Guide your customers with questions.
The so-called guiding your customers with questions is to state a fact first, and then ask questions according to this fact, so that the other party can give corresponding information. Indeed, guiding customers by asking questions can make them easy to accept.
So, how do salespeople guide customers by asking questions? Here are some methods:
First of all, definitely sum up the problem.
Questioning method's positive induction is the simultaneous use of positive statement, induced statement and questioning method. The first is the affirmative sentence, that is, the use of positive language-"very popular." Secondly, it is a leading statement-"This product comes in two sizes. I don't know which one you would like to choose. I don't know if the bigger one is good? " Finally, the method of asking questions-"How to use it, sir?"
Second, compared with similar problems.
Simply put, it is to convince customers with their personal belongings as practical examples.
For example, Xiao Chen is a salesman who studies software. Once, after reading the product introduction, a customer wanted to see the content of the software he wanted to buy: "I should decide whether to buy according to whether the content of the product I want to buy is suitable for me, right?"
Xiao Chen: "You are right, but the publishing house that published this book is very famous. I hope you can trust the first-class publishing house. Excuse me, sir, what brand is your laptop? "
Customer: "It's made in China."
Xiao Chen: "Oh! When you bought this computer, did you take it apart and look at the components inside? "
Customer: "No."
Xiao Chen: "I think you bought this computer because you believe in the reputation and service of this company, even if you think the quality of the computer is ok after reading it." Similarly, when buying a car, you can't let it go.
Why don't you take the car apart and look at the engine? Also, when you buy medicine, you can't just taste any medicine in a box of 100 yuan and try its efficacy before deciding whether to buy it or not. Although different brands of products may have many prices.
The difference, but if you can't tell the quality, I think you should buy it according to the reputation of the manufacturer. The same is true for buying this learning software. You should trust the publisher's reputation. "
Third, the split problem guidance
This method is very effective in promoting expensive products. When a salesperson sells an expensive set of furniture, he often uses the problem of splitting to convince the customer: "This set of furniture is too expensive."
Salesperson: "How much do you think it is expensive?" Customer: "1000 yuan."
Salesperson: "Then let's say it's 1000 yuan." At this time, the salesperson took out his notebook and wrote 1000 yuan on it for the target customer to see.
Shop assistant: "Sir, do you think you can definitely replace this kind of furniture in at least 10 years?"
Customer: "Yes."
Salesperson: "So, according to your idea, it costs 100 yuan a year. Are you serious? "
Customer: "Yes, that's what I thought."
Salesperson: "1 year 100 yuan, how much is it every month?"
Customer: "Oh! It is probably more than 8 yuan per month! "
Salesman: "Well, let's call it 8.5 yuan. You should use it at least twice a day, once in the morning and once in the evening. "
Customer: "Sometimes more."
Salesperson: "Our conservative estimate is twice a day, which means that you will use it 60 times a month/kloc-0. Therefore, if this set of furniture costs more 8.5 yuan every month, it will be less than 0. Every time 15 yuan. "
Customer: "Yes."
Salesperson: "So less than 1.5 cents a day can make your home tidy, so you don't have to worry about putting things in the wrong place anymore, and it also plays a decorative role. Don't you think it's a good deal? "
Customer: "... yes. Then I'll buy it. Has it been delivered to your door? "
Salesperson: "Of course!"
Fourth, simplify the problem.
Sales staff can understand why customers don't buy through a simple question, and according to the customer's situation, sales staff can probably know which strategy to use to deal with it, reduce the sales obstacles that can be overcome one by one, and improve the sales success rate. At this point, simplifying questions is the best way to guide customers to ask questions. For example, you can ask, "Do you think it is unnecessary to buy now? If it is a payment problem, we have a plan to cooperate with you. "
"Are you dissatisfied with the price?"
"Is there anything you don't understand about my explanation?"
"Don't you want to buy it yet?"
"Did you order from other places?"
"Are you considering buying from other buyers?"
"Don't you like this style?"
"Are you not interested in this product?"
"What do you think of this manufacturer?"
Guiding customers with questions is an important way for salespeople to win the initiative, but improper use will be counterproductive. Therefore, sales staff should also pay attention to the following points when guiding customers to ask questions:
1. Guide customers' thinking
First of all, use questions to guide customers to prove that they are right and make customers believe in the products they sell. If you say it, customers will be suspicious. What the customer said is true.
Secondly, make sure that it is guaranteed before guiding. How long it takes will vary greatly on different occasions. If you want to guide customers from the beginning, the chances of customers buying are very small. Thirdly, don't give customers a chance to think about it, or their answers may not be what you want. This requires salespeople to practice, practice and act in advance. In this way, customers' spirits can be kept high by maintaining high-speed operation.
go a long way
Generally speaking, once the salesperson puts forward his own decision, the customer will feel that the other party is forcing him to buy, which will lead to a rejection reaction. Therefore, sales staff should ask politely according to the changes of the situation and gradually guide customers to develop in the direction they want. Of course, the premise of this is that the sales staff must firmly grasp the dominant position. If they lose their initiative and are led by customers, then the sales staff will easily fall into chaos and the sales negotiation will not go smoothly.
3. Be aware.
At the same time, sales staff should practice, practice, practice how to deal with customers' wrong answers. Some of these questions don't need to be answered and can be ignored. Other answers sometimes force salespeople to change their strategies, so salespeople should be fully prepared in advance. Only when the salesperson makes a decision can the customer be guided to make a decision. Customers are usually unfamiliar with products. If there are multiple products and services, how many or one will the average customer choose? In this case, it is impossible for a salesperson to carry all the promoted products with him. But as a professional salesperson, you must make decisions for your customers. If you can't make a decision yourself, what does the customer want with the salesperson?
4. Master rich professional knowledge
Salespeople should have the professional knowledge to solve problems and create opportunities for customers. Expert and professional salespeople will solve the problems of products and services for customers and create opportunities for customers to increase their production capacity, enjoyment, safety and income and improve their status. In each case, salespeople must have more knowledge reserves than any customer, that is, salespeople must find out which part of knowledge can best meet the needs of each different customer, find problems through organized and practical consulting habits, distinguish and innovate, determine the problems and opportunities of each customer, and form the habit of discussion. Expert guidance
It is worth reminding everyone that when asking questions to customers, salespeople must know the answers to each of your questions. If you ask a question that customers don't know how to answer, what will they think? Obviously, you can't guide customers to think correctly. Besides, salespeople should know how to make decisions for customers. If the salesperson lets the customer find the problem and make a decision, it is not a qualified salesperson. Also, salespeople should not attribute their troubles to products. If salespeople lack professional ability and get into the habit of blaming products and services, it will ruin the whole sales process faster.