BYRAGHAVENDRA RAO

‘YOU CAN’T BATHE IN THE SAME RIVER TWICE. IT MEANS THAT RIVER CHANGES CONSTANTLY

THIS IS ANALOGY OF TIME EVEN FOR LIFE. YOU CAN’T SELL THE SAME POLICY TWICE OR LIVE YOUR LIFE TWICE

REMEMBER,

RENEWAL IS IMPORTANT NOT ONLY IN BUSINESS, BUT IN LIFE ALSO.

IT IS TIME TO SHED YOUR OLD APPROACHES AND LOOK FOR NEW VISTAS EVEN IN SELLING

INSURANCE IS A CONCEPT SELLING PROCESS AND DEMANDS NEW IDEAS IN THE CURRENT SCENARIO

EMOTIONAL SELLING STIMULUS-RESPONSE SELLING MENTAL STATE SELLING NEED-SATISFACTION SELLING PROBLEM-SOLVING SELLING CONSULTATIVE SELLING

MANY BUSINESS MEN FEEL THAT THERE IS NO PLACE FOR EMOTIONS IN BUSINESS, BUT INSURANCE IS AN EXCEPTION BECAUSE THE VERY BUSINESS IS OF EMOTIONS

THE CONCEPT OF INSURANCE UNDERSCORES THE RELATION BETWEEN THE INSURED AND ASSURED AND BOTH BEING THE SAME IN MOST OF LIFE INSURANCE CONTRACTS. THAT IN TURN TELLS A GREAT DEAL ABOUT THE INTRINSIC EMOTIONAL VALUE ATTACHED

UNDERSTANDING THIS IN ITS PROPER PERSPECTIVE AND MASTERING THE ART OF EMOTIONAL SELLING SHOULD HELP OUR SALESMEN TO BE MORE EFFECTIVE INSALES TALK, MORE CONFIDENT IN THEIR APPROACH AND MORE CONVINCING IN THEIR ARGUMENTS

SALES PERSONPROVIDESSTIMULI

BUYERRESPONSESOUGHT

CONTNUEPROCESSUNTIL PURCHASEDECISION

ATTENTIONINTEREST

CONVICTION

DESIREACTION

UNCOVER PRESENT CONTINUEAND CONFIRM OFFERING SELLINGBUYER TO SATISFY UNTIL NEEDS BUYER NEEDS PURCHASE DECISION

DEFINEPROBLEM GENERATE

ALTERNATIVESOLUTIONS

EVALUATEALTERNATESOLUTIONS

THE PROCESS OF HELPING CUSTOMERS REACH THEIR STRATEGIC GOALS BY THE PRODUCTS, SERVICES, AND EXPERTISE OF SELLING ORGANISATION

DECIDE, WE WILL SELL

OR

ELSE ANY ONE