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【繁體】本分:華人保險天后陳明利的成功心法

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【繁體】本分:華人保險天后陳明利的成功心法

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從事業務工作時,她:
連續32年達成美國百萬圓桌協會會員資格,其中有29年取得百萬圓桌「頂尖會員」(TOT)的榮耀。

帶領團隊後,她:
除了個人得獎,團隊也得到美國友邦保險(AIA)新加坡公司七次笫一名獎項。

一年當中,她除了忙於保險業務、帶領團隊,也經常飛到國外演講,有幾年至少有三分之一的時間不在新加坡。
到底,她是如何在一年之中做這麼多事?還能保持業績的頂尖及99%的續保率?
她說,成功的業務人員,只需要掌握好三大功夫就可以加速成交。

一是心法,一是態度,一是技巧。
心法,講的是最核心的,絕對不能動搖的,那以愛出發之法。
態度,道的是最該擁有的,待人處事時的道理。
技巧,說的是最易懂的,以客戶為尊的對應方式。

在這本書中,作者將心法、態度及技巧的關鍵以故事,用例子,觀念來告訴大家,期待您在看完本書後,有更多的體會,在保險行銷時更有效率,以便有更多的時間服務需要的客戶。

別忘了,你的工作,正為你的客戶帶來更多的人生福氣。

目錄

自序4
推薦序心為根本,一切都是修行│印能法師12
璀璨的人生故事│黃經輝 .14
勤勉精神與專業│洪振群 .16
我心中永遠的榜樣│胡柳 .19
大愛情懷陳明利│郭明忠 .24
靈魂之光│黃小玲26
不遺餘力投入慈善的明利阿姨│Ken Leong.30
從影視明星到壽險明星│劉朝霞34
一本勵志好書│沈財福36

第一部 業務魂,是成功的第一步.....................................42
再怎麼小件的案件,都要堅持44
客戶的信任,萬金難買 .53
真心難得,做個一生負責的業務員 59
面對問題的三種人,以及三種態度65
不要自己斷了自己的路 .72
懂得化危機為轉機78
對的事,就要堅持84
把最好的狀態表現出來 .91
業務員之死97
你有多大的決心想要成功 .103
再大的考驗,也不要改變初心114

第二部 深入核心的,才是成功的關鍵.................................120
變化,時時都在。體悟,往往只在一念之間。122
你就代表著你的公司及產品130
動機決定業務的高度 .136
第一時間就出現140
骆驼应该 駱駝應該在動物園裡,還是在一望無際的沙漠裡? .146
我提供的是真正的價值 .151
認清自己就是個最佳品牌 .159

第三部技巧,加速成交的方式........................................164
創造你自己的保險口號 .166
找到正確對象也要找到好時機169
釘子碰得多,生手自然也上手175
突破客戶心防的方法 .181
強勢說服?不如借力使力最聰明188
聽出客戶弦外之音196
任何時刻都是最佳的銷售時刻202
永遠要讓自己堅持到最後一分鐘210
什麼才是真正的拒絕 .217
這時候你要乘勝追擊嗎? .229
比起話術,不如喚起客戶自己的記憶 .235
不要一下子就被電話給拒絕了244
如何透過參加活動拓展生意251
加快找到目標的方法 .259
孤兒保單是我們服務的重要對象266

特別篇 我的冠軍之路...............................................272
冠軍其實是種生活態度 .276
從瞠乎其後 到遙遙領先284
無論如何,年年要得冠軍 .297
陳明利得獎紀錄307

自序/導讀

所以從那時起,「陳明利」三個字就已經成了我人生中的方向標。

我對自己說,即使成不了陳明利,但我只要朝著這個方向努力,就一定能夠成為最好的自己, 成為最好的胡柳; 那麼到那時, 我也就夠了。

事實如此,到今天我也沒能成為陳明利;相信在未來的日子裡,我也成不了陳明利。但是, 十幾年過來, 我成了MDRT,成了TOT,成了平安高峰會長,成了行業明星,成了榜樣母親,成了幸福女人,成了親人、朋友、公司的驕傲,成了獨立、堅韌、果敢、勤勞、善良、進取的自己。

直到今日, 我和許許多多的人一樣, 依然接受著明利姊和風細雨、溫婉明媚的滋養與改變。在我驕傲的時候, 明利姊拉著我的手說:「胡柳啊,我們是從這個行業成長起來的,現在我們有能力了,就應該謙和為懷地回饋我們這個行業, 盡其所能服務好我們的社會。」當我遇到挫折沮喪的時候,明利姊擁抱著我,拍著我的肩膀說:「沒有刻骨銘心的遭遇,怎麼會有回味無窮的人生。」當我懶惰的時候,明利姊笑嘻嘻地對我說:「走遍千家萬戶,方能走遍千山萬水;嘗盡千辛萬苦,方能品盡千珍百味。」而當我孤獨流淚無助的時候,明利姊每次都似有意或無意地來到我的身邊,陪著我流眼淚,命令我堅強,告訴我未來會更美好,督促我必須繼續用正確的方式、高尚的人品獲取更大的勝利。這是明利姊和我的故事,她從不知道,她的靜靜綻放對我乃至對我整個人生的影響!

