d(1px, 0px, 0px);-o-transform: translate3d(1px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="color: rgb(121, 121, 121);line-height: 1.3;box-sizing: border-box;"><p style="box-sizing: border-box;"><span style="text-shadow: rgb(251, 197, 255) 2px 0px 2px;box-sizing: border-box;"><strong style="box-sizing: border-box;">2、三句话表明身份</strong></span></p></section></section></section></section></section></section></section></section><section style="text-align: right;margin-top: -25px;margin-right: 0%;margin-left: 0%;transform: translate3d(15px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;width: 30px;height: 30px;vertical-align: top;overflow: hidden;box-shadow: rgb(0, 0, 0) 0px 0px 0px;box-sizing: border-box;"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;">很多伙伴不好意思开口说“我是做保险的”。这其实反映出他自己内心不够认同保险事业。郑荣禄博士说要做一名“自尊自信自爱”的保险代理人，才能赢得客户的尊重和认可。我自己一直是这么做的：</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="margin-top: 10px;margin-bottom: 10px;text-align: left;transform: translate3d(10px, 0px, 0px);-webkit-transform: translate3d(10px, 0px, 0px);-moz-transform: translate3d(10px, 0px, 0px);-o-transform: translate3d(10px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;box-sizing: border-box;"><section style="display: inline-block;vertical-align: middle;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">主动打招呼</strong></p></section><section style="width: 0px;border-left: 8px solid rgb(144, 166, 176);border-top: 5px solid transparent;border-bottom: 5px solid transparent;margin-right: 3px;margin-left: 5px;display: inline-block;vertical-align: middle;box-sizing: border-box;"></section><section style="width: 0px;border-left: 8px solid rgb(255, 255, 255);border-top: 4px solid transparent;border-bottom: 4px solid transparent;display: inline-block;vertical-align: middle;margin-right: -9px;transform: rotate(0deg);-webkit-transform: rotate(0deg);-moz-transform: rotate(0deg);-o-transform: rotate(0deg);box-sizing: border-box;"></section><section style="width: 0px;border-left: 10px solid rgb(144, 166, 176);border-top: 6px solid transparent;border-bottom: 6px solid transparent;display: inline-block;vertical-align: middle;box-sizing: border-box;"></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;">一定要主动打招呼，并与孩子们和老人们建立良好的关系。要让自己的穿衣打扮有亲和力，不要产生距离感。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">有一次我去给小区里的客户送保单。出来之后发现他们家对面邻居家的小花园里有两盆金灿灿的金桔，特别好看。我就想着，马上春节了也给我的客户们送一些金桔。于是，我就上前去敲门，开门的是女主人，因为有防备之心，她只开了屋里的门并没有打开院子的大门。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">我隔着铁门对她说：“我也是这个小区的住户，咱们是邻居。您家的金桔这么漂亮是在哪里买的？我是**保险公司的业务经理，春节到了，我也想给我客户送一些这样的金桔。”</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">结果没想到她告诉我，他们家金桔也是其它保险公司的一位保险代理人送的。就这样，我们就认识了。最终，这位客户陆续在我这里购买了30多件保单,保费达800多万。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="margin-top: 10px;margin-bottom: 10px;text-align: left;transform: translate3d(10px, 0px, 0px);-webkit-transform: translate3d(10px, 0px, 0px);-moz-transform: translate3d(10px, 0px, 0px);-o-transform: translate3d(10px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;box-sizing: border-box;"><section style="display: inline-block;vertical-align: middle;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">主动表明身份</strong></p></section><section style="width: 0px;border-left: 8px solid rgb(144, 166, 176);border-top: 5px solid transparent;border-bottom: 5px solid transparent;margin-right: 3px;margin-left: 5px;display: inline-block;vertical-align: middle;box-sizing: border-box;"></section><section style="width: 0px;border-left: 8px solid rgb(255, 255, 255);border-top: 4px solid transparent;border-bottom: 4px solid transparent;display: inline-block;vertical-align: middle;margin-right: -9px;transform: rotate(0deg);-webkit-transform: rotate(0deg);-moz-transform: rotate(0deg);-o-transform: rotate(0deg);box-sizing: border-box;"></section><section style="width: 0px;border-left: 10px solid rgb(144, 166, 176);border-top: 6px solid transparent;border-bottom: 6px solid transparent;display: inline-block;vertical-align: middle;box-sizing: border-box;"></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;">见到不认识的邻居，我会落落大方地用三句话表明自己的身份并切入保险： </p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 8%;box-sizing: border-box;"><section style="text-align: center;margin-top: 10px;margin-bottom: 10px;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: top;width: 92%;box-sizing: border-box;"><section style="margin-top: 12px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">第一句话：我是小区业主。