总初级主管育成课程-12迈向高峰之路

迈向高峰之路初级主管育成体系课程（2015版）个人简历课程目标通过学习《迈向高峰之路》这篇文章，谈出各自的阅读体会，明白成功方程式的计算，并掌握成功的三要素，最后坚定个人成功的信念。课程大纲ü1阅读体会2成功方程式的计算3个人目标分析4学习时间学习时间《迈向高峰之路》课程大纲ü1阅读体会2成功方程式的计算3个人目标分析4学习时间阅读体会（1/2)学员阅读体会分享阅读体会（2/2)寿险成功三要素访谈次数成交率平均每件佣金寿险成功三要素（1/3)工作量=访谈次数！工作量是一切的基础。因此第一个要求是先去做！寿险成功三要素（2/3)销售技能=成交率！成交率须经过一定的时间，透过经验的累积，慢慢进行提升。寿险成功三要素（3/3)人际关系=平均每件佣金！当你认识一个人，他帮你做转介绍时，他的收入就决定了你的收入。人际关系中的80/20法则。目标市场的锁定非常重要。但是目标市场的转变是需要时间的，欲速则不达！课程大纲ü1阅读体会2成功方程式的计算3个人目标分析4学习时间成功方程式的计算（1/3)成功方程式的结论收入=访谈次数×成交率×平均每件佣金成功方程式的计算举例：年收入要达到3万元，面谈成功率为8%，约访成功率为25%，件均保费为2500元。成功方程式的计算(2/3)一年佣金纯收入要达到3万元。考虑到所得税的因素，一年的FYC应达到37500元，即每月必须是3125元3125÷佣金率30%=10416元（总保费）若件均保费2500元，则需要成交4件保单若面谈成功率是8%，则需要见50个客户，基本上每天面见3个客户若约访成功率为25%，则需要打200个电话，即每天约打10个电话成功方程式的计算(3/3)结论要达成这样的收入，每天要做的工作：打10个电话，约到3个人；见三个客户，进行面谈；要求转介绍，每个人3-5个。课程大纲ü1阅读体会2成功方程式的计算3个人目标分析4学习时间我要什么？为了目标，我准备付出什么？我如何做得更好？成功三问梦想成功实现的两个要素专注于你的目标一个可助你完成目标的行动计划智力题：池塘里有一片荷叶，它每天会增长一倍。假使30天会长满整个池塘。请问，第28天池塘里有多少荷叶？答案：1/4池塘每次一点点的放大，最终可能带来一场“翻天覆地”的变化。思考每天进步一点点（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每天进步一点点（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!每天进步一点点（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.