In general business, customers will ask many questions:
(1,) Do you know our company (have you heard of our company)? After the general merchants ask this question, no matter whether the customer's answer is knowing or not, they will introduce the company to their customers.
(2) How many units do you sell in your store now? Which brand sells well? How many units can this brand sell a month? At what price is it usually sold? A series of questions, asked by the business machine and answered by the client, are really a bit like interrogating the customer.
(3) How long has your company been cooperating with current suppliers? Do they often come down to visit? What do you think of the cooperation with them? Are you particularly satisfied? Asking this question in business is a bit suicidal. Customers can use this sentence to show many benefits of cooperative suppliers (whether true or false). If it is true, it means that the customer has cooperated well with the current supplier, so why choose a new supplier? If it is false, even if there is an opportunity for cooperation, customers will put forward higher requirements. Businesses need to spend energy to distinguish between true and false.
(4) If our company can offer a lower price (better service or similar products and sales plan), do you have any plans to cooperate with us? This problem may only be encountered by perfunctory customers. Low price doesn't mean selling well. Before we started to cooperate, we plunged ourselves into a price war. Ask this question, maybe the customer will say, show me the product, or you can think about it. Whether we can cooperate is still unknown.
(5) What kind of payment method does your company currently use? Do you have a budget for new product promotion (or event promotion)? For this question, the customer's answer is definitely in his favor. And even if it is fake, it will make the merchants collect false information and affect the later cooperation.
Of course, there are many similar problems. For this kind of question, many businesses will feel good about themselves when asking questions. Because such questions can really collect the customer information they want (overall sales, current partners, payment methods, etc.). However, I don't know how many times customers have answered these questions. They just review what they know again. Anyway, every merchant will ask them when they come. But the useful information for them has not been collected (corporate culture is also something that every business has to talk about, and I am afraid that customers have long been tired of listening). If the merchant can't convey useful information to the customer, then the customer's reaction is:? Can I have a copy of your product introduction? Or? I can call you when I need it. Or? Why don't I think about it? .
In fact, don't think there are too many customers. When you first visit a customer, you are a stranger to the customer. Who wants to tell the truth to a stranger? Even the second visit and the third visit, as long as there is no cooperation, the business and customers are unfamiliar. So, if the merchant wants to break the customer's stereotype by asking questions? Firewall? Before asking questions, be sure to prepare and pave the way in advance.
This requires businesses not to directly enter the product introduction link when introducing company culture, but this is another mistake that many businesses often make. What if the customer finds out that the merchant is promoting his product? Firewall? It will be built higher and higher. The boss of a township I contacted before said that he was most annoyed by business trips because he thought it was a waste of his time. Indeed, if you can't provide useful information to your customers in business, you are wasting your customers' time and your own. Even some merchants like to make a long speech, thinking that customers don't cooperate with him because they don't speak well enough or well enough, and customers haven't understood it yet, so they need more detailed explanations. When they find that the customer doesn't want to listen to his explanation at all, they may still think that this customer is not good. Remember reading about it in a book? A nagging woman is the ugliest? This sentence is actually for customers? The nagging business is the most annoying? Therefore, if merchants invite guests to dinner, customers will lose face. For such a business, I suggest going to Baidu to check McKinsey's? Elevator speech? You will know the harm of a long speech.
What if McKinsey? Elevator speech? That's right. According to the time requirement, what businesses should do is to introduce themselves and the company's corporate culture in a short time (the shorter the time, the better) after meeting customers. It seems a little difficult for a salesperson who likes to talk, but this short explanation can just be used as a foreshadowing for customers' questions. Next, let's look at an example of asking questions before asking questions about the following business requirements:
Business: Hello, boss, I'm * * (company name of manufacturer or agent) in charge of * * (brand) mobile phone business. My name is * * (if humor is better, I usually say, you can call me a little secret or a little secret). It's a waste of your time to visit you this time. Can I spend 30 -60 seconds introducing our company?
One minute, will the customer refuse? If customers don't refuse, businesses can introduce corporate culture.
Business: We are a company, and now we are here. We have cooperated with * * * stores. What's our goal? .. I can give an example to illustrate how we do it, that is, * * * (The closer we are to the customer we are talking to, the better, but it must be a real example, and it is best to show it to the customer with photos or computers. Explain successful cases to customers). This is the customer's phone number. I'll leave it to you. If you have any questions about our cooperation plan, you can also ask him questions (it will be more effective to tell customers in advance and let them convince them). Of course, whether the cooperation can achieve the effect of this customer is still unknown. But, if I may, may I ask you a few simple questions?
What we must pay attention to when doing business here is that after introducing companies and cases, we must ask questions instead of introducing products. As I mentioned earlier, this is the most common mistake in many enterprises. Because once the product is launched, the customer's IQ will increase instantly, resulting in defensive psychology. At this time, merchants can ask several open and wide-ranging questions, including brands, products and customers themselves. Of course, these problems were arranged in advance, not what the merchants thought at that time. Before designing a question, the merchant can also consider what kind of answer the customer will give.
Next, let's look at some examples of problems:
(1,) Boss, what are the main requirements of the new brand you are choosing now? The customer's answer may be brand awareness, product quality or payment method, after-sales processing speed, etc. It can reflect that he is now working with some customers, and the business needs to guide customers to discover.
(2) Boss, you have been in this industry for so long. What changes do you think have taken place in this industry compared with before, and what changes have taken place in the customers you face? This question can collect the customer's views on the industry, and also know what kind of requirements he faces from external customers, and even the customer will ask him some requirements for products, which can reflect the products that his shop lacks from the side.
Boss, before I came to visit you, I heard that many manufacturers (agents) are willing to cooperate with you. Can you tell me why they are all willing to cooperate with you? This question can be properly flattered without flattering the customer, so that the customer is willing to answer. Moreover, this question can not only collect the cooperation status between customers and other competing products, but also collect customers' personal hobbies.
(4) If you are an agent, you can also ask this question: * Generally speaking, you have established the company's current business team. What are your most satisfied and dissatisfied with your team at present? This problem can be collected from the structure and work smoothness of some companies in the customer company, as well as the problems existing in the customer (which may or may not be discovered). You can also observe from the test whether the customer has a sense of the overall situation or is limited to the current development.
(5) For the store, you can also ask, boss, if you can describe your clerk (or customer) in three (or five) words now, which word do you think?
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