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Vendere Assicurazioni

Vendere Assicurazioni


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About the Book

All'interno di questo libro scoprirai:

COME CONCEPIRE L'ASSICURAZIONE
L'assicurazione come strumento per la gestione del denaro.
Un nuovo modo di concepire l'assicurazione e di proporla al cliente.
Un nuovo modo di rapportarsi all'assicurato: da cliente a persona.

COME COMUNICARE CON IL CLIENTE
Come usare i canali della comunicazione.
La capacità di comunicare al di là delle parole.
Il concetto di responsabilità della comunicazione.

COME CONCLUDERE IL PATTO DI VENDITA (PRIMA MOSSA)
L'approccio con il cliente e le tecniche di "rispecchiamento".
I diversi modelli di approccio con il cliente.
L'approccio vincente e l'importanza della sincerità.

COME PORTARE IL CLIENTE A RICONOSCERE I SUOI BISOGNI (SECONDA MOSSA)
Come determinare le esigenze e i desideri del cliente.
Domande chiuse, domande aperte e domande spalancate.
Ottenere le informazioni: le dieci domande fondamentali.
COME PROPORRE SOLUZIONI CON IL METODO DELLE "5 COLONNE" (TERZA MOSSA)
La differenza fra le caratteristiche e i vantaggi di una proposta.
Il metodo delle "5 colonne" per una proposta personalizzata.
Non solo proposte vantaggiose: guidare razionalmente il cliente.

COME CONCLUDERE LA VENDITA UTILIZZANDO LE OBIEZIONI DEL CLIENTE (QUARTA MOSSA)
La chiusura di una trattativa: l'analisi del rifiuto finalizzata al miglioramento.
Come gestire le obiezioni del cliente trasformandole da ostacolo a manifestazione di interesse.
Come distinguere le obiezioni reali da quelle pretestuose.

COME METTERE IN MOVIMENTO IL "MOLTIPLICATORE D'AFFARI" (QUINTA MOSSA)
Come trasformare i clienti in sponsor della nostra attività la referenza attiva.
L'importanza della continuità nel tempo del rapporto con il cliente.
Il "moltiplicatore d'affari" diventare un cliente per il proprio cliente.


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Product Details
  • ISBN-13: 9788861744059
  • Publisher: Amazon Digital Services LLC - KDP Print US
  • Publisher Imprint: Bruno Editore
  • Height: 229 mm
  • No of Pages: 128
  • Spine Width: 7 mm
  • Weight: 231 gr
  • ISBN-10: 8861744052
  • Publisher Date: 11 Jun 2021
  • Binding: Paperback
  • Language: Italian
  • Returnable: N
  • Sub Title: Cinque Mosse Efficaci per Vendere Prodotti Assicurativi e Soddisfare il Cliente
  • Width: 152 mm


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