Today, the customer said that he had seen the construction site, such as analyzing the talk list.
Designer: Have you seen our construction site? May I ask which website you are looking at? Guest: I saw your home in Hangzhou. Designer: Oh, what do you think of our construction site? /Do you have any comments or suggestions on our construction site? Designer: Many customers sign contracts with us without looking at the construction site. Look at the construction site first, and then go to the company. Can you explain that we have high requirements for the quality of the project? Guest: Of course.
These conversations often happen when designers talk about orders, but in many cases, the designer's questions are meaningless, or the answers given by customers are meaningless.
Like the above words:
"Then what do you think of our construction site?" After seeing the site, the company's customers must be satisfied with the site;
"Can you tell us that the quality of the project is very high?" This way of asking questions is to let customers answer "yes", and everyone must have requirements for the quality of the project.
At this time, it is very important to judge whether this requirement is special or not, so we should analyze it layer by layer here, distinguish customers, pay attention to sentence breaks when asking questions, emphasize tone, and let customers think it over before answering.
：
Designer: Have you seen our construction site? Excuse me, which website are you looking at? Guest: I saw your home in Hangzhou. Designer: Oh, you have seen our construction site in Hang Cheng, so are we from this community? Customer: I'm not from around here. Designer: No, it doesn't belong in this neighborhood. Why are you here to see the construction site? Customer: Oh, my friend made it there. Designer: Your friend did it there. Did we install your friend's house? Client: Not a designer either: No, let me guess. Did you come here after seeing a friend's house and the construction site near us today? Customer: Indeed, your site is well done ... Designer: You see that you visited the site before you came to the company. This behavior is quite different from that of most customers. Can you explain that we are particularly demanding on the quality of the project? (It must be emphasized)
Customers usually have two answers:
Customer: That must be very demanding (this answer is basically meaningless) Customer: Yes, I have to tell you that I have very high requirements for the quality of the project. Can you do it?
This can distinguish the special requirements of this customer. Later, we will focus on the quality of the project, emphasizing that our site is the best, and we can use auxiliary materials, technology and construction management for construction.
When designers distinguish some behaviors of customers in the process of talking about orders, the questions they ask are very important and can't be asked casually. Ask casually, and customers will answer casually.
Therefore, designers should pay attention to:
1, colloquial;
2. Answer the customer's words and try to contact the question, because the question will be more intimate;
3, the question can not jump, a question must be closed behind, and must be related. Never jump to another question before you finish one question, that is to say, the question is actually invalid if it doesn't come out.
In the eyes of middle school teachers, this list is nothing particularly new, but it is almost the same. The biggest difference is whether your level can come out, and the best way to close is to use closed questions. The above monologue is a combination of open and closed questions, which shows what is the level of monologue.
How to improve the art of speaking and signing bills?
How to deal with various customer objections?
How to make customers willing to enter the store twice?
What if the customer's budget is too different from the company's quotation?
......
More signing routines, definitely Liu Jia signing.
Chang, the best teacher in the industry, is waiting for you in Hangzhou.