| hi venu, thanks for your reply.... i need more clarification about this... actually am selling insurance policy... i feel difficlut to make the customer to understand the features and intangible bebefits.... how should i make them to understand and how shoule i understand the behaviour of the consumer hi Visu, GOOD MORNING ! i think ur going thru a very tough period and breaking ur head to persuade people to take ur insurance policy.... dont worry..... take few moral boosting steps that iam writing to u here under.... 1. visit as many people as possible, explain ur product and ur company policy, Terms and conditions of the company policy. 2. Never commit ur clients anything to which u cannot keep-up. 3. YOU SHOULD BE VERY PATIENT ALL THE TIME - this is very important. ( example : if u go to a sariee or cloth shop u will see that those shop sales men are so busy winding and un-winding the clothes only for whole day. then when do they sell..? ) 4. Compare ur product's plus points with that of ur compitetor. 5. Make friends in the same category. Especially insurance agents. Talk to experienced people related to ur subject ( dont pose them ur weaknesses) Talks play a very important role. 6. Always stay POSITIVE . always. never mind wat happens. remember no body tells but every body fails. 7. Believe in yourself. YES U CAN DO IT. ( never mind u may not be doing it ) but u hav to make this ur daily mantra. 8. u cant change things....let things change . ok. try this for a month or so...........then when u find success, please write to me. i'll be glad to read ur success story. ok visu ? bye. Take care . All the best ! Yours truely V. VENU Visa, If I understand your clearly, you current area of concern is to understand what exactly the customer wants and how can you position yourself. It thats what your problem is. Try something like this: 1) Listen to your customers: Wait till he completes, never interupt him. If you have something to share and afraid of forgeting then write it down. (Always carry a notepad) 2) Probing: Ask questions before you propose. What is he looking for (Return / life cover / Tax benefit), How much can he invest?, what is time frame is he looking?, His risk appetite? 3) Introduce your offerings: Introduce your plans in general i.e. we offer a variety of plans and have recently helped many people to save tax, grow their money and covered lot of people in the last 3 months. 4) Analyse current need: Try to find what is he doing? How can you add value to his saving and investment, position accordingly. 5) Improve your knowledge: Lets realize this we just know 20% of what we are expected and have 80% always left in me to go extra mile. So improve your knowlege w.r.t market, customer, product, your company. This steps would help you to analyze what the customer wants, his response and you can position yourself better. Should you have any questions, please feel free to contact me
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