</p></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 8%;box-sizing: border-box;"><section style="text-align: center;margin-top: 10px;margin-bottom: 10px;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: top;width: 92%;box-sizing: border-box;"><section style="margin-top: 12px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">第二句话：我们是邻居，我家住*栋**号。</p></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 8%;box-sizing: border-box;"><section style="text-align: center;margin-top: 10px;margin-bottom: 10px;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: top;width: 92%;box-sizing: border-box;"><section style="margin-top: 12px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">第三句话：我是**保险公司的业务经理;我是专门为这个小区做保险服务的。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section></section></section></section><section style="text-align: left;margin: 10px 0%;transform: translate3d(10px, 0px, 0px);-webkit-transform: translate3d(10px, 0px, 0px);-moz-transform: translate3d(10px, 0px, 0px);-o-transform: translate3d(10px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;padding-right: 15px;box-shadow: rgb(0, 0, 0) 0px 0px 0px;box-sizing: border-box;"><section style="text-align: center;margin: 10px 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-sizing: border-box;"><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-shadow: rgb(0, 0, 0) 0px 0px 0px;padding: 5px;border-style: dashed;border-width: 1px;border-radius: 0px 20px;border-color: rgb(182, 182, 182);overflow: hidden;box-sizing: border-box;"><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-shadow: rgb(0, 0, 0) 0px 0px 0px;padding: 5px 15px;background-position: 33.8182% 32.8125%;background-repeat: repeat;background-size: 787.5%;background-attachment: scroll;border-left: 0px none rgb(62, 62, 62);border-bottom-left-radius: 20px;overflow: hidden;border-right: 0px none rgb(62, 62, 62);border-top-right-radius: 20px;background-image: url(" https:="" mmbiz.qpic.cn="" mmbiz_jpg="" yipxibnwbqkibwunzqibflbrwsjhrxqslzvrxxxk1azhlemivibetia8tpn4zff4syialpnovuiagdjvvrj8sdtdqrg7g="" 640?wx_fmt="jpeg");box-sizing:" border-box;"=""><section style="transform: translate3d(1px, 0px, 0px);-webkit-transform: translate3d(1px, 0px, 0px);-moz-transform: translate3d(1px, 0px, 0px);-o-transform: translate3d(1px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="color: rgb(121, 121, 121);line-height: 1.3;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="letter-spacing: 0px;box-sizing: border-box;">3、应对四种反应</strong><br style="box-sizing: border-box;"></p></section></section></section></section></section></section></section></section><section style="text-align: right;margin-top: -25px;margin-right: 0%;margin-left: 0%;transform: translate3d(15px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;width: 30px;height: 30px;vertical-align: top;overflow: hidden;box-shadow: rgb(0, 0, 0) 0px 0px 0px;box-sizing: border-box;"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="max-width: 100%;vertical-align: middle;display: inline-block;line-height: 0;width: 100%;box-sizing: border-box;"><img class="raw-image" data-ratio="0.6910299" src="https://lymx.com.cn/source/plugin/csdn123_news/display_picture.php?url=https%3A%2F%2Fmmbiz.qpic.cn%2Fmmbiz_png%2FYIPxibnWBQkibWuNZQibFlbrWsJHRxQSLzVRXGIYP11bTL9icKickN32hIJSMcRdrvluaYibaMYAf6nib3660clnNEFOg%2F640%3Fwx_fmt%3Dpng" data-type="png" data-w="301" style="vertical-align: middle;width: 100%;box-sizing: border-box;"></section></section></section></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;">当我用三句话表明身份以后，经常会出现四种反应，我是这样应对的。