<p>&nbsp;</p> <div style="text-align: center; layout-grid-mode: char" align="center"><b><span style="font-size: 14pt">&ldquo;产品达人秀&rdquo;销售话术&mdash; 大富翁 老百姓的大富翁</span></b></div> <p> <table style="border-bottom: medium none; border-left: medium none; border-collapse: collapse; border-top: medium none; border-right: medium none" border="1" cellspacing="0" cellpadding="0"> <tbody> <tr style="height: 3.5pt"> <td style="border-bottom: windowtext 1pt solid; border-left: windowtext 1pt solid; padding-bottom: 0cm; padding-left: 5.4pt; padding-right: 5.4pt; background: #b3b3b3; height: 3.5pt; border-top: windowtext 1pt solid; border-right: windowtext 1pt solid; padding-top: 0cm"> <div align="center"><b>步骤</b></div> </td> <td style="border-bottom: windowtext 1pt solid; border-left: #ece9d8; padding-bottom: 0cm; padding-left: 5.4pt; width: 618.5pt; padding-right: 5.4pt; background: #b3b3b3; height: 3.5pt; border-top: windowtext 1pt solid; border-right: windowtext 1pt solid; padding-top: 0cm" valign="top" width="825"> <div align="center"><b>话术</b></div> </td> <td style="border-bottom: windowtext 1pt solid; border-left: #ece9d8; padding-bottom: 0cm; padding-left: 5.4pt; width: 124.6pt; padding-right: 5.4pt; background: #b3b3b3; height: 3.5pt; border-top: windowtext 1pt solid; border-right: windowtext 1pt solid; padding-top: 0cm" valign="top" width="166"> <div align="center"><b>说明要点</b></div> </td> </tr> <tr style="height: 45.6pt"> <td style="border-bottom: windowtext 1pt solid; border-left: windowtext 1pt solid; padding-bottom: 0cm; background-color: transparent; padding-left: 5.4pt; padding-right: 5.4pt; height: 45.6pt; border-top: #ece9d8; border-right: windowtext 1pt solid; padding-top: 0cm" valign="top"> <div align="center"><b>一、</b></div> <div align="center"><b>客户筛选</b></div> </td> <td style="border-bottom: windowtext 1pt solid; border-left: #ece9d8; padding-bottom: 0cm; background-color: transparent; padding-left: 5.4pt; width: 618.5pt; padding-right: 5.4pt; height: 45.6pt; border-top: #ece9d8; border-right: windowtext 1pt solid; padding-top: 0cm" valign="top" width="825"> <div style="text-indent: 17.65pt; layout-grid-mode: char">目标客户锁定<b><span>50岁以上离退休人员，女性最佳</span>有稳定的经济基础，购买能力强；三、经历的风险多，保险意识强；四、有爱心，关心子女和后代。</b>。这类客户有四方面特点：一、退休后有较充裕的时间，能给见面交流的机会；二、</div> <div style="text-indent: 17.65pt; layout-grid-mode: char">这部分人群希望现在及未来都能帮助到子女，投资理财型的保险产品是最好的方式，<b>一代投保，几代受益</b>。同时，大富翁这种理财产品对被保险人是专款专用，资金的安全、保值和增值功能让客户真的放心。</div> </td> <td style="border-bottom: windowtext 1pt solid; border-left: #ece9d8; padding-bottom: 0cm; background-color: transparent; padding-left: 5.4pt; width: 124.6pt; padding-right: 5.4pt; height: 45.6pt; border-top: #ece9d8; border-right: windowtext 1pt solid; padding-top: 0cm" width="166"> <div>&nbsp;</div> </td> </tr> <tr style="height: 37.7pt"> <td style="border-bottom: windowtext 1pt solid; border-left: windowtext 1pt solid; padding-bottom: 0cm; background-color: transparent; padding-left: 5.4pt; padding-right: 5.4pt; height: 37.7pt; border-top: #ece9d8; border-right: windowtext 1pt solid; padding-top: 0cm" valign="top"> <div align="center"><b>二、</b></div> <div align="center"><b>客户接触</b></div> </td> <td style="border-bottom: windowtext 1pt solid; border-left: #ece9d8; padding-bottom: 0cm; background-color: transparent; padding-left: 5.4pt; width: 618.5pt; padding-right: 5.4pt; height: 37.7pt; border-top: #ece9d8; border-right: windowtext 1pt solid; padding-top: 0cm" valign="top" width="825"> <div style="text-indent: 17.65pt; layout-grid-mode: char">湛：阿姨，你好！我是阳光保险集团的服务人员，今天，我们响应政府号召，进行保单普查和资讯告知。</div> <div style="text-indent: 17.65pt; layout-grid-mode: char">湛：我们就是找您这样买过保险的客户，上门为您做保单年检。您也知道，近年灾害事故频繁发生，像<span>5&middot;12地震、上海高楼火灾等，这里面很多人买了保险却没有得到相应理赔。今天我们义务帮助您<b>了解保险权益和进行需求分析</b>的。</span></div> <div style="text-indent: 17.65pt; layout-grid-mode: char">湛：我帮您做保单年检，如果没有意外保障，我们还将义务协助您办理，同时送你一张出行保障卡。<span>&nbsp;</span></div> </td> <td style="border-bottom: windowtext 1pt solid; border-left: #ece9d8; padding-bottom: 0cm; background-color: transparent; padding-left: 5.4pt; width: 124.6pt; padding-right: 5.4pt; height: 37.7pt; border-top: #ece9d8; border-right: windowtext 1pt solid; padding-top: 0cm" width="166"> <div><span style="font-size: 9pt">与客户接触首先从保险的本质出发，<b><span style="color: red">谈</span></b><b><span style="color: red">保险的意义与功用</span></b>。</span></div> </td> </tr> </tbody> </table> </p>