Zhang Chao: At The First Time, We Inquired The Customers Skillfully.

In sales, there are many advantages to skillfully ask customers. It not only can better grasp the needs of customers, maintain good relations with customers, but also help to master and control the negotiation process and reduce misunderstanding between customers.

Not only is it necessary to ask customers when mining customer needs, but also to promote customers. Deal Also ask. Skillful inquiry is systematic and targeted. First, it clarifies the needs of customers, then lays the groundwork for introducing the company and products, and at the same time causes customers' interest in the company. Next, it puts forward questions on the position of customer needs to help control the whole negotiation situation, and finally purposefully promotes spanaction completion, and lays the foundation for future long-term cooperation.

However, if we do not pay attention to the way and method in the process of questioning, it will not only fail to achieve the intended purpose, but will also cause customers' antipathy, resulting in the deterioration or even rupture of the relationship with customers. Therefore, salesmen need to master the following points when asking questions to customers.

(1) the problem must be cut to the core.

In communication, any question must be focused on specific goals. Sale All personnel must remember. Therefore, the process of communicating with customers should be carried out in a purposeful way, and must not be aimlessly separated from the most fundamental sales targets. In this regard, before appointing a client, the salesperson should gradually decompose the most fundamental sales target according to the actual situation, and then consider the specific way of questioning according to the small target after the decomposition. Such problems can not only avoid wasting time on talking about boring topics, but also achieve goals at all levels step by step.

(2) more open questions.

Open questions are relative to closed questions. The so-called closed questions are the answers that have been restricted, and customers can only choose from limited answers. These answers are often short answers such as "yes", "no", "right", "wrong", "yes" or "no". For example, "can I leave the relevant information of the product?" "do you think it is reliable to cooperate with large companies?" Closed questions not only make customers feel very passive, but also produce the feeling of being interrogated, and salesmen can only get very limited information from their answers.

Therefore, Promote Members should ask more open questions to customers, do not restrict their answers to customers' questions, and let customers express their true thoughts around the topic of conversation according to their own interests. Open questions can make customers feel natural and able to speak freely, helping salesmen to understand more effective customer information according to their conversation. Moreover, customers feel relaxed and happy after they feel unrestrained and speak freely. This obviously helps to further communication and cooperation between the two sides.

Common open problems are:

... How or how... "

Typical questions:

"How do you usually deal with these problems?"

"What can we do to meet your requirements?"

"How do you want it to be resolved in the end?"

"What trend do you think the situation will develop?"

Why...

Typical questions:

"Why do you face such a serious problem?"

"Why are you so cheerful today?"

"Why do you have a liking for * * products?"

What...

Typical questions:

"What trouble have you had?"

"What advice do you have for us?"

"What other ideas do your partners have?"

"If you use this product, what will happen to your job?"

Which...

Typical questions:

"What do you think of this product?"

"What problems often give you a headache?"

"What advantages do you think this product attracts most?" {page_break}

The author introduces:

　　 Zhang Chao, an expert lecturer. He has successively served as GINDE recruitment training manager, HC360 chief trainer, BAIDU training supervisor and so on. He has devoted himself to marketing management research for a long time and accumulated rich experience in actual combat. Core courses: "Wan Jin line telephone sales real skills", "influential sales", "excellent sales management skills" and so on.