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: middle;width: 5%;border-right: 1px dashed rgb(182, 182, 182);border-top-right-radius: 0px;box-sizing: border-box;"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: middle;width: 95%;padding-left: 10px;box-sizing: border-box;"><section style="color: rgb(76, 79, 81);line-height: 1.8;letter-spacing: 1px;box-sizing: border-box;" powered-by="xiumi.us"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">第一种：我正想了解保险！</strong></p></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: middle;width: 5%;border-right: 1px dashed rgb(182, 182, 182);border-top-right-radius: 0px;box-sizing: border-box;"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: middle;width: 95%;padding-left: 10px;box-sizing: border-box;"><section style="color: rgb(76, 79, 81);line-height: 1.8;letter-spacing: 1px;box-sizing: border-box;" powered-by="xiumi.us"><p style="box-sizing: border-box;">我：哈哈，正巧缘份来了！请问你想解决什么问题？</p></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: middle;width: 5%;border-right: 1px dashed rgb(182, 182, 182);border-top-right-radius: 0px;box-sizing: border-box;"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: middle;width: 95%;padding-left: 10px;box-sizing: border-box;"><section style="color: rgb(76, 79, 81);line-height: 1.8;letter-spacing: 1px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><strong style="box-sizing: border-box;">第二种：我刚刚买过保险。</strong></p></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: middle;width: 5%;border-right: 1px dashed rgb(182, 182, 182);border-top-right-radius: 0px;box-sizing: border-box;"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: middle;width: 95%;padding-left: 10px;box-sizing: border-box;"><section style="color: rgb(76, 79, 81);line-height: 1.8;letter-spacing: 1px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;">我：您的保险意识真强，是一个负责任的爸爸妈妈。买过保险没关系，不同的人生阶段都会有不同的家庭责任，所以我们的保障要不断地提升。您记住我是这个小区的保险业务员，可以给您留下我的电话，您随时有保险需求我都可以为您提供咨询服务。</p></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><br></p></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: middle;width: 5%;border-right: 1px dashed rgb(182, 182, 182);border-top-right-radius: 0px;box-sizing: border-box;"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: middle;width: 95%;padding-left: 10px;box-sizing: border-box;"><section style="color: rgb(76, 79, 81);line-height: 1.8;letter-spacing: 1px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><strong style="box-sizing: border-box;">第三种：我已经买过保险了。</strong></p></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: middle;width: 5%;border-right: 1px dashed rgb(182, 182, 182);border-top-right-radius: 0px;box-sizing: border-box;"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: middle;width: 95%;padding-left: 10px;box-sizing: border-box;"><section style="color: rgb(76, 79, 81);line-height: 1.8;letter-spacing: 1px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;">我：那太好了，您什么时候买的保险？买的是什么保险？什么时候领钱？什么时候赔钱？您清楚吗？（客户通常不清楚）。那我们可以约个时间，方便的话我可以帮你做个保险整理，帮你看一看，交了多少保费，拥有多少保障，还有什么漏洞缺口之类的，让您也清清楚楚的知道。</p></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: middle;width: 5%;border-right: 1px dashed rgb(182, 182, 182);border-top-right-radius: 0px;box-sizing: border-box;"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: middle;width: 95%;padding-left: 10px;box-sizing: border-box;"><section style="color: rgb(76, 79, 81);line-height: 1.8;letter-spacing: 1px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><strong style="box-sizing: border-box;">第四种：哦，你是做保险的呀。（态度变得冷淡）</strong></p></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: middle;width: 5%;border-right: 1px dashed rgb(182, 182, 182);border-top-right-radius: 0px;box-sizing: border-box;"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: middle;width: 95%;padding-left: 10px;box-sizing: border-box;"><section style="color: rgb(76, 79, 81);line-height: 1.8;letter-spacing: 1px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;">我：是的，您就记住小区里有一个做保险服务的，但是我不会因为保险的事情打搅您，您要是有保险需求随时联系我，我可以随时提供专业的服务。