Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,Recruiting is a Journey,增员旅程,You need a map,您需要一张地图作指南,1,Where to Travel to?您要到哪里旅行？,2,The Journey Depends on the,Travelers Goals,旅程决定于旅行者的目标,Where is the candidates destination,准增员对象的目的地是哪里,Help candidate decide on a destination for his life,帮助准增员对象确定他的人生目标,Decide if you can assist him,决定您是否能帮助他,If so,then your job is to find a map for this journey,如果如此，那么您的工作是为他找到一张旅游地图,3,Your Agent Profile,业务员创业轮廓,Age,年龄,Education,教育情况,Natural Market,缘故市场,Maturity,成熟程度,Etc.,等等,4,Direct Contact Recruiting:Three Steps,直接接触,增员法：有三个步骤,1.,Start conversation with candidate,与准增员对象开始交谈,2.,Continue conversation,继续交谈,3.,Goal:get candidate back to your office for deeper talk,目标：把准增员对象带回办公室继续深谈,5,How do I Begin?,我如何开始交谈？,When your children grow up,do you wish them to work in the same job as you do?,当您的孩子长大后，您希望他们从事和您一样的工作吗？,6,Alternative Beginnings,其它开场白续,Do you think you will receive the financial rewards you really want from your present job?,您认为您能够从目前所从事的工作中得到真正期望的报酬吗？,7,Alternative Beginnings,其它开场白续,Most people want more than just money from a job:,大多数人想从工作中得到的不仅仅是金钱：,Satisfaction,自我满足,Growth opportunities,个人成长的时机,Belief that their work counts,自信所从事的工作非常重要,Will this job provide you all three in the next few years?,此项工作会在未来几年内向您提供这三项成果吗？,8,Alternative Beginnings,其它开场白续,If you met an old friend after many years,who had been very successful,would you be proud to tell him what your job is?,假设许多年后您遇到一位很成功的老友，您会非常骄傲地告诉他您的工作情况吗？,9,Alternative Beginnings,其它开场白续,If you had to write an autobiography at age 60,would telling the reader that this was your job accomplishment be satisfying for you?,当您在60岁写自传的时候，您会告诉读者您对这份工作中所取得的成就很满意吗？,10,Alternative Beginnings,其它开场白续,Here is part of a sentence,“My greatest accomplishment in my life is.,Would you be pleased to say working at this job?,如果让您说：“我一生中所取得的最大成就是,您会很快乐地答复所取得的最大成就是从事这项工作吗？,11,Possible Answers可能的答复,Yes,是的,No,不是,Why do you ask?,你为什么问这个问题？,None of your concern,不关你的事,Etc.,等等,12,Does not matter why he says,不管他为什么如此说,You say,I understand but heres the reason why I asked you that question,你说：“我理解，但是让我告诉您我为什么要问那个问题的原因。,13,When I was young,I had a chance at a career that would:当我年轻时，我曾面临一个工作时机：,Let me make a lot of money能让我挣到很多钱,Help people reach their financial goals 能帮助人们到达他们的财务目标,And develop myself at the same time 同时也能开展自己,14,Now,I am a manager with chinalife Insurance Company of China.I am searching for a qualified man or woman who is interested in a lifetime career opportunity,such as this.现在，我是中国人寿保险公司的一名业务主任。我正在寻找一位合格的男士或女士，一位对终生从事寿险营销这样一个工作时机很感兴趣的人。,15,Do you have 15 minutes now,or would later on at 3:00oclock this afternoon be better?,您现在能抽出十五分钟的时间让我们谈谈吗，或者再晚些时候，今天下午3点钟更方便？,16,Your Goal is to Obtain an Appointment您的目标是要获得一次面谈的时机,To answer four basic questions 要答复4个根本问题,17,What about the,chinalife,?,中国人寿是什么样的公司？,Strengths 优势,Training 培训,Promotional opportunities 晋升的时机,Achievements 成就,18,What about the job of agent?,业务员的工作是什么？,Developing clients and friendships,开发客户，建立友谊,Helping people,帮助人们,Producing pool of investment monies for the good of our country,为我们的国家利益着想，建立一个资金投资渠道,Meeting people,会见客户,19,What would I have to do?,我应该做些什么？,Follow my directions,遵照我的指导进行工作,Contact interesting people,与有趣的人们建立联系,Attend morning meetings,参加晨会,Prepare through training for success,通过培训，为成功作准备,20,What can you do to help me succeed?,为了帮助我取得成功，您能做些什么？,Show you a role model you can follow,向您展示一个您能效仿的工作模式,Train you in what you need to know and do,对于您需要了解和做的事情进行培训,My success with others like you is best measure of what you might expect,我帮助别人的成功范例或许对您的期望是最好的参照,21,Use my example of a question to begin:When your children grow up,etc,请采用我的开门话术范例：当您的孩子长大后，等等,Write your own beginning question.We will give you five minutes,请写下您自己的开门话术，我们将给您5分钟的时间,Now,its your turn.,现在，该轮到你了。,22,Now,a more thoughtful question:List three reasons why you entered Ping An.,现在，问您一个更有深度的问题：请列出您为什么进入平安的三个原因,Do NOT consult with your neighbor.There are many answers to this.,请不要询问您的邻座。对于这个问题有很多答案,23,