情境
选择 6 个对话s 进行练习
Initial Needs Assessment
The client meets with the insurance agent for the first time to discuss their general insurance needs, life stage, and financial goals. The agent asks open-ended questions to understand the client's current situation and potential areas of concern.
客户首次与保险代理人会面，讨论他们的一般保险需求、人生阶段和财务目标。代理人提出开放性问题，以了解客户的当前状况和潜在担忧领域。
Policy Explanation and Comparison
The agent presents different insurance policy options (e.g., life, health, auto, property) tailored to the client's needs, explaining the features, benefits, premiums, deductibles, and exclusions of each. The client asks clarifying questions and compares the options.
代理人介绍为客户量身定制的不同保险方案（例如，人寿、健康、汽车、财产等），解释每种方案的特点、优势、保费、免赔额和除外责任。客户提出澄清问题并比较这些选项。
Clarifying Coverage Details and Riders
The client expresses interest in specific policies and asks detailed questions about coverage limits, specific medical conditions covered or excluded, waiting periods, and available riders or add-ons to customize the policy further.
客户对特定保单表示兴趣，并详细询问保障限额、涵盖或排除的特定医疗状况、等待期以及可用的附加条款或额外选项，以进一步定制保单。
Premium Calculation and Payment Options
The agent provides a precise calculation of the premiums based on the selected coverage and the client's profile. They also discuss various payment frequency options (monthly, quarterly, annually) and available payment methods.
代理人根据所选保障和客户资料精确计算保费。他们还会讨论各种支付频率选项（月付、季付、年付）和可用的支付方式。
Handling Objections and Concerns
The client raises concerns or objections regarding the cost, necessity, complexity, or perceived limitations of the proposed insurance. The agent patiently addresses these concerns, provides further clarification, and offers solutions or alternatives.
客户对所提议保险的成本、必要性、复杂性或感知限制提出担忧或异议。代理人耐心解答这些顾虑，提供进一步澄清，并提供解决方案或替代方案。
Application Process and Next Steps
Once the client decides on a policy, the agent explains the application process, required documentation, medical examinations (if any), and the timeline for policy issuance. They also outline the next steps for formalizing the agreement.
一旦客户决定保单，代理人会解释申请流程、所需文件、体检（如果有）以及保单签发的时间线。他们还会概述正式达成协议的后续步骤。