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为什么,中国人不喜欢保险?也不愿意买保险?
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为什么,中国人不喜欢保险?也不愿意买保险?
August 25, 2017, 07:45:10 AM
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貌似在大家印象里,保险就是传销,说起保险就烦,就觉得骗局,卖保险的人又来给我推销,天天给我推销,一听到他们的声音就烦,他们都是个骗子,更有这样的传言:一人卖保险,全家不要脸!
而保险推销员也是心烦:被人讨厌还不打紧,关键是保险卖不出去,这个月就要喝西北风了,有些保险业务员不止月月喝,年年都喝西北风。
世界上最难推销的产品就是--保险,看不到,摸不着,不能马上体现受益,不能马上体验到产品的功能,也不能像电视剧等电器可以试用、包修、包换。
所以,国人不爱买保险,有数据为证,看下图:
每个国家有两个公认的指标来反映这个国家的人民参与、购买保险的程度,一个叫保险密度(即人均保费额);另一个叫保险深度(即保费收入占国内生产总值的比重),咱们中国大陆在这两个指标上都不好,甚至低于世界平均水平。
中国人均保单只有0.6张,与国外人均保单5张以上有很大差距,即使到现在,大部分中国人还是不愿意接触保险,就连中国年轻富豪都不愿意买保险。
曾经,我们对800名内地富豪进行调查,仅有半数年轻富豪购买了寿险,这不应该啊,常理来看,有钱人不差钱,保障意识更强,更应该多买几分保险当保障,原本我以为,他们一人至少有5张保险,结果却是一半的人一张保险都没有,为什么他们都不愿意买保险呢?
但是,不排除有些保险真的不规范,关于佣金、理赔等等,全由保险公司说了算,买保险时哪怕你就是律师,也一样免不了给保险公司欺骗,相信大家都认同这个观点:买保险的时候说得天花乱坠,真正理赔的时候,各种苛刻条件。
保险公司玩文字游戏拒赔这样的事件不要太多了,曾经一理赔同事说:有客户因为病历写错最后造成拒赔,就是这一点点差别,失去的是信任,老百姓不懂看病历,不懂那么多免责也好,自费药也罢,但是保险公司却总是拿这些东西来玩弄客户。
再有就是有相当一大部分的营销员,尤其是乡镇农村服务部里,天天做业务就是靠误导,比如说买了之后大病小病都能赔,到期返本,随时都能拿回本金等等,业务员把“利润”放在第一位,很少真心从客户利益着想,特别是一旦客户退保,往往会“损失惨重”,收保费时异常热情,需要理赔时,却“犹抱琵琶半遮面”,如此情形,谁还会相信“保险”?
总结一下,讨厌保险的理由无非这几点:1. 行业被玩坏了,2. 以前的个别业务员的误导以至客户对保险行业的不信任,3. 保险理赔条条框框多,麻烦费时,多数人不喜欢,4. 对保险的认识不够,觉得没什么必要,所以不认可。
中国人认可的是保险理念,而认可的不是保险公司,回到保险本身,其实,我们每个人都需要买份保障保险,我们的生活并不是不需要保险,而是一定要买对保险,比如:工薪家庭,每个人要买意外险,要买重疾险;小康家庭,不仅要买意外险,重疾险,还要考虑子女的教育、生育投资,为家庭的未来做准备;高净值人群,除了意外险,重疾险,还要考虑保险的另一个特点——家族财富传承的重要工具。
看看现在社会上那么多的人得了大病后,面对高昂的治疗费用,无论能不能治好,对这个家庭的经济伤害都非常大,所以在经济能力许可的情况下,配置一份商业保险,做为补充,是非常有必要的。
虽然说不理赔的情况也有,但是世界级的公司耍无赖?是不可能的,就算不理赔,原因都在保险合同的条条框框里,每个保险都有保险范围,就说重疾险,什么病赔,赔多少,条款上明明白白写的清楚,并不是所有病都赔,所以在签合同时,一定要看的仔细再仔细。
如果哪个保险公司敢在理赔范围内不赔付给你,那么,请你去保监会投诉他们,我们的保监会是非常严格的,哪个保险公司敢不赔给你,保监会给你做主,要知道,中国保险业的偿付能力二代监管规则,在每季末、每年末保险公司会通过建立详尽的数学模型和压力测试后能确保自己有能力在99.5%的概率下无论发生什么事件都不会倒闭。
没必要去讨厌保险,想买保险的要找专业的人,做专业的事才能做好,买保险一定要趁年轻,趁健康,趁有赚钱能力,珍惜您现在所拥有的,锁住未来您必然面对的,才能让生活更加美好,当然了,我也不是让你们去买保险,也不是在黑保险,有需要就买!
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为什么,中国人不喜欢保险?也不愿意买保险?
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