All the skills of sales questioning are as follows: First, use questions to derive the customer's description; Why do you always feel passive in sales conversations? The reason is usually that you are always talking and your customers are always asking. Many salespeople are trained to cater to customers' needs at all times instead of guiding them. The phenomenon is that customers keep asking questions, leaving salespeople exhausted and embarrassed. Although the salesmen were tired, they were very happy inside. They thought that all the customers' problems were honestly explained, and the results would naturally fall into place. These salespeople are so kind. Customers keep asking questions to find out your trump cards. And if you don’t know what customers really care about and what the main problems are, they will only lead you by the nose. How can what you say get to the heart of customers? Moreover, you keep talking without asking, which gives the customer the impression that you are making a forced sales pitch and applying pressure blindly. The reason why customers are willing to talk to you is because they expect you to give advice on the professional aspects that you are good at. Like a doctor, diagnose a situation, and the best way to diagnose it is to ask questions strategically. When I was doing sales training, I repeatedly emphasized the importance of ending with questions in conversations, and through repeated exercises, salespeople developed the habit of ending with questions, and the effect was remarkable. Second, use questions to test the customer's response; After you explain something to the customer very carefully, you are eager to know how much the customer listened to, how much he understood, and how he reacted? The average salesperson usually talks a lot, then ends with a statement (period) and stops immediately without any follow-up. At this time, the customer's performance is usually good, I understand, let's talk another day or I'll think about it and wait. What if you ask a question right after you finish your discussion? Or are you clear about this? The effect will be much better. At least the customer will not reject you coldly. Questioning gives the customer a chance to express his ideas. Third, use questions to control the process of the dialogue; the process of the dialogue determines the direction of sales. Generally speaking, the customer-centered consultative sales cycle contains two complementary cycles, namely the customer's psychological decision-making cycle The sales behavior cycle with the salesperson is as follows. The left column shows the customer's psychological decision-making cycle in the sales process, and the right column shows the sales actions that salespeople should make at each customer's psychological decision-making stage. Satisfied ------- Preparing for acquaintance in advance ------- Greetings and opening standards ------- Confirming demand evaluation ------- Expounding opinions on purchasing ------- Negotiation Closing the deal using -------Implementation services At every stage, questions drive the process of the sales conversation. In the negotiation and closing stage, the role of questions is to handle objections and pave the way for closing the deal. The part about handling objections is as follows. In the closing stage, hypothetical questions are usually used to test, for example, if there are no other questions, when will you be able to accept it? What about our services? This is a question of advancing to attack and retreating to defend. After asking questions, pay attention to pause, remain silent, and put the pressure on the customer until the customer expresses his or her thoughts. Don't, after asking a question, don't speak first or ask yourself a question.