[China Glass Network] The general means of obtaining information is to ask questions. The process of negotiation is often the process of question and answer. One question and one answer constitutes the basic part of the negotiation. Just the right questions and answers are more conducive to the progress of the negotiations and promote the success of sales.
This article talks about some of the techniques for asking questions during the negotiation, hoping to give some inspiration to the sales people.
First, the basic principles of selling questioning skills 1. Asking questions with affirmative sentences
At the beginning of the negotiation, a question that surprises the customer with a positive tone is a reliable way to attract customer attention and interest. Such as: "Have you already..." "Do you have...?" Or say your dominant thought first, and pass it to the customer at the end of the sentence by asking questions. "Now many advanced companies are building their own LANs, aren't they?" So, as long as you use them properly, the words are true and consistent with the customers' opinions, and will guide the customers to say a series of "yes" until the transaction.
2. Ask the customer to start with general things, then slowly go deeper.
When asking questions to customers, although there is no fixed procedure, in general, they start with general simple questions and deepen in layers to discover the needs of customers, create a harmonious marketing atmosphere, and lay the foundation for further sales. .
3. First understand the customer's level of demand, then ask for specific requirements.
After understanding the level of customer needs, you can master the general direction of your speech, narrow the proposed problem to a certain extent, and easily understand the specific needs of customers. If the customer's demand level is only in the low-level stage, that is, the physiological needs stage, then his concern for the product is mostly focused on economic durability. When you understand this, you can focus on asking questions from this aspect and point out how the product meets customer needs.
4, pay attention to the method of expression of questions
The following short story illustrates the importance of expression. A priest asked his boss: "Can I smoke while I pray?" The request was categorically rejected by the boss. Another priest also asked the boss: "Can I pray while smoking?" The request for smoking was allowed. Therefore, in the practice of sales, we should pay attention to the expression of questions. For example, an insurance salesman asks a woman the question: "Which year were you born?" The woman was angry. Therefore, the salesman learned the lesson and changed to another way: "In this registration form, you have to fill in your age, someone is willing to fill in more than one year old, how would you like to fill it?" The result is much better. . Experience tells us that it is helpful to explain the reason when you ask questions.
Second, several commonly used questioning methods 1, ask questions
This kind of question is to ask questions in the form of asking questions in a tone of enthusiasm. The way to ask this question is to create a question without asking the other party's intentions, to ask for directions, to avoid embarrassing situations and to find out the other side's reality. If a salesman intends to make a deal, but I don't know if the other party will accept it, and it is not good to ask the other party directly, then he asks: "The quality of this product is good? Please comment on it?" If the other party intends to buy, Naturally, if it is not satisfied, it will not be categorically rejected, making both sides embarrassed.
2, inspiring questions
The inspiring question is to ask questions in the form of illusion and reality, so that the other party can make the answer that the questioner wants. This kind of questioning method is good and tempting, which is conducive to expressing their feelings, prompting customers to think and control the direction of sales promotion.
If a customer wants to buy a hat, the salesperson asks: "Is it good to buy a good one?" "Of course, the quality is good!". "Good goods are not cheap, cheap and no good goods. This is also..."
3. Negotiated questioning
Negotiated questions are asked in the form of soliciting opinions from the other party, inducing the other party to make a cooperative answer. In this way, the other party is more acceptable. Even if there are different opinions, they can maintain a harmonious relationship and the two sides can continue to negotiate further. Such as: "Do you see if it will be delivered tomorrow?"
4. Limited question
Prompt two alternative answers in one question, both answers are positive.
People have a common mentality - thinking that saying "no" is easier and safer than saying "yes". Therefore, when the salesman asks the customer, he tries to prevent the customer from saying "no". If you are dating a customer, an experienced salesman will never ask the customer, "Can I see you this afternoon?" Because this kind of question can only be answered in "yes" and "no", most of the customers only I will say, "No, my schedule for this afternoon is too tight. I will call the appointment time when I have time." The experienced salesman will say to the customer: "You see me at 2 o'clock this afternoon. Come to see you at 3 o'clock?" "It is better at 3 o'clock." When he said this, your agreement has been reached.
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