<p>&nbsp;</p> <div><b>一、导言</b>：</div> <div><span>&nbsp;&nbsp;&nbsp; </span><span>n</span>&nbsp;讲师自我介绍</div> <div><span>&nbsp;&nbsp;&nbsp; </span><span>n</span>&nbsp;售后服务的目的</div> <div><span>l<span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>树立业务员的个人品牌</div> <div><span>l<span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>避免保单失效</div> <div><span>l<span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>获得满意的客户群</div> <div><span>l<span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>创造增加购买及推荐购买的机率</div> <div><span>n</span>&nbsp;售后服务的重要性：</div> <div><span>l<span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>讲师提问学员：业务员最大的财富是什么？请学员回答。</div> <div><span>l<span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>讲师总结：</div> <div><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span><span>l</span>&nbsp;是客户的依赖</div> <div><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span><span>l</span>&nbsp;履行行销时诺言，亦所谓人无信不立</div> <div><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span><span>l</span>&nbsp;维护良好商誉是行销的生命，责任义务</div> <div><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span><span>l</span>&nbsp;获得推介，甚至成为影响力中心</div> <div><span>l<span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>柴田和子的故事</div> <div>服务同客户经营是什么关系呢？</div> <div>平安业务员售后服务现状</div> <div><span>&nbsp;&nbsp;&nbsp; </span><span>n</span><span>&nbsp;&nbsp; </span>售后服务给业务员带哪些好处？</div> <div><span>l<span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>提高保单继续率</div> <div><span>l<span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>客户加保</div> <div><span>l<span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>客户介绍客户</div> <div><span>l<span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span></span>客户介强增员对象</div> <div><span>&nbsp;&nbsp;&nbsp; </span>讲师举例：</div> <div><span>&nbsp;&nbsp; </span><span>l</span>&nbsp;广州平安陈武昌主任，其保户患白血病痛死亡，由于理赔做得及时到位，死后的父亲又投保了50万福寿客户把一张存折之给他讲：&ldquo;一切都是给你办好了。&rdquo;</div> <div><span>&nbsp;&nbsp; </span><span>l</span><span>&nbsp;&nbsp; </span>日本柴母和子每成交一个客户，就买一只鸡送去被誉为&ldquo;火鸡太太&rdquo;。</div> <div><span>&nbsp;&nbsp; </span><span>l</span><span>&nbsp;&nbsp; </span>新加坡陈明利的客户买药材，炖补品，感动了同房的病人，一下子就购买了五百万保单的保单。</div> <div><span>&nbsp;&nbsp; </span>讲师总结：</div> <div><span>&nbsp;&nbsp; </span>优质的售后服务使你的客户保单不断。</div> <div><b><font size="5">二、售后服务的方法和技巧</font></b></div> <p>售后服务研讨讲师手册4页.doc</p> <p>&nbsp;</p>