今天,知道她要出版第二本書了,我很開心也很期盼,因為我知道明利姊的行為方式,知道她出書的終極目的。她深深熱愛著生命垂青帶給她服務社會的這份能力,心疼著行業的每一個同仁,心繫著社會裡每一位需要幫助的人。書裡的每一個文字、每一個經驗分享,都是用生命在寫。她善良慈悲充滿正能量的內心或許大家都知道,但也或許只有我才能如此真切地感悟。如同她時常對 我說的,做人有四樣東西必須堅持:揚在臉上的自信、長在心底的善良、溶進血液裡的骨氣、刻進生命裡的堅強。此時的陳明利正在踐行著她的承諾,用《本分》來回饋社會。我也必將跟隨著明利姊的步伐,繼往開來在壽險行銷這條康莊大道上奮力前行。

我熱愛人壽保險,熱愛我的公司,熱愛我的同事,熱愛我的客戶我的家人。我衷心希望我們的社會更加美好,希望更多人跟我一同受益,感受陳明利,讓陳明利來到你身邊,走進你心裡。

我力薦這本《本分》!世界很大,幸好有你,我心中永遠的榜樣—陳明利!我愛你!

胡柳
中國十大保險明星、億萬保額第一人


推薦序
大愛情懷陳明利

人像一面鏡子,我們怎麼對人,人家就怎樣對你。
明利姊熱心助人,朋友給她的也是正面的回報。
這麼多年來,我所認識的明利姊,是一位有大愛情懷、極富同理心的人。她真心助人從不問回報,朋友圈中都知道她的熱心與為人。過去,她是個大明星,才華洋溢,卻能放下她的光環,在困境中憑著她的意志力突破重重障礙,一個小女生在社會上拚搏,能走到今天的成就與地位,真的難能可貴!

得知明利姊即將出版新書,我非常榮幸寫文推薦。

《本分》中有明利姊數十年如一日的工作中與客戶們相處後萃取的故事,也有明利姊看待事情的角度與想法,尤其提到當年的大企業家在金融危機時如何面對,遇到了什麼樣的際遇。

不同的選擇有不同的未來,讓我深深覺得,這些人生智慧及待人處事的道理,越早知道對我們越有幫助。
明利姊,我從內心敬佩您,您的精神值得我們尊敬。
我要祝福明利姊,慕勤—慕情人生圓滿!
祝您事業更順利、更成就、青春永駐、健康美麗!

郭明忠
BREADTALK麵包新語集團總裁


推薦序
靈魂之光

中國有句古話是這麼說的:「走過的橋,比走過的路多;吃過的鹽,比吃過的米多。」做為八十後,面對世界級的保險天后,我所抱持的心態就是學習和思考。

在事業上,即便她擁有再崇尚的榮譽與光環,她定位自己的每一天,就是一線保險從業人員。在家庭裡,她堅持每一縷清晨的陽光都在房子裡的早餐桌上與家人一同享有。面對友情,她總是在朋友最需要的時候適時出現。她曾對我說過:「妳覺得我的出現對妳有幫助,我就一定會提前規劃時間。」

說起和陳明利女士的相識,來自LOTI在巴厘島的全球首發盛典。她做為特邀嘉賓出席,在第三日的慈善晚宴上,明利夫婿拍下了當晚命名「冠軍」的手錶送給她。在後來的交談過程中,瞭解到「冠軍」的意義,並且令我振奮,賜予我更多的正能量。

在這個競爭激烈的時代,保持領先是最優的一種狀態,能夠幾十年如一日保持「冠軍」姿態,我覺得它已經昇華至一個境界。他們所經歷的世事滄桑,所站立的高處與領略的風景,已然不是左右的競爭對手,或是繁花錦簇。

我曾試圖通過一次次的交談,去理解這當中究竟是怎樣的一番領悟。後來發現人生皆不同,當一個傾聽者,感受那些直接打動人心的小故事才是最重要的,每一個過程都是享受,如同這一本書就是在分享陳明利的人生感悟。

我覺得每個人都應該有一份「重要人物關係表」,我的這份表格依次順序是:親人—老師—朋友—合作夥伴—客戶,對應的類目裡有清晰明確的詳盡名單。有一天,我和助理在梳理更新版本的名單,發現一件有趣的事情:編輯「客戶」這一欄時,原來的客戶名單都遷移到了「合作夥伴」和「朋友」類目,而明利夫妻在「老師」的關係表。

