Nowadays some insurance companies began fanfare of

, Meaning that the company needs to be customer-oriented, and satisfy customer needs. On the surface, In a way, less product-oriented to demand-driven reality.

first to analyze demand-oriented issues. Is the so-called demand-oriented direction of the needs of the customer, the customer what they want,Louis Vuitton Handbags, what the insurance company to produce to meet their needs. Now many people do not need insurance, as long as we sell insurance to customers, most of them refuse. Thus, if no customer-oriented insurance, the insurance company can only be closed. Some customers need the insurance, the insurance proceeds they want higher than bank deposits, and even much higher return than the stock market, insurance companies can meet these customer needs? Also some customers, the event risks,Chanel Handbags, such as chronic disease had the hope to buy the insurance and get claims, such a need to meet it?

Some may say that I altered the idea of ​​the demand orientation is to meet the reasonable needs of customers, rather than the needs of those who go against the insurance principle. What is reasonably necessary? In fact, customers do not know commercial insurance can do, they do not know how much the interest rate is scheduled, how bonus calculation, how everything is going settlement rate, why is health insurance a year,Prada Handbags Online, had chronic disease and then can not claim ... ... so Customer does not exist so-called reasonable insurance needs. Of course, we can not rule out those who have a clear understanding of the insurance expert-level customers, but they are too little, not enough to make a sufficient premium insurance companies. For most customers, insurance is complex and difficult to understand, many customers do not understand the terms, sales professionals must be allowed to explain to them. From the current actual situation, not an insurance company really implement demand-oriented strategy, they are product-oriented and forced the insurance sold to customers.

product-oriented while some inconsiderate, but consistent with the interests of insurance companies, can bring a lot of premiums. Product-oriented aim is not whether customers need to find ways to allow customers to pay for the purchase of selected products. This practice did not differ with the sale of tangible goods, such as a company producing gold out of the swing plane or the God of Wealth, the hype its benefits, so people have to buy. This is the simplest, most direct marketing tool, do not need to study the problem of customer needs or not, in short,India Jian smile curve, as long as some means, such as please a God of Wealth, increase dividends or to customers that halo, so that customers can pay. For this reason, insurance companies are basically driven by products to new markets.

there is a direction that we stand for professional guidance. These words how to tell? Because insurance more professional, complex, customers do not understand the actuarial, so it needs professional expertise for clients to explain instructions. Because the sales staff must learn the knowledge, professional approach to master in order to provide reasonable insurance solutions. Professional orientation and is similar to a doctor, the doctor will not be oriented to the needs of the patient. Patients do not know what ails, what drugs need, doctors trained to diagnosis and treatment of disease after,Gucci Sunglasses, they will not listen to the patient's surface, say, instead of using test instruments and clinical experience, make the right judgments about illness, given treatment. Insurance sales professional is a doctor in the process-oriented, professional sales staff will not simply listen to the surface of the customer needs, but by understanding customer's financial situation, financial preferences and aspirations of the future, given the final proposal and reasonable insurance.

example. A 3-year-old son, parents want to buy insurance, insurance sales staff sought advice: introduce to you one by one, and finally you choose a satisfactory, how? can continue to receive pension after. This product is very hot, not on this month not only buy, so you have to decide as soon as possible. In addition, there are special gifts to buy now, as long as you pay over 50,Chanel Bag Outlet,000 a year, travel to Korea for free. If you are still not satisfied, I can give you 10% commission refund, which is generally the salesman can not, I am a manager,Gucci Handbags,I have a green dream, the legitimate rebate for you, I do not want to make your money , just to complete the task. are likely to encounter the risk, I can introduce to you insurance. we do is risk of trading,Western food culture there are important differenc, if there is no risk, you do not need to buy insurance. because the risk is there, so everyone can afford to ignore the risk, should be prepared to deal with preparation. So, my suggestion is to put most of the premium savings in the education of their children, let your child education in the future be foolproof protection. spend a small amount of money to cover accidental injuries, hospitalization, critical illness insurance, just in case These risks occur when a reasonable economic compensation.

seen by comparing the demand-oriented customers will know what to do, so nothing sales staff, product-oriented to the simple, practical, professional orientation are more tired, not an ordinary business people to master, and need to learn a lot of expertise. From the rational perspective, professional orientation is the most reasonable, much like the medical treatment, it is worth the pursuit of all sales personnel. However, the actual situation, professional guidance is not desirable, the insurance company can not let an agent take a high price to acquire specialized knowledge, they want to see the dish is the sword, an immediate premium. Therefore, the most practical product-oriented. Although reasonable professional guidance, but the space does not exist.

However, the product-oriented promotion of a dozen years later, we found that the insurance markets in turmoil, the insurance industry as the industry lose the trust of the people, the people selling insurance to avoid one. Go on like this,Coach Messenger Bags, the product-oriented will destroy the insurance industry.

product-oriented although irrational, but it can persist, although reasonable and professional guidance, but can not survive. Clouds can not always cover the sun,Coach Handbags, people can only live a normal life under the sunshine. Unreasonable things can not always survive, will die, be a more reasonable alternative, which is an irresistible law of nature. So in the end, the insurance industry, the winners must be those of professional-oriented companies and individuals.

Zen 吢 welcome Mi Yun 氺