Nine common questions asked to customers in sales speeches
First, create a natural vacuum.
In the process of sales talks, some salespeople are always eager for customers to answer their questions immediately when asking questions, which requires salespeople to take the initiative to ask questions and then stop talking, that is, to be silent. Silence creates a natural vacuum in conversation, which will automatically shift the responsibility to the person who answers the question.
Second, the prediction problem based on results.
Asking about forecast results allows customers to forecast sales results. Frequently asked questions are as follows:
"Guess, do you think we can cooperate smoothly through this interview? Still risky? "
"Realistically speaking, how much quantity does your department need before the end of the month? Can you make a prediction? "
"Zhao Zong, when we reach a consensus, my leader always urges us. I'd rather get accurate information than be blindly optimistic, so I can tell him that everything is fine now, and we can promote cooperation at the end of this month, or I should tell him not to hold such great hopes yet. "
Third, the outcome.
When the negotiation has turned to the final stage, the salesperson can ask some closing questions, but he must know where the opportunity is. Usually, salespeople can ask questions like:
"If you were the business representative, would you do it differently?" "Mr Xu, are we in danger of losing this cooperation?" "May I ask your impression of our products or myself?"
When asking questions, you can also find out any troubles or objections that may hinder the promotion by adding "negative factors". Then you can ask:
"Do you have any other concerns?"
"What's wrong with you, isn't it?"
"Am I or something else interfering with this proposal?"
Fourth, the use of low-key statements.
This is a humble statement made before a statement or a question, and its purpose is to ask for a more effective answer. Usually, you can ask questions like this:
"I don't know how to ask, but ..."
"In order not to be too advanced, can I ask ..."
"I don't want any trouble, but ..."
"Doing so may bring you trouble. Do you mind ... "
Verb (abbreviation for verb) uses emotional assistance.
Adding negative factors to negotiation questions by salespeople may make customers pay more attention to their positive answers. Usually you can ask questions like this:
Shop assistant: "Ms. Li, this is XXX." Did I come to you at a bad time? "
Ms. Li: "XX, I'm sorry; Now really can't ... "
Salesman: "When are you free? Can I come back then?"
Six, suggestive questions
Hinting questions can lead the conversation in another direction. As a consultative selling person, you should know the customer's situation like the back of your hand, and guide him to reach your expected goal, that is, the customer reveals his needs and opportunities.
For example, you can ask such a question: "Wang Dafu, when you close the chest for a patient, the chest of some elderly patients will collapse. Now your colleagues in other hospitals have filled it with our company's products. After half a month, it was absorbed by the tissue, and at the same time, new muscle tissue grew in the collapsed area, and the effect was quite good. "
If you want to move from one topic to another, then suggestive questions are the most applicable.
If you ask the right questions, suggestive questions can do the following for you:
1. Follow the logical steps to guide the dialogue;
2. Provide a method to hint information to potential customers;
It provides another way for potential customers to participate in information exchange.
Seven. Issues involving third parties
In the process of asking questions in sales promotion, salespeople can ask questions indirectly by telling customers the feelings and reflections of the third party on a specific topic, and then ask customers to put forward their own views and reflections on the same topic.
The biggest mistake of many salespeople is their lack of flexibility in asking questions. They often start with the first question on the list and then ask questions one after another in order, but they don't care about the answers they get. They hardly pay attention to how the customers they are asked answer.
When asking questions to customers, in order to cultivate flexibility, we need to pay attention to the following two points:
1. The best way to ask questions to customers is to arrange interviews like a reporter.
You should ask a question first to see how well you understand the answer, and then answer it with a related question. This helps the customer to elaborate on the information he has just provided.
2. List a series of questions in detail.
Before meeting the customer, you should make a list of questions according to the customer's environment and himself. This list must be closely related to your visit purpose and negotiation desire.
Flexibility can not only help salespeople collect more information, but also help them better understand how to help customers, because salespeople want to help customers apply for related things. In addition, flexibility can also establish the relationship between salespeople and customers by showing their sensitivity.
Eight, testability problems
Asking test questions can help the salesperson determine the customer's position on a certain issue, that is, it can help the salesperson determine whether the customer is on your side in the discussion. At the end of the negotiation, the test questions provide customers with an opportunity to express possible supplementary ideas. Usually, you can ask questions like this:
"What should we do next?"
"Does that sound reasonable?"
"How do you think this will help your family?"
Nine. Ask illustrative questions
Explanatory questions reiterate the customer's language or directly quote their comments. Usually you can ask a question like this: "If I hear you correctly, you mean to call the company leaders to hold a product promotion meeting."
The most effective application of explanatory questions should be based on the following principles:
1. can reveal customers' ideas;
2. It helps to clarify vague issues and expand general views;
3. Encourage the customer to expand or clarify his previous views;
Use different words to express what the customer just said.