1、1,Uncovering Areas of Need-Module Two 第二单元：发现需求点,Presumptive推测需求 Fact finding发现事实 Exploratory探测,2,Presumptive Needs Causes 推测需求原因,Life situation生活情况 Death身故 Disability残疾 Old Age年老,3,Fact Finding 发现事实,In depth Interview 深度面谈 Programming and other techniques保险需求诊断和其它技巧 Ask questions, questions and mor
2、e questions不断地询问问题,4,Exploratory 探测,Narrows possible prospects interests聚焦准主顾的需求点 Manageable few集中到可行的几个需求点上 Useful when prospects views are not clear当准主顾的想法并不清晰时非常有用 Can be used to begin almost any sales situation可以被应用在几乎任何销售情景中 But How?但是如何应用呢？,5,Opening Statements-OS 开场白OS,Two sentences两句话 First: general statement of financial problem第一句：关于财务问题的一般性陈述 Second: Ping Ans answer to eliminate or reduce problem第二句：平安消除或减少问题的方案,6,Agents OSs 业务员的开场白,Homework作业 Now lets hear from you听听大家的开场白 Role plays角色演练,7,Video Tape 录像,Scenes 4 and 5第4幕和5幕录像 Agents reactions and critiques业务员的反映和评论,
