“抓住一切机会,争取一切可能与客户见面,但是交谈起来,你要做的是平和稳健地为客户考虑,不要像有些公司的业务员那样把什么都说得很‘玄’。”代理人张伟对于自己在友邦做保险的经验如此总结道。如今,他已经成为友邦上海分公司的一名业务主任,开始领导一支十人左右的团队。“你很难想像我三年前刚开始的样子。”张伟笑道,“那时候见客户的时候几乎紧张到手足无措。”回忆起自己的经 “Take every opportunity and try to get everything to meet with the client, but when you’re talking, all you have to do is calmly and carefully consider the client, not to say anything like that of some company clerk.” The agent Zhang Wei sums up his own experience of doing insurance in AIA. Today, he has become a business director at AIA’s Shanghai office and has led a team of about 10 people. “It’s hard to imagine what I was just three years ago,” laughed Zhang Wei, “when I was almost in my infancy when I met my clients.” Recalling his own book