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Four Questions That Salespeople Must Answer Before Sales Display.

2014/7/17 16:01:00 81

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> the world's < a target= "_blank" href= "http://www.91se91.com/" > clothing < /a > a target= "_blank" href= "_blank".

in fact, before selling the exhibition, the salesperson must answer four questions:

first, do you understand customer needs?

Second, do you understand the priority of customer needs?

Third, do you have a clear value proposition?

Fourth, do customers trust you?

To clarify these four problems can make your sales get twice the result with half the effort!

do you understand the needs of customers?

as a salesperson, customers are often asked to make product introductions and answer questions raised by customers.

However, after many customers have heard the introduction, our efforts have not been directly pformed into orders, but they have been told to go back and wait for further information.

Faced with such difficulties, salesmen should grasp the following five points to facilitate the paction.

first, faced with many problems of customers, you have the right to refuse to answer selectively. Of course, the ideal way is to control the customers in art and change them into questions.

Second, if possible, before we see the client, we'd better confirm what we want to talk about in the phone and the other side, how long it will take to talk about the other people and what we need to prepare for it.

If it can be determined in advance with customers, it will greatly enhance the effectiveness of sales presentation.

Third, if you have not done second or forget to do second, please take the initiative at the beginning.

Note: the opening game is very important, and many sales people lose at the starting line.

Efficiency is the key element of opening remarks. Executives are very nervous at times, so they like highly efficient people.

At the same time, effective opening remarks will help you build a professional image in your mind.

Fourth, before you know the demand, please insist on not introducing the product, or take a simple look at the customer face, deal with the customer, then turn around to ask the customer's needs immediately.

For example:

"P", "Mr. so and so, I would be happy to introduce our products to you. At the same time, in order to save more time, I would like to know your needs and thoughts first, so that I can introduce you more effectively and more specifically. Would you mind?"

by that way, we can guide our customers.

Note: many times, customers let you introduce products in the past, not malicious, but habitual responses over the years.

Of course, there are some customers who deliberately let you introduce products first, and then start picking up, letting you get into an awkward and passive situation, so as to prepare for the bargain.

fifth, we should pay special attention to customers who ask questions continuously at the beginning. These people are likely to have other purposes.

And not to mention what his purpose is, it is the chain of artillery questions that have made salesmen very tired.

Unless you can alleviate this passive pattern, the whole sales meeting will be very awkward, and you will be passively beaten.

do you understand the priority of customer needs? /p >

before introducing the < a href= "http://www.91se91.com/news/index_f.asp" > Product > /a >, it is not enough to understand the needs of our customers. We also need to know the priority of customer needs. Otherwise, we may have spent a lot of time to introduce the idea, but the customers are getting bored and bored, and finally they are forced to interrupt.

Unfortunately, you haven't introduced what customers really care about.

so it is necessary to understand the needs of customers and sort them before they really enter the product introductions.

we can sincerely ask our customers:

"miss so and so, in order to better understand your ideas and introduce products more efficiently, can we summarize and confirm your needs?"

After the confirmation of , we will ask the customer to sort the requirements, so we can ask:

"miss so and so, is it convenient for you to sort out these needs?"

do you have a clear value proposition?

It is very important for P to display your value proposition clearly before the sales show.

To put it simply, you need to tell the customer clearly and surely if you cooperate with me, what can our products, our services and our team bring to him?

Head and Shoulders, for example, can clearly tell consumers to "Dandruff"; rejoice can clearly tell consumers "to make hair more supple"; and 10 years ago, a so-called "cure all diseases" three oral liquid, but because no obvious value proposition was abandoned by the market.

this shows that value proposition must run through the whole process of salesperson's whole product introduction.

Of course, a clear value is also needed to be presented by salesmen. Therefore, it is very important for salesmen to interpret the product's value proposition according to the different needs of customers.

> a href= "http://www.91se91.com/news/index_s.asp" > Customer < /a > trust you? /p >

when a salesperson shows a product to a customer, there will always be some customers who doubt the authenticity of the product and question it.

Customer queries can include many factors, such as: customers do not trust the sales professionals, products, services and brands that are introduced.

Generally speaking, sales staff are hard to be accepted by customers before they establish a harmonious communication atmosphere.

this kind of "distrust" has been pformed into a multifarious form of expression, which makes salesmen frequent.

For example, customers say the product is too expensive. The subtext is that he does not believe that the product you introduced can be worth so much money. The customer said that he did not have time to meet you, which means he did not believe that meeting you could bring him greater value than he alone.

so when customers are in doubt, do not rush to introduce products first, build trust first, let customers identify with you, agree with your products, agree with your brand and your value proposition, only in this way will he agree with what you say.