Three skills of analyzing customer demand points;
Skills of analyzing customer demand points 1, learn to listen.
Listening can effectively win the favor of customers and is an effective means to expand interpersonal relationships. As salespeople, we should learn to listen. When communicating with customers, we should listen carefully to every word said by customers, learn to consider every word said by customers from their own perspective, solve customers' troubles and understand customers' needs from their own interests.
Skills of analyzing customer demand points II. Learn to observe.
Do sales, from the heart to conquer customers. For salespeople, only by conquering customers from the heart can customers consider you for the first time and intend to cooperate with you. Therefore, sales staff should learn to observe, observe the words and deeds of customers and analyze their personality information, so as to better understand the customer's demand points and conquer customers from the customer's demand points.
Skills of analyzing customer demand points 3. Learn to ask questions.
Asking questions is a skill. When asking questions, think carefully, don't blurt them out without thinking. This is likely to hurt customers, destroy the original good atmosphere and cause the loss of customers. Ask questions effectively according to your own personality, avoid some words that customers don't like, and avoid being rude in front of customers and slandering competitors. Through clever questions, analyze customers, analyze their personality characteristics and analyze their market demand.
Ways to explore customer needs:
First, the state query method
In daily life, status query is used most frequently. For example,? Do you play golf? Where do you work? Do you have any hobbies and so on. These questions are all about understanding each other's current situation. This way of asking questions is called state inquiry. Salespeople ask customers about themselves, and of course they will ask topics related to the products they want to sell. For example,? How many printers have you used in the office? What kind of insurance do you have at present?
The purpose of status inquiry is to know the customer's factual status and possible psychological status through inquiry.
Second, the question inquiry method
Questioning method asks questions in order to discover customers' grievances, dissatisfaction, anxiety and complaints, that is, to discover customers' potential needs.
Ask. For example:
? Where do you live now (status query)
? Near the railway station. ?
? Is this your own house? (status query)
? Yes, I have bought it for ten years, for the convenience of work. ?
? How are you getting along now? Did you find anything uncomfortable (question inquiry)
? Well, that place is too noisy now, and there are people everywhere on the road, so I can't walk. It's really not suitable for people our age to live in. ? Through the simple example above, we can see that salespeople can find out what customers are dissatisfied with by asking questions, and know what customers are dissatisfied with, so salespeople have the opportunity to explore the potential needs of customers.
Third, the implied inquiry method
After you find the potential needs of customers, you can suggest ways to solve customers' grievances by suggestive inquiry. This method of inquiry is called implied inquiry. For example:? The subway near the railway station will be open to traffic soon, and it is very close to the forest park. What do you think of living in a place with green space and good air (suggestive inquiry method)
? I have long wanted to live here, but I can't make up my mind at the moment. ? Successful salespeople must be able to handle it skillfully? Situational inquiry method? 、? Question method? 、? Prompt query method? Skills. If the sales staff can skillfully use the above three inquiry methods interactively, after reasonable guidance and reminder, customers will unconsciously flow out of their mouths. After the customer tells the potential demand, the salesperson can confidently and firmly demonstrate his product description skills to prove that he can meet the customer's demand.