How Does A Salesperson Close Customer Relationship?

The key to using problem approach is to find and ask questions, find problems, find customers, and ask appropriate questions, which means successful access to customers.

It should be noted that the problem raised by salesmen should be the most concerned problem for customers.

Of course, questions must be carefully conceived and deliberately worded.

Many salesmen develop some lazy bad habits and don't use their brains. No matter what customers are approaching, they say "business is good?"

How can Salespeople Use questions to arouse customers' interest?

First, ask one question first, and then raise other questions.

When asking questions, the salesperson can ask the first question first, then continue to ask other questions according to the customer's reaction.

For example, "Wang, what do you think is the cause of the current product quality?" the product quality is naturally the most concerned problem for the boss. The salesperson's question may cause a discussion between the salesperson and Mr. Wang about the improvement of the product quality. Without doubt, he will guide Wang to enter the marketing interview step by step.

Two, from the very beginning.

Of course, salesmen can also put forward a series of problems at the beginning, so that customers can not evade.

For example, a Book salesperson always asks the customer the following questions calmly and calmly, "if I send you a book about personal efficiency, you can read it after reading it." can you read it if you read it? "" if you like it very much after reading it, will you buy it? "" if you didn't find the pleasure, would you put the book in this bag and send it back to me? "The book salesman's series of questions were simple and clear, so that the customer could hardly find the chance to say" no ".

Three, ask questions directly.

Sales staff can also directly ask customers questions, arouse customers' attention and interest, guide customers to think, and smoothly pfer to the formal interview stage.

This is also an effective marketing method.

For example, what will you do in 2020? This question may cause a discussion between the salesperson and the client about retirement plans.

For example, a company instructs its salesmen to carry a cardboard 2 feet wide and 3 feet long. When the customer opens the shop on the floor or counter, the board says, "if I can tell you how to make this place earn $250 a year, you will be interested, right?"

1. pay attention to the formulation of problems.

A salesperson posed a simple question to a lady: "what year were you born?"

It is routine for salesmen to ask this question, but this lady is deeply dissatisfied with the passage of time and taboo about the year of birth.

Later, the salesman learned the lesson and changed to another way of asking: "this car registration form has to fill in your age, someone will fill in the actual one year old, how would you like to fill it?"

We can see that the importance of the question is expressed. Experience tells us that it is helpful for us to explain the reason when we ask questions.

2., seize the right time to ask questions.

Did the salesperson know what to ask and ask questions? No, there was another question: the time to ask questions.

It is not only easy to arouse the attention of the other party immediately, but also to maintain the interest of the two sides, and to guide the negotiation according to your wishes.

Therefore, we must pay attention to timing when asking questions.

The time to ask questions should be decided according to the customers themselves, the situation of selling products and the time and place of appointments.

Salespeople can ask questions at the beginning, such as: "do you need to improve the efficiency of the factory's work?" or "do you have advanced audio?"

3. understand customer needs

Asking questions is to understand the requirements of customers, and the specific performance of customer needs is the difference between what he already has and what he wants.

Therefore, salesmen deliberately ask customers "existing" questions, such as "what do you like about what they already have?" and then ask, "what do you want", such as "what do you want in nothing"?

If you listen carefully to the customer's answer, you can recognize the difference between "what he has" and "he wants to have", so as to understand his needs.