Six skills of asking questions in sales, are you very passive in sales, always asking questions from customers and then you answer them? And wait for the customer to ask the next question? This often leaves us in a passive state. Here are six tips for asking sales questions.
Six skills of asking questions in sales 1 1. Ask questions in stages.
Questions should be distributed in different communication stages to avoid asking questions continuously. Because, when the salesperson asks questions one after another, the customer may feel very uncomfortable. In this case, they may feel that they are not participating in the dialogue, but being interrogated. Some customers even have resistance and deliberately refuse to answer questions.
If you can separate your questions properly, you can give your customers enough time to answer them and participate in the conversation in a relaxed atmosphere. The main method of dividing questions is to ask questions in a planned way without interrupting customers' answers. In short, let customers feel that they are voluntarily providing information, rather than being forced to disclose it.
2. Ask objective questions.
The main purpose of asking questions in sales should be to understand the real thoughts of customers, not to induce customers to make some promises or force customers to accept the views of salespeople. For example, if there is only one possible answer to a question, and this answer is obviously beneficial to the salesperson, then the question is not objective.
For example: "Why do you think this is an excellent product?" Or "in what ways do you think our products are better than the products you are using?"
This kind of question tries to encourage the other party to make a positive answer, but there is no negative answer, and the subjective tendency is obvious, which is easy to cause customers' disgust. To say the least, even if we get the answer we want, then the salesperson can't grasp the real thoughts of the customer.
3. Ask more open questions.
Open-ended questioning skill means that after the questioner asks a question, the respondent should tell the questioner a lot of information around the question, and can't simply answer the questioner's question with "yes" or "no".
The purpose of such questions is to encourage customers to give more in-depth and detailed answers. If the salesperson's question only has a simple "yes" or "no" answer, then such a question is not appropriate. Because it can't let customers pass on more information, and it's difficult for customers to really participate in the conversation. For example, "Have you heard of our company?" The only answer to this question is "yes" and "no", but "how much do you know about our company?" This problem is much better.
If salespeople want to get more information from customers, they need to use open-ended questions. Let customers think about your problems and then tell you relevant information.
Ask open-ended questions, wait patiently, don't interrupt before customers speak, or encourage them to tell you relevant information boldly, and the effect will be obvious. People are also willing to accept open questions. They can seriously think about your problems and tell you some valuable information. I will even make some suggestions for your promotion to help you do it better.
4. Proper use of closed-ended questions
Closed-ended questioning means that the respondent uses "yes" or "no" to make the questioner understand his point of view when answering questions.
Salespeople can control the initiative of conversation by asking closed questions. If all the questions you ask make the customer answer "yes" or "no", you can control the topic of the conversation and shift the topic to the scope related to selling products without digressing. At the same time, in order to save time and let customers make short and direct answers, salespeople can also use closed questions.
Generally speaking, in sales promotion, it is not appropriate to use closed-ended questions. Although the closed questioning method helps to grasp the initiative of the conversation, it is impossible to know whether the customer is interested in the topic of the conversation, so it is impossible to get more information from the customer. If you are sure that you have understood the customer's needs and interests, then you can use closed questions to get direct answers and improve the promotion efficiency.
Open-ended questions and closed questions get completely different answers. The answers to closed questions are very simple, while the answers to open questions contain a lot of information, and the answers are often beyond the questioner's expectation.
Step 5 ask clear questions
Let the questions be easily understood and answered by customers, and avoid asking too complicated and lengthy questions.
Some salespeople confused several problems and made them complicated.
For example, "How often do you order and sell them all?"
It is difficult for customers to give a reasonable answer to this question. Because they don't understand how often do you order? Or do you ask how long it will take to sell out all the ordered goods?
In addition, a salesperson drew a long question.
For example, "with so many complicated reports to prepare and read, it is difficult for you to determine when to go to the fair to see our samples and technical materials?"
It is easy for customers to get bored with such complicated questions, and it is difficult for them to concentrate on listening to such questions carefully. So ask questions as simply as possible.
