總初級(jí)主管育成課程-12邁向高峰之路

邁向高峰之路初級(jí)主管育成體系課程（2015版）個(gè)人簡歷課程目標(biāo)通過學(xué)習(xí)《邁向高峰之路》這篇文章，談出各自的閱讀體會(huì)，明白成功方程式的計(jì)算，并掌握成功的三要素，最后堅(jiān)定個(gè)人成功的信念。課程大綱ü1閱讀體會(huì)2成功方程式的計(jì)算3個(gè)人目標(biāo)分析4學(xué)習(xí)時(shí)間學(xué)習(xí)時(shí)間《邁向高峰之路》課程大綱ü1閱讀體會(huì)2成功方程式的計(jì)算3個(gè)人目標(biāo)分析4學(xué)習(xí)時(shí)間閱讀體會(huì)（1/2)學(xué)員閱讀體會(huì)分享閱讀體會(huì)（2/2)壽險(xiǎn)成功三要素訪談次數(shù)成交率平均每件傭金壽險(xiǎn)成功三要素（1/3)工作量=訪談次數(shù)！工作量是一切的基礎(chǔ)。因此第一個(gè)要求是先去做！壽險(xiǎn)成功三要素（2/3)銷售技能=成交率！成交率須經(jīng)過一定的時(shí)間，透過經(jīng)驗(yàn)的累積，慢慢進(jìn)行提升。壽險(xiǎn)成功三要素（3/3)人際關(guān)系=平均每件傭金！當(dāng)你認(rèn)識(shí)一個(gè)人，他幫你做轉(zhuǎn)介紹時(shí)，他的收入就決定了你的收入。人際關(guān)系中的80/20法則。目標(biāo)市場的鎖定非常重要。但是目標(biāo)市場的轉(zhuǎn)變是需要時(shí)間的，欲速則不達(dá)！課程大綱ü1閱讀體會(huì)2成功方程式的計(jì)算3個(gè)人目標(biāo)分析4學(xué)習(xí)時(shí)間成功方程式的計(jì)算（1/3)成功方程式的結(jié)論收入=訪談次數(shù)×成交率×平均每件傭金成功方程式的計(jì)算舉例：年收入要達(dá)到3萬元，面談成功率為8%，約訪成功率為25%，件均保費(fèi)為2500元。成功方程式的計(jì)算(2/3)一年傭金純收入要達(dá)到3萬元。考慮到所得稅的因素，一年的FYC應(yīng)達(dá)到37500元，即每月必須是3125元3125÷傭金率30%=10416元（總保費(fèi)）若件均保費(fèi)2500元，則需要成交4件保單若面談成功率是8%，則需要見50個(gè)客戶，基本上每天面見3個(gè)客戶若約訪成功率為25%，則需要打200個(gè)電話，即每天約打10個(gè)電話成功方程式的計(jì)算(3/3)結(jié)論要達(dá)成這樣的收入，每天要做的工作：打10個(gè)電話，約到3個(gè)人；見三個(gè)客戶，進(jìn)行面談；要求轉(zhuǎn)介紹，每個(gè)人3-5個(gè)。課程大綱ü1閱讀體會(huì)2成功方程式的計(jì)算3個(gè)人目標(biāo)分析4學(xué)習(xí)時(shí)間我要什么？為了目標(biāo)，我準(zhǔn)備付出什么？我如何做得更好？成功三問夢想成功實(shí)現(xiàn)的兩個(gè)要素專注于你的目標(biāo)一個(gè)可助你完成目標(biāo)的行動(dòng)計(jì)劃智力題：池塘里有一片荷葉，它每天會(huì)增長一倍。假使30天會(huì)長滿整個(gè)池塘。請問，第28天池塘里有多少荷葉？答案：1/4池塘每次一點(diǎn)點(diǎn)的放大，最終可能帶來一場“翻天覆地”的變化。思考每天進(jìn)步一點(diǎn)點(diǎn)（1/3)

100100+(100x1%)=101101+(101x1%)=102.01102.01+(102.01x1%)=103.03103.03+(103.03x1%)=104.06104.06+(104.06x1%)=105.10105.10+(105.10x1%)=106.15106.15+(106.15x1%)=107.21107.21+(107.21x1%)=108.28108.28+(108.28x1%)=109.37109.37+(109.37x1%)=110.46110.46+(110.46x1%)=111.57111.57+(111.57x1%)=112.68112.68+(112.68x1%)=113.81113.81+(113.81x1%)=114.9516114.95+(114.95x1%)=116.1017116.10+(116.10x1%)=117.2618117.26+(