這個排序不是從下往上順勢推理的過程,而是從上至下通過第一意識一秒內讀出來的。我感覺很奇妙,這是我自己研究的一套方法,近三年,我用這樣的方法階段性自我梳理,希望可以合理且有效地分配個人時間。畢竟我們一天只有二十四小時,忙碌起來的時候,一句親人的問候都變得特別奢侈。

我與陳明利女士曾結伴一起出行巴黎時裝週,那是非常美好且難忘的一小段時光。

她比同行的朋友們提前返程,那一日特別早的航班,我們都沒有為她送行。當我們醒來的時候,都收到了一張手寫的小信箋,包括小助理也不例外。內容大致是她對我們現狀的瞭解與未來的期許,彷彿比我們自己更瞭解自己,簡短的字句令每一個人都有立志想要改變與打破的衝動。

於是後來,我在返程的飛機上寫了《巴黎之光》。這一段旅程,我稱之為「巴黎之光」,因為每一個人就像一道光,照亮彼此前行。

陳明利女士就是這一趟旅程的「靈魂之光」。
我想,許多人與事都不是偶然的,看似不經意發生過,卻銘刻在一個人的一生裡。
然而,陳明利女士就是這樣的一個人,與我,與同行者,有著特別的一場緣分。

我還與她一起去過一次不丹,落地的那一刻,接收到的氣場與靈性是質樸又前所未有的,呼吸的空氣裡聞得到「幸福」,這也如同她一直帶給我們的感覺。

嗯,就是「幸福」。

黃小玲
絡緹時尚集團董事長


推薦序
不遺餘力投入慈善的明利阿姨

工藝精品鐘錶企業-豪門世家-始於我年邁8 7歲的大伯,我們一家四代人傳承鐘錶企業至今由我承接事業至今,在多次的義賣會上我有幸認識到雙親口中他們的摯友明利姊。

回想起來, 從學生時代每當下課後我都會進公司跟著做事當學徒,那時我就經常從父母與他們生意上的朋友們口中聽到他們談明利阿姨。

認識明利阿姨的朋友們,給了我更多機會去了解她-一位優雅的女士,不單單因為她這麼多年來在壽險業界創下不起的成就,她積極扶持弱勢,是一位內心溫暖,時時關心周遭非常有愛心的一個人。

我看見她多年來一直不遺餘力地在投入慈善事業,發揮她的影響力登高一呼,將周遭的朋友與忠誠客戶的力量結合起來大家一起做善事,她的行動力讓我感到敬佩。

與明利阿姨一起共事各類慈善項目的過程中,我深深地被她的組織能力與崇高的精神引領啟發,我也願意繼續追隨她,以這樣的理念經營豪門世家鐘錶企業。

祝福明利姊 濟弱扶貧公益慈善大成功
明利阿姨加油
願上蒼保守您的善行義舉給您大大的祝福

KENLEONG日內瓦豪門世家(SARCA)

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Yami has a consolidation warehouse in China which collects multiple sellers’ packages and combines to one order. Our Yami consolidation warehouse will directly ship the packages to your door. Cross-store free shipping over $69.

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You may return products within 30 days upon receiving the products. Sellers take responsibilities for any wrong shipment or missing items. Packing needs to be unopened for any other than quality issues return. We promise to pack carefully, but because goods are taking long journey to destinations, simple damages to packaging may occur. Any damages not causing internal goods quality problems are not allowed to return. If you open the package and any quality problem is found, please contact customer service within three days after receipt of goods.

Shipping Information

Yami Consolidation Service Shipping Fee $9.99(Free shipping over $69)

Sellers in China will ship their orders within 1-2 business days once the order is placed. Packages are sent to our consolidation warehouse in China and combined there. Our Yami consolidation warehouse will directly ship the packages to you via UPS. The average time for UPS to ship from China to the United States is about 10 working days and it can be traced using the tracking number. Due to the pandemic, the delivery time may be delayed by about 5 days. The package needs to be signed by the guest. If the receipt is not signed, the customer shall bear the risk of loss of the package.

Sold by King Stone

Service Guarantee

Free shipping over 49
Genuine guarantee
Ship from Taiwan

Shipping

UPS Ground $11.99(Free shipping over $49)


Seller will ship the orders within 1-2 business days. It will not be shipped between April 7, 2019 and April 4, 2019. Orders during this time will begin shipping on April 8. Thanks for your cooperation.

Yami Points information

All items are excluding from any promotion or points events on Yamibuy.com

Return Policy

You may return product within 30 days upon receiving the product. Items returned must be new in it's original packing, including the original invoice for the purchase. Customer return product at their own expense.

Yami

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About the brand

KingStone

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About the brand

KingStone