How do salespeople identify potential customers when asking questions?

Identify potential customers with questions. Potential customers refer to customers who have demand and purchasing power for the products promoted by salespeople. Potential customers are the future wealth of salespeople. The more thoroughly a salesperson knows about the needs of potential customers, the faster he can make correct business decisions. These business decisions can help salespeople know how much time they have to invest to win this customer's big order, and can also help salespeople shift the company's efforts to projects that can produce the greatest benefits. So, how do salespeople identify potential customers in their questions? First, determine what potential customers should ask. The following table is some questions we designed, and you can guide your sales practice selectively. In the development stage of sales, salespeople are eager to know whether the customers in front of them are potential customers, but the customers are diverse and smart. Some of them want to talk to you seriously, others just want to know the truth or get your free consultation. At this time, the salesperson can know the attitude of potential customers by asking questions. Of course, this question cannot be asked directly to the customer. For example, you can't ask your customers the following questions: (1) "Are you serious about the service we provide?" (2) "Are you negotiating with us just to let us give you free consultation?" Salespeople who ask such questions to customers are all "idiots". In order to understand these situations, we should use formal and tactful questions that conform to business habits to get the real intention of the other party. The purpose of asking questions is to get more and more comprehensive customer information. If you don't encourage potential customers to tell you more information, how can you make good suggestions? Let's take the sale of wooden floors as an example to see how to identify potential customers in the problem. 1. Asking background questions can help salespeople learn more about the background and daily operations of potential customers, which will provide salespeople with information about customer expectations. You can ask "Mr. Xu, because I don't know your renovation progress, can you describe the overall design style of your house for me?" So I can recommend floors for you. "According to the information provided by potential customers, you can better understand their ways of doing things. This is very important, because your product can't be seen by customers as something that hinders their work progress. The more you know about their background, business and working methods, the more useful your suggestions and suggestions will be. 2. Ask the expected questions. The purpose of asking this question is to help customers find out their problems and troubles, and understand how they want to solve them and how to solve them. The main purpose of asking the expected questions is to achieve the following goals: (1) Understand the troubled problems. You can ask, "Mr Xu, you can't decide to buy our wooden floor now. Can you tell me what color tone and ideal wood are needed for your ideal home environment? "(2) Understanding the problem of limitation. You can ask "Mr. Xu, when choosing our sandalwood/laminate flooring, what maintenance suggestions do you think must be followed in order to give full play to the performance of our flooring? "(3) Understand the ideal problem. You can ask, "Teacher Xu, if you could choose one of our gifts, would you choose a gift bag or a foot bath? "(4) Understand the challenges. You can ask "Mr. Xu, as a successful leader in your industry, how do you consider the overall decoration style and the decoration of the floor, wall and ceiling when decorating your villa? "(5) understand the expected problem. You can ask, "Mr. Xu, the information feedback and suggestions you provided are of great help to the development of our floor." Are there any other requirements that we should know about? "Asking the expected questions reveals the background, troubles, limitations, ideals, challenges and overall expectations of potential customers. When you ask the customer according to this clue, you have almost achieved your goal, but you must be careful not to turn this process into a clean question. You must add a description of how your own company did it while seeking information, and talk about the pleasant experiences and satisfactory results of other customers when they cooperated with you or used your products and services. Don't use the method of direct inquiry, as if it were an investigation or a court trial. You must give the customer the impression that you are talking to him. The conversation is full of questions and answers you come and go. This is a pleasant and fruitful experience for you and your customers. 3. Ask hypothetical questions The purpose of asking hypothetical questions is to let potential customers see what will happen if "assumptions" or expectations are not solved. This is not a threat, but to make customers realize what will happen if the incident is not handled in time or not. Sometimes customers really don't know the seriousness of not dealing with these problems. You can ask, "Teacher Xu, you talked about the frequent formaldehyde problem. Suppose you don't buy eco-boards and brand-name floors without quality certification, what will you do? "Asking hypothetical questions will make potential customers take this matter seriously. If you don't mention this question, then customers may not think about it or pay attention to it. Because if the customer doesn't realize, think and admit the problem, there will be no sense of urgency to solve the problem. But by assuming problems, we can help customers realize their needs. 4. Ask questions. Because potential customers have acknowledged their needs and realized the consequences of not dealing with them, you can use test questions to determine how much they need your help. You can ask, "Mr. Xu, when is it appropriate for us to provide you with suggestions on decoration and procurement materials?" "Generally speaking, once a hypothetical problem leads to a bad result, the customer will need a suggestion that can solve the problem immediately. If the demand is urgent, even if it is not the best solution, it is acceptable. Even the best solution is useless if the requirements are not realized. Time is a good indicator to measure whether the demand is urgent. Sometimes, you can add some important resources to increase the urgency of requirements. Expert telemarketers should have smart and flexible minds. Only in this way can they ask questions better when identifying potential customers.