6. Problem proof skills
Sometimes customers may reject the sales staff's products without thinking. Therefore, as a salesperson, we should consider this situation in advance and ask some questions accordingly to urge customers to make opposite answers. For example, "Is your cooling system fully automatic?" "Is your company's warehouse very big?"
When the customer gives a negative answer to these questions, it is equivalent to admitting that he has certain needs and needs the salesman to solve them urgently.
Six skills of sales questioning Part I: Three points for attention in sales questioning:
First of all, you should be clear: who is the' object' of your question?
You ask the engineers at the grass-roots level, the department leaders, and the bosses at the top. Your goals are different, and the questions you ask are definitely different from the goals you want to achieve, right?
Second, when asking questions, don't be too purposeful.
A salesman asked the customer, what kind of car do you want to buy? Car or SUV? What price do you want to see?
This question is actually purposeful, right?
Then if the customer doesn't know you very well, he won't tell you what he really thinks.
Ask the customer: What other brands of cars have you seen? Have you been to other stores in 4S? What do you think of their car?
Although many people who make cars are customers who teach us from the media, you must say that I have been to several 4S stores to see cars when you go to 4S stores. So their sales won't give you wild speculations.
Ha ha laugh
But from another angle, as a salesperson, this way of asking questions is correct in itself; This kind of open-ended question can get more information from customers.
Third, pay attention to the timing of "closed questions";
The first opportunity is at the beginning of sales,
Used to make customers open their mouths; Ask an irrelevant question and let the customer answer it; For example, have you eaten? Do you smoke?
The second opportunity is used to confirm information with customers;
Hey, I understand what you just said. I don't know if it's right.
These are two opportunities to ask closed questions. At other times, ask open questions as much as possible to get more answers and information.
Part II: There are six open-ended questions:
The first kind: ask facts, ask information and ask data.
What size shoes do you wear? What size laptop do you want to see? Do you have any color requirements?
The second type: asking about feelings,
Hey, what do you think of this matter?
Have a taste. How do you feel?
Try it on. Do you feel good?
The third type: extreme questioning,
What is the highest price you can afford?
What is the energy consumption range of this equipment you are considering this time?
The fourth type: ask the hypothesis; Remove restrictions;
If you don't consider the price, what kind of ideas and requirements do you have for the choice of equipment?
Fifth, ask questions from the perspective of a third party.
If you were Director Wang, what would you think? In fact, what he said is more about his feelings. )
If you were the boss, would you accept this person?
Sixth: ask more questions,
You just said this situation, can you elaborate on it?
In our sales, we often say some platitudes, that is, when you think you have finished talking with your customers, then tell them:
Oh, I'm glad to talk to you so much. Do you think there is anything to add? Look, is there anything else to emphasize? Is there anything I need to pay special attention to?
Six skills of asking questions in sales 3 1. Ask easy questions first (what size to wear, do you want to eat spicy food).
Try to ask some questions that answer "yes" (let him answer yes) (Does this dress make you look better? )
3. Ask some leading and alternative questions (do you like to wear tight clothes or loose clothes? )
4. Ask questions with answers in advance (you know, he will have several answers, how to guide each answer) (if the customer agrees with you, how to guide; If the customer disagrees with your words, how to guide them)
That is to say, no matter how you answer, as early as I expected,
5. Ask the other person some questions that are hard to refuse (about his interests, pains, benefits, points that he cares most about, points that he is most interested in, points that he usually finds hard to refuse) (Look at your big skeleton, are you looking for slim clothes? )
6. Ask some questions that customers have no resistance to; Don't make customers feel disgusted.
What do you think of this mobile phone, sir?
"Sir, do you want me to introduce you?"
"Sir, after reading it for so long, do you want to buy one?"
What's your budget, sir? What kind of apartment/price car are you going to buy? Let me recommend it to you. "
If you ask questions like this, most people's subconscious reaction is to avoid asking questions and ask you directly:
What's your opening price now? Is there a discount? Is there a gift area? What's the room rate? ...../What's the biggest discount for the standard version of this car? ……
Look, you dug yourself a big hole.
Have you learned?