Let sales questions have "killing power"
[China Glass Network] Generally speaking, when dealing with customers, asking questions is better than telling. But it is not easy to ask questions about the weight. In short, the question has two main points:
Exploratory questions are raised in order to discover the customer's purchase intent and how to get the benefits they need from the purchased product, so that they can provide appropriate services to the customer's needs and make the sale.
Ask for guided questions that give customers confidence in the products and services you plan to offer. Still, you tell them that they will doubt; let them say it is the truth.
Let the problem be "killing"
The single-knife straight-in method requires the salesman to directly target the customer's main motives for purchase, to sell it to him, to catch him by surprise, and then to “take advantage of it†to persuade him in detail.
Look at the following scene: The doorbell rang, and a well-dressed person stood on the steps of the gate. When the owner opened the door, the man asked: "Is there a high-level food blender at home?" The man stunned. This sudden question made the owner do not know how to answer. He turned his face to discuss with his wife. The lady replied with a little embarrassment but curiously: "We have a food blender at home, but it is not particularly advanced." The salesman replied: "I have a senior here." He pulled out a high-grade food blender from his bag.
Then, it goes without saying that the couple accepted his sales. If the salesman changed his way of speaking, he said, "I am a salesman. I want to ask if you are willing to buy a new food blender." Think about it, this kind of talking sales What will happen?
The method of continuous affirmation refers to the problem raised by the salesman so that the customer can answer with the approval tone. That is to say, the salesman asks the customer to continuously answer “yes†to a series of questions raised in the sales description, and then waits until the request is made, which has caused a favorable situation, so that the customer can make another affirmative reply.
If the salesman wants to seek the source of the customer and calls the new customer without saying hello, he can say, “I am very happy to talk to you once. It is important for you to improve your company and turnover, is it?†(very few people will Say "doesn't care"); "Well, I want to introduce you to our X products, which will help you reach your goal, and the days will be more chic. You want to achieve your goals, right?"... ...so that the customer is "yes" to the end.
Using the continuous affirmation method, the salesperson must be required to have accurate judgment and agile thinking ability. Each question has to be carefully considered, paying particular attention to the structure of the dialogue between the two parties, so that the customer can make a positive answer along the salesperson's intention.
The way to induce curiosity to induce curiosity is to explain the situation directly to the potential buyer or ask questions at the beginning of the meeting, deliberately telling words that can inspire their curiosity and direct their thoughts to the benefits you might provide for him.
If a salesman handed a note to a customer who refused to see him many times, he wrote: "Please give me ten minutes? I want to ask for your opinion on a business issue." Inspired the curiosity of the purchasing manager - what questions does he have to ask me? At the same time, he also satisfied his vanity - he asked me for advice! In this way, the result is obvious, the salesman is invited to enter the office.
But when the method of inducing curiosity becomes almost tricky, this approach often seldom benefits, and once the customer finds himself in the game, your plan will all fail.
The method of "speaking the words" is to first affirm the customer's opinion, and then on the basis of the customer's opinion, then use the way of asking questions to say what they want to say.
After some persuasion, the customer could not help but say: "Well, we really need this kind of product." At this time, the salesman should take the opportunity to say: "Yeah, if you feel that using our products can save you money." The company's time and money, then how long does it take to get the deal?" This way, the water is ripe. No tenderness, customers will naturally buy it.
Hedgehog effect The "hedgehog" technique is very effective in a variety of questions that promote trading.
The so-called "hedgehog" reaction is characterized by a question you use to answer questions from customers. You use your own problems to control your negotiation with the customer and direct the conversation to the next step in the sales process.
Let us take a look at the questioning method of the "hedgehog" reaction:
Customer: "Is there any cash value in this insurance?"
Salesman: "Do you value the question of whether the policy has cash value?"
Customer: "No. I just don't want to pay any extra amount for the cash value.
For this customer, if you blindly sell cash value to him, you will push yourself to the river to sink to the end. This person does not want to pay for the cash value because he does not want to treat the cash value as a benefit. At this time, you should explain to him the meaning of the term cash value and improve his understanding in this regard.
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