</p></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><br></p></section><section style="text-align: left;margin-top: 10px;margin-bottom: 10px;padding-left: 0.2em;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;box-sizing: border-box;"><section style="width: 3.3em;height: 3.3em;display: inline-block;vertical-align: top;margin-left: -0.2em;border-width: 2px;border-style: solid;border-color: white;margin-right: -3.3em;transform: rotate(0deg);border-radius: 100%;background-position: center center;background-repeat: no-repeat;background-size: cover;overflow: hidden;background-image: url(" https:="" lymx.com.cn="" source="" plugin="" csdn123_news="" display_picture.php?url="https%3A%2F%2Fmmbiz.qpic.cn%2Fmmbiz_jpg%2FYIPxibnWBQkibWuNZQibFlbrWsJHRxQSLzVUkX3SxGxKfhYdnF7zRwYnMPCKHKFicPGkhABy0SoSPDQAqTIXqic62Ow%2F640%3Fwx_fmt%3Djpeg");box-sizing:" border-box;"=""><section style="height: 100%;overflow: hidden;line-height: 0;vertical-align: middle;max-width: 100%;box-sizing: border-box;"><img data-ratio="0.8079096" src="https://lymx.com.cn/source/plugin/csdn123_news/display_picture.php?url=https%3A%2F%2Fmmbiz.qpic.cn%2Fmmbiz_jpg%2FYIPxibnWBQkibWuNZQibFlbrWsJHRxQSLzVUkX3SxGxKfhYdnF7zRwYnMPCKHKFicPGkhABy0SoSPDQAqTIXqic62Ow%2F640%3Fwx_fmt%3Djpeg" data-type="jpeg" data-w="177" style="width: 100%;height: 100%;opacity: 0;box-sizing: border-box;"></section></section><section style="padding-left: 3.4em;margin-top: -3em;border-radius: 1.5em;box-sizing: border-box;"><section style="display: inline-block;vertical-align: top;color: rgb(10, 10, 11);font-size: 20px;text-align: justify;padding-right: 15px;padding-left: 10px;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;"><strong style="box-sizing: border-box;">三、高档小区客户经营注意事项</strong></p></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 8%;box-sizing: border-box;"><section style="text-align: center;margin-top: 10px;margin-bottom: 10px;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: top;width: 92%;box-sizing: border-box;"><section style="margin-top: 12px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">要充分准备：吃的、穿的、用的，以及心理准备</p></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 8%;box-sizing: border-box;"><section style="text-align: center;margin-top: 10px;margin-bottom: 10px;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: top;width: 92%;box-sizing: border-box;"><section style="margin-top: 12px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">要表明身份：让人人都知道你是做保险的</p></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 8%;box-sizing: border-box;"><section style="text-align: center;margin-top: 10px;margin-bottom: 10px;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: top;width: 92%;box-sizing: border-box;"><section style="margin-top: 12px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" 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style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 8%;box-sizing: border-box;"><section style="text-align: center;margin-top: 10px;margin-bottom: 10px;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: top;width: 92%;box-sizing: border-box;"><section style="margin-top: 12px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">要注意忌讳：了解不同地域和行业的人喜好和忌讳，不乱说话</p></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 8%;box-sizing: border-box;"><section style="text-align: center;margin-top: 10px;margin-bottom: 10px;box-sizing: border-box;" 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255, 255);padding-right: 8px;padding-left: 8px;box-sizing: border-box;"><section style="margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="max-width: 100%;vertical-align: middle;display: inline-block;line-height: 0;box-sizing: border-box;"><svg class="svg" xmlns="http://www.w3.org/2000/svg" x="0px" y="0px" viewBox="0 0 68.75 70" style="vertical-align: middle;max-width: 100%;box-sizing: border-box;" width="100%"><g style="box-sizing: border-box;"><path style="box-sizing: border-box;" d="M42.61,70L42.61,70c3.54,0,6.72-2.49,8.06-6.31L68.1,13.96C70.43,7.3,66.22,0,60.04,0H51 c-4.16,0-7.74,3.43-8.54,8.18l-8.39,49.73C33.01,64.17,37.13,70,42.61,70z" fill="rgb(123,172,163)"></path><path style="box-sizing: border-box;" d="M8.71,70L8.71,70c3.54,0,6.72-2.49,8.06-6.31l17.43-49.73C36.53,7.3,32.32,0,26.13,0H17.1 c-4.16,0-7.74,3.43-8.54,8.18L0.17,57.91C-0.89,64.17,3.23,70,8.71,70z" 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right;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;box-sizing: border-box;"><section style="display: inline-block;vertical-align: middle;box-sizing: border-box;"><p style="box-sizing: border-box;">给我们留言说出你的感悟吧！