构想 8 改善电话推
销技巧的八个方法...................................................................................................................11
构想 9 每年检视客户保单有助于增加业绩.........................................................................12
构想 10 主顾开拓的二十一天................................................................................................13
构想 11 获得推荐信函的十个步骤........................................................................................16
构想 12 自己观察的主顾开拓................................................................................................18
构想 13 一周的主顾开拓计划................................................................................................19
构想 14 告示板系统................................................................................................................20
构想 15 增加获得良好推荐函的五个方法...........................................................................21
构想 16 使准主顾对你留下深刻的印象...............................................................................22
构想 17 发展影响力中心........................................................................................................23
构想 18 购买寿险的二十六个理由........................................................................................24
构想 19 了解准主顾的需求.....................................................................................................25
构想 20 社团行销法.................................................................................................................27
构想 21 利用商展会场开拓主顾............................................................................................28
构想 22 期约面谈....................................................................................................................29
构想 23 向既有客户推销的十个理由....................................................................................30
构想 24 持有源源不断的准主顾............................................................................................31
构想 25 提高名片的效用........................................................................................................33
二、接触准主顾. .35
构想 26 说服固执的准主顾....................................................................................................35
构想 27 留给准主顾最佳印象................................................................................................36
构想 28 贵重资产的保障.......................................................................................................37
构想 29 别说抱歉——保持自信............................................................................................38
构想 30 在面谈时适时提出问题...........................................................................................39
构想 31 开拓主顾的七项建议...............................................................................................39
构想 32 避免留下负面形象的三种方法...............................................................................41
构想 33 早餐约访接触方法...................................................................................................41