Zhang Chao: Several Ways To Achieve Effective Questioning

In sales, questions should be grasshoped in two main points. One is to put forward exploratory questions, so as to find out the customers' purchase intention and how to make them get the benefits they need from the purchased products, so that they can provide proper services for customers' needs and make transactions.

The other is to ask guidance questions, so that customers can trust the products and services you intend to provide for them. You tell them they will doubt it; let them speak it out, that is the truth.

The following are some effective methods in practical application, which can provide useful references for salesmen.

(1) continuous affirmation

This method refers to the questions put forward by the salesperson so that the customers can reply with the tone of approval. That is to say, the salesperson asks the customer to answer "yes" in a series of questions raised in his sales promotion, and then wait until the request is signed. Order A favorable situation has been formed so that customers can make a positive reply again.

If a salesperson wants to find a customer, call the new customer without prior greeting.

"I would be happy to talk with you once. It is very important for you to improve your company and turnover, is not it?"

"Yes."

"Well, I'd like to introduce our products to you, which will help you achieve your goals and your life will be much more natural. You really want to achieve your goals, don't you?

"Yes."

... This allows customers to "be" after all.

Using continuous affirmative method requires salesmen to have accurate judgement and quick thinking ability. Every question should be carefully considered, especially the structure of the dialogue between the two sides, so that the customer can give a positive answer along the intention of the salesperson.

(2) single handed approach

This method requires salesmen to sell directly to the customers' main motives of purchase, sell them to the market by surprise, and catch him off guard.

The doorbell rang, and a well-dressed man stood on the steps of the gate. When the master opened the door, the man asked, "is there a high grade food mixer in the house?" He turned his face to discuss with his wife. His wife was somewhat embarrassed but curiously replied, "our family has a food mixer, but it is not particularly advanced." The salesman replied, "I have an advanced one here." Speaking, he took out a high grade food mixer from his handbag.

As a result, the couple accepted his sales promotion. If the salesperson changed his way of speaking, he said, "I am a salesperson in Beijing. I want to ask if you are willing to buy a new food mixer." What do you think of the marketing effect of this kind of talk?

(3) arouse curiosity.

The way to induce curiosity is to directly explain the situation or ask questions to potential buyers at the beginning of the meeting, and deliberately talk about something that can arouse their curiosity, and introduce their thoughts to the benefits you may provide for him.

As one Sale The clerk handed a note to a customer who had repeatedly refused to see him. It read, "can you give me ten minutes? I want to ask you for a business question." The note evoked the curiosity of the purchasing manager. What questions did he ask me? He also satisfied his vanity. He asked me for advice. It turned out that salesman was invited to enter the office.

But when the method of inducing curiosity is almost a trick, this method often gains little benefit, and once the customer finds himself in the act, your plan will be completely lost.

(4) "learn by words"

This method is to affirm the customer's opinion first, and then, on the basis of the customer's opinion, use the way of asking questions to say what he wants to say.

After some persuasion, the customer said, "well, we do need this product at the moment." At this time, Sale The clerk should take the opportunity to take the time and say, "yes, if you feel that using our product can save your company's time and money, how long will it take before it can be concluded?" so that customers will buy it naturally.

(5) hedgehog effect

Hedgehog skills are very effective in all kinds of questions to promote business transactions. The so called "hedgehog" should be characterized by the use of a question to answer questions raised by customers. You control your negotiation with your customers with your own problems, and lead the conversation to the next step in the sales process.

Customer: "is there any cash value in this insurance?"

Salesperson: "do you attach great importance to whether the insurance policy has the problem of cash value?"

Customer: absolutely not. I just don't want to pay any extra amount for the cash value. "

For this customer, if you sell the cash value to him, you will push yourself into the river and sink to the bottom. This person does not want to pay for the cash value because he does not want to regard the value of cash as an interest. At this point, you should explain to him the meaning of the term "cash value" and improve his understanding in this regard.

The author introduces:

　　 Zhang Chao, an expert lecturer. He has successively served as GINDE recruitment training manager, HC360 chief trainer, BAIDU training supervisor and so on. He has devoted himself to marketing management research for a long time and accumulated rich experience in actual combat. Core courses: "Wan Jin line telephone sales real skills", "influential sales", "excellent sales management skills" and so on.