</p></section><section style="width: 0px;border-left: 8px solid rgb(123, 172, 163);border-top: 5px solid transparent;border-bottom: 5px solid transparent;margin-right: 3px;margin-left: 5px;display: inline-block;vertical-align: middle;box-sizing: border-box;"></section><section style="width: 0px;border-left: 8px solid rgb(123, 172, 163);border-top: 4px solid transparent;border-bottom: 4px solid transparent;display: inline-block;vertical-align: middle;margin-right: -9px;transform: rotate(0deg);-webkit-transform: rotate(0deg);-moz-transform: rotate(0deg);-o-transform: rotate(0deg);box-sizing: border-box;"></section><section style="width: 0px;border-left: 10px solid rgb(123, 172, 163);border-top: 6px solid transparent;border-bottom: 6px solid transparent;display: inline-block;vertical-align: middle;box-sizing: border-box;"></section></section></section></section></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="margin-top: 10px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="border-top: 1px dashed rgb(182, 182, 182);box-sizing: border-box;"></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: top;width: 50%;padding-right: 5px;box-sizing: border-box;"><section style="text-align: right;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-shadow: rgb(0, 0, 0) 0px 0px 0px;padding: 5px;border-style: none dashed dashed;border-width: 1px;border-radius: 20px 0px;border-color: rgb(182, 182, 182);overflow: hidden;box-sizing: border-box;"><section style="text-align: center;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-shadow: rgb(0, 0, 0) 0px 0px 0px;padding: 5px 10px;background-position: 33.8182% 32.8125%;background-repeat: repeat;background-size: 787.5%;background-attachment: scroll;border-width: 0px;border-radius: 20px 0px;border-style: none;border-color: rgb(62, 62, 62);background-image: url(" https:="" mmbiz.qpic.cn="" mmbiz_jpg="" yipxibnwbqkibwunzqibflbrwsjhrxqslzvrxxxk1azhlemivibetia8tpn4zff4syialpnovuiagdjvvrj8sdtdqrg7g="" 640?wx_fmt="jpeg");box-sizing:" border-box;"=""><section style="transform: translate3d(1px, 0px, 0px);-webkit-transform: translate3d(1px, 0px, 0px);-moz-transform: translate3d(1px, 0px, 0px);-o-transform: translate3d(1px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="color: rgb(121, 121, 121);line-height: 1.3;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;"><span style="text-shadow: rgb(251, 197, 255) 2px 0px 2px;box-sizing: border-box;">THE</span></strong></p></section></section></section></section></section></section></section><section style="display: inline-block;vertical-align: top;width: 50%;padding-left: 5px;box-sizing: border-box;"><section style="text-align: left;margin-right: 0%;margin-bottom: 10px;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-shadow: rgb(0, 0, 0) 0px 0px 0px;padding: 5px;border-style: none dashed dashed;border-width: 1px;border-radius: 0px 20px;border-color: rgb(182, 182, 182);box-sizing: border-box;"><section style="text-align: center;box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;box-shadow: rgb(0, 0, 0) 0px 0px 0px;padding: 5px 10px;background-position: 33.8182% 32.8125%;background-repeat: repeat;background-size: 787.5%;background-attachment: scroll;border-left: 0px none rgb(62, 62, 62);border-bottom-left-radius: 20px;overflow: hidden;border-right: 0px none rgb(62, 62, 62);border-top-right-radius: 20px;background-image: url(" https:="" mmbiz.qpic.cn="" mmbiz_jpg="" yipxibnwbqkibwunzqibflbrwsjhrxqslzvrxxxk1azhlemivibetia8tpn4zff4syialpnovuiagdjvvrj8sdtdqrg7g="" 640?wx_fmt="jpeg");box-sizing:" border-box;"=""><section