117.26x1%)=118.4319118.43+(118.43x1%)=119.6120119.61+(119.61x1%)=120.8121120.81+(120.81x1%)=122.0222122.02+(122.02x1%)=123.2423123.24+(123.24x1%)=124.4724124.47+(124.47x1%)=125.7225125.72+(125.72x1%)=126.9726126.97+(126.97x1%)=128.2427128.24+(128.24x1%)=129.5328129.53+(129.53x1%)=130.8229130.82+(130.82x1%)=132.1330132.13+(132.13x1%)=133.4546154.93+(154.93x1%)=156.4847156.48+(156.48x1%)=158.0548158.05+(158.05x1%)=159.6349159.63+(159.63x1%)=161.2350161.23+(161.23x1%)=162.8451162.84+(162.84x1%)=164.4752164.47+(164.47x1%)=166.1153166.11+(166.11x1%)=167.7754167.77+(167.77x1%)=169.4555169.45+(169.45x1%)=171.1456171.14+(171.14x1%)=172.8657172.86+(172.86x1%)=174.5858174.58+(174.58x1%)=176.3359176.33+(176.33x1%)=178.0960178.09+(178.09x1%)=179.87每天進(jìn)步一點(diǎn)點(diǎn)（2/3)31133.45+(133.45x1%)=134.7832134.78+(134.78x1%)=136.1333136.13+(136.13x1%)=137.4934137.49+(137.49x1%)=138.8735138.87+(138.87x1%)=140.2636140.26+(140.26x1%)=141.6637141.66+(141.66x1%)=143.0838143.08+(143.08x1%)=144.5139144.51+(144.51x1%)=145.9540145.95+(145.95x1%)=147.4141147.41+(147.41x1%)=148.8942148.89+(148.89x1%)=150.3843150.38+(150.38x1%)=151.8844151.88+(151.88x1%)=153.4045153.40+(153.40x1%)=154.9342天，讓你成長50%!70天，讓你提高一倍!每天進(jìn)步一點(diǎn)點(diǎn)（3/3)61179.87+(179.87x1%)=181.6762181.67+(181.67x1%)=183.4963183.49+(183.49x1%)=185.3264185.32+(185.32x1%)=187.1865187.18+(187.18x1%)=189.0566189.05+(189.05x1%)=190.9467190.94+(190.94x1%)=192.8568192.85+(192.85x1%)=194.7869194.78+(194.78x1%)=196.7370196.73+(196.73x1%)=198.6971198.69+(198.69x1%)=200.6872200.68+(200.68x1%)=202.6973202.69+(202.69x1%)=204.7174204.71+(204.71x1%)=206.7675206.76+(206.76x1%)=208.8376208.83+(208.83x1%)=210.9277210.92+(210.92x1%)=213.0378213.03+(213.03x1%)=215.1679215.16+(215.16x1%)=217.3180217.31+(217.31x1%)=219.4881219.48+(219.48x1%)=221.6882221.68+(221.68x1%)=223.8983223.89+(223.89x1%)=226.1384226.13+(226.13x1%)=228.3985228.39+(228.39x1%)=230.6886230.68+(230.68x1%)=232.9887232.98+(232.