话术手册 幸福有约 1 前言 幸福有约高端客户关注点在养老社区、资产规划、财富传承等多个方面，因此，不能仅以高端医养社区的销售点来解决客户的问题，以下为产说会沟通环节及日常沟通时客户经常问道的问题及回答 1、先背诵再发挥 2、本课程为开放式课程，如果有更好的回答或者解决方式，可以进行沟通探讨！ 课程要求 2 目 录 CONTENTS 一、财富话术 二、异议处理 3 3 一 财富话术 老钱话术 绿色资产话术 冷冻产话术 4 老钱话术： 权贵家族之所以可以基业长青，靠的不仅仅是银行里的存款和投资市场里的流动资金，而是有一套让其家族“富过三代”的资产传承规划，那就是留一笔能够传承三代的“老钱”给到后人。 我们可以为您设计一套这样的方案，能够帮助您把“老钱”跟您的家族优良传统传承下去，让您的子孙后辈都成为贵族，我为您具体介绍一下吧！ 5 绿色资产话术： 贵族不是一代铸就的，而是代代相传的。一旦风险来临的时候，家庭资产和企业资产将会受到法律、政策的限制，成为可冻结的黑色资产； 而绿色资产是能够不受法律、政策的限制，不会被冻结，永远属于您和家人的可传承资产； 像您这样的企业家想必十分需要一份合理的规划，将一部分家庭财产和企业财产以合法的方式转换成绿色资产吧？接下来我为您做个计划…… 6 冷冻产话术： 在当前市场经济不断下行的情况下，伴随着CRM法案的出台，从专业的角度分析，您现在十分迫切需要将您的一部分资产转为可以避税避债，确保财富传承的“冷冻产”。 我可以帮您设计一款这样的方案，在合法的前提下，能够帮您把一部分“保命钱”安全的冷冻起来，你看您需要做100万还是200万的规划呢？我帮您具体做个计划…… 7 二 社区问答 8 我自己可以养老，不需要你们的方式······································································································10 我孩子可以给我养老，不需要你们的方式······························································································11 我自己有很丰富的医疗资源，你们说的医疗问题我可以解决·····························································12 你们的社区太高端了，说了那么多明星居住，我就是个普通人，你们要是有中端的就可以·······13 你们的社区价格多少，太贵了吧···············································································································14 你们广西社区什么时候落地啊，我等你们XX社区落地我再买····························································15 中国人寿和太平都是国有公司，也有社区，应该比你们更靠谱·························································16 我家里有位护理的，你们不让住一起，是不是不讲人性·····································································17 你们对需要护理的居民都是怎么照顾的？······························································································18 我能不能在这里住几个月，到那里住几个月？······················································································19 你们海南社区就那么小，如果全国都去，你怎么接待的了呢？·························································20 你们的收费价格怎么样？····························································································································21 我现在买了，会不会未来的服务不如现在呢？·······················································································22 200万保险太贵了，而且养老就是养老金，干嘛非要保险呢·······························································23 200万保险能保证我社区的费用吗？·········································································································24 我买保险，不用来自己养老，想给孩子留点钱，保险有啥好处··························································25 我的本金什么时候给？································································································································26 为什么其他保险公司的产品比你们领的多？···························································································27 我需要交费期满才能入住吗？····················································································································28 我不买你们的保险就不能住你们的社区吗？···························································································28 9 问 答 目 录