style="transform: translate3d(1px, 0px, 0px);-webkit-transform: translate3d(1px, 0px, 0px);-moz-transform: translate3d(1px, 0px, 0px);-o-transform: translate3d(1px, 0px, 0px);box-sizing: border-box;" powered-by="xiumi.us"><section style="color: rgb(121, 121, 121);line-height: 1.3;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;"><span style="text-shadow: rgb(251, 197, 255) 2px 0px 2px;box-sizing: border-box;">END</span></strong></p></section></section></section></section></section></section></section></section><section style="line-height: 1.8;letter-spacing: 1px;padding-right: 10px;padding-left: 10px;box-sizing: border-box;" powered-by="xiumi.us"><p style="box-sizing: border-box;"><br></p><p style="box-sizing: border-box;"><span style="text-decoration: underline;"><em style="max-width: 100%;color: rgb(20, 32, 246);font-family: -apple-system-font, BlinkMacSystemFont, " helvetica="" neue",="" "pingfang="" sc",="" "hiragino="" sans="" gb",="" "microsoft="" yahei="" ui",="" yahei",="" arial,="" sans-serif;font-size:="" 16px;letter-spacing:="" 0.544px;white-space:="" normal;background-color:="" rgb(255,="" 255,="" 255);box-sizing:="" border-box="" !important;overflow-wrap:="" break-word="" !important;"=""><span style="text-decoration: underline;max-width: 100%;text-indent: 32px;color: rgb(63, 63, 63);letter-spacing: 1.5px;box-sizing: border-box !important;overflow-wrap: break-word !important;">微信公众号又改版了，文章右下角的点赞改为“在看”了，大家可以点“在看”体验一下，据说，看完文章点“在看”的人，都变得更好看〜</span></em></span><em style="max-width: 100%;color: rgb(20, 32, 246);font-family: -apple-system-font, BlinkMacSystemFont, " helvetica="" neue",="" "pingfang="" sc",="" "hiragino="" sans="" gb",="" "microsoft="" yahei="" ui",="" yahei",="" arial,="" sans-serif;font-size:="" 16px;letter-spacing:="" 0.544px;white-space:="" normal;background-color:="" rgb(255,="" 255,="" 255);box-sizing:="" border-box="" !important;overflow-wrap:="" break-word="" !important;"=""><span style="max-width: 100%;text-indent: 32px;color: rgb(63, 63, 63);letter-spacing: 1.5px;box-sizing: border-box !important;overflow-wrap: break-word !important;"></span></em></p><p style="box-sizing: border-box;"><em style="max-width: 100%;color: rgb(20, 32, 246);font-family: -apple-system-font, BlinkMacSystemFont, " helvetica="" neue",="" "pingfang="" sc",="" "hiragino="" sans="" gb",="" "microsoft="" yahei="" ui",="" yahei",="" arial,="" sans-serif;font-size:="" 16px;letter-spacing:="" 0.544px;white-space:="" normal;background-color:="" rgb(255,="" 255,="" 255);box-sizing:="" border-box="" !important;overflow-wrap:="" break-word="" !important;"=""><span style="max-width: 100%;text-indent: 32px;color: rgb(63, 63, 63);letter-spacing: 1.5px;box-sizing: border-box !important;overflow-wrap: break-word !important;"><br></span></em></p></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: middle;width: 5%;border-right: 1px dashed rgb(182, 182, 182);border-top-right-radius: 0px;box-sizing: border-box;"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: middle;width: 95%;padding-left: 10px;box-sizing: border-box;"><section style="color: rgb(121, 121, 121);font-size: 15px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><strong style="box-sizing: border-box;">编辑：璎泓<br style="box-sizing: border-box;"></strong></p></section></section></section><section style="box-sizing: border-box;" powered-by="xiumi.us"><section style="display: inline-block;vertical-align: middle;width: 5%;border-right: 1px dashed rgb(182, 182, 182);border-top-right-radius: 0px;box-sizing: border-box;"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;" powered-by="xiumi.us"><br></section></section><section style="display: inline-block;vertical-align: middle;width: 95%;padding-left: 10px;box-sizing: border-box;"><section style="color: rgb(121, 121, 121);font-size: 15px;box-sizing: border-box;" powered-by="xiumi.us"><p style="white-space: normal;box-sizing: border-box;"><strong style="box-sizing: border-box;">版面编辑：张姿艺</strong></p></section></section></section></section>
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