What are the questioning skills in sales? In the process of sales, we often mention asking questions, but it is worth mentioning that no matter what kind of questions, in the process of asking questions, salespeople must be careful not to let customers have rebellious psychology. So what are the skills of sales questioning? Next, let's take a look.

What are the questioning skills in sales? 1. Create a natural vacuum.

In the process of sales talks, some salespeople are always eager for customers to answer their questions immediately when asking questions, which requires salespeople to take the initiative to ask questions and then stop talking, that is, to be silent. Silence creates a natural vacuum in conversation, which will automatically shift the responsibility to the person who answers the question.

Oral skills of asking questions in sales II. Predicting results-based problems

Asking about forecast results allows customers to forecast sales results. Frequently asked questions are as follows:

"Guess, do you think we can cooperate smoothly through this interview? Still risky? "

"Realistically speaking, how much quantity does your department need before the end of the month? Can you make a prediction? "

"Zhao Zong, when we reach a consensus, my leader always urges us. I'd rather get accurate information than be blindly optimistic, so I can tell him that everything is fine now, and we can promote cooperation at the end of this month, or I should tell him not to hold such great hopes yet. "

Oral skills of asking questions in sales. Ending problem

When the negotiation has turned to the final stage, the salesperson can ask some closing questions, but he must know where the opportunity is. Usually, salespeople can ask questions like:

"If you were the business representative, would you do it differently?" "Mr Xu, are we in danger of losing this cooperation?" "May I ask your impression of our products or myself?"

When asking questions, you can also find out any troubles or objections that may hinder the promotion by adding "negative factors". Then you can ask:

"Do you have any other concerns?"

"What's wrong with you, isn't it?"

"Am I or something else interfering with this proposal?"

What are the skills of asking sales questions 2 1. Channel sales skills-choose channel mode:

The five distribution modes from AE reflect the depth of manufacturers' involvement in channel management and also mean the strength of channel control. Models A and B are typical distribution types that use dealer resources. However, in many distribution models, there will still be exclusive distribution phenomena such as customers bullying stores and disobeying rules, which may be more difficult to deal with than exclusive distribution. In models C and D, except the functions of payment and logistics, the functions of sales management, market development and promotion are completely controlled by the manufacturer's business personnel. Mode E is a direct selling mode in which manufacturers directly face the terminal.

2. Channel sales skills-rule-based strategic partnership.

No matter the general distributor, multiple distributors, distributors and distributors, the factory should follow the same principle. The reason why manufacturers adopt different distribution models is to control the market. The reason for splitting the general distributor is nothing more than that some strategies are easier to realize in other distribution modes, that's all.

The so-called rules are contracts. Dealer contract is the only criterion for the relationship between manufacturers, and both parties must ensure sincere cooperation under the contract rules. Only in this way can a strategic partnership be established. If it is a format contract, it needs to be taken out, and it does not need to be shelved. It is keen to engage in some "dirty tricks" behind the scenes, and there is no guarantee of stable cooperation.

3. Channel sales skills-a communication mechanism based on the full set of content analysis objectives of marketing channel sales skills.

There are many theories and skills in communication between manufacturers, but the core must and can only be the recognition of market goals! Only under the market goal of * * *, can the communication between the two sides be practical, instead of "eating and drinking". The advantage of defining the market target is that the cooperation has a clear future from the beginning, and both sides are looking for solutions around realizing the market target, which can avoid unnecessary disputes. If the two sides can't agree on the market target, it's better to go their separate ways as soon as possible.

4. Channel sales skills: the way to cut military channels.

Dealers, distributors, distributors and manufacturers have used many "carrot and stick" measures to control them: exclusive sales system, rebate, market quality assessment, joint sales expenses and so on. But these don't really make these businessmen behave themselves. Wahaha's so-called closed distribution channel model adopts the operation mode of endlessly occupying dealers' funds and inventory, and the frequent replacement of dealers is behind it. When sales drop, the tree falls apart. "

Dealers are the direct trading objects of manufacturers. However, paying attention to the control and management of dealers is only the style of the past extensive marketing era. Channel terminal has become the new reality of current channel sales skills. Complete works of thldl.org.cn. Strengthening the control of dealers is actually an endless wrangling over various expenses.

Channel sales skills can help us do a good job in sales. Good channel sales skills are like a fast track for our work, which can help us reduce a lot of troubles. It can help us to establish a good cooperative relationship with our working partners, which is more conducive to our future development. In short, channel sales skills are a good helper for our work.