Asking a surprise question in a positive tone at the beginning of negotiation is a reliable way to attract customers' attention and interest. For example, "Do you have ...? ""Do you have ...? "Or say your dominant idea first, and pass it on to customers by asking questions at the end of this sentence." Now many advanced companies have established their own local area networks, haven't they? "In this way, as long as you use it properly, what you say conforms to the facts and is consistent with the customer's point of view, you will guide the customer to say a series of" yes "until the transaction is completed.
When you ask customers, you should start with the general things, and then go deeper slowly.
Although there is no fixed procedure when asking questions to customers, generally speaking, they all start with simple questions and go deep step by step, so as to find customers' needs, create a harmonious sales atmosphere and lay the foundation for further sales promotion.
Tip 2: first understand the customer's demand level, and then ask the specific requirements.
After understanding the customer's demand level, you can grasp the general direction of your speech, narrow the problem to a certain range, and easily understand the specific needs of customers. If the customer's demand level is only in the low stage, that is, the physiological need stage, then his attention to the product is mostly focused on economy and durability. When you know this, you can focus on asking questions from this aspect and point out how the product meets the needs of customers.
Tip 3, pay attention to the expression of the problem.
The following short story can illustrate the importance of expression. A priest asked his boss, "Can I smoke when I pray?" This request was flatly rejected by the boss. Another priest also went to ask the boss, "Can I pray while smoking?" The request for smoking was granted. Therefore, in the practice of promotion, we should pay attention to the expression of problems. For example, an insurance salesman asked a woman this question: "What year were you born?" As a result, the lady flew into a rage. So, the salesman learned his lesson and asked in another way: "This registration form needs to fill in your age, and some people are willing to fill in your age above 2 1." How do you want to fill it out? " The result is much better. Experience tells us that it is helpful to tell the truth before asking questions.
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