Learn some wonderful questioning techniques, mind reading techniques, and psychological control tech

Chapter 59 Part [-]
Previous: Questioning skills: how to speak so that others will listen, how to listen so that others will speak
Chapter 11Interview Scene 11: Interview Marketing: The Sales Code Hidden in the Speaking Skills

Section [-] Brain Game: Speculation on Strategic Issues

Mini scene house:
Without knowing the customer's real needs, use strategic questions to ask the customer's favorite products step by step.

Question story session:
Li Yi is a salesman of a company. He went to visit after receiving an order from a company, and Ms. Liu received him.

Li Yi: "Hi, are you calling to order a fax machine?"

Ms. Liu: "Yes, the company needs one, so I want one."

Li Yi: "What model do you need? What model did you use before?"

Ms. Liu: "I haven't used it before. This is the first time I buy it. Do you understand what I mean?"

Li Yi: "Oh, sorry, can I ask why you don't send the file by e-mail or other methods?"

Ms. Liu: "Most of the companies that receive emails are old-fashioned companies. Although they can't be said to be conservative, they are really a little behind, but what can we do? They are our gods, and we have the responsibility to meet their needs. .And the matter of buying a fax machine is a conclusion reached after discussions with several colleagues, so just buy it.”

Li Yi: "But I can see that you are not very willing, do you prefer to send files by e-mail?"

Ms. Liu: "Who said it wasn't. I thought about it too. Sending faxes is not a regular thing. It's just that sometimes I send them when I'm busy. The No.1 person who receives faxes is not the boss but the secretary. Oh, but there's no other way. Now that it’s settled, you’d better introduce me to the specifics of the product.”

Li Yi: "Miss Liu, since the other party didn't ask you to buy a fax machine, I don't think you have to buy it. Why don't you try other products?"

Miss Liu: "What do you mean?"

Li Yi took out a set of computer fax software and said: "This is a set of computer fax software. Its advantages are automatic installation, high accuracy of file transmission, fast speed, and very cheap price. You may wish to try this."

Ms. Liu: "Oh, is that so? Then give me a detailed introduction."

Wonderful question:

As a salesperson, when introducing products to customers, you can't blindly speak according to the needs of the other party.Because the needs stated by the other party are sometimes not sincere or voluntary, at this time, the salesperson must use strategic questions to find out his true thoughts and grasp the sincerity of the other party in order to provide him with the products he really needs.

Li Yi originally thought that Ms. Liu wanted to order a fax machine, but learned from the conversation that the other party's real thought was: I don't like fax machines, and I prefer other new transmission methods.It can be seen from this idea that what the other party needs is only a tool that can transfer files.

So, how did Li Yi discover this?

First, he asked Ms. Liu about the fax machine, and found that the other party was not very proficient and didn't seem to like to answer related questions.When he asked about other more convenient transmission methods, Ms. Liu's mental state immediately improved a lot.Li Yi immediately concluded that there was a discrepancy between the other party's real needs and what she just expressed, and this discrepancy would not have been discovered without tentative inquiries.At the same time, Li Yi used the method of comparing the old and new products: the fax machine is not suitable for you, and the computer fax software is faster and cheaper. By comparing the two, we can further dig out the real needs of customers.

In the process of product sales, the product that satisfies consumers the most may not necessarily be the one with the best quality and the most beautiful appearance, but it must be the one that suits consumers the most.If you want to understand consumers' minds, you must learn to use multiple ways to discover the real needs of the other party, and strategic issues are one of the ways.

Tactical questions are not intended to set the other party's words, but a questioning measure adopted to provide them with the most satisfactory needs.Mastering this questioning method can more actively grasp the psychology of consumers and the initiative in sales.If you provide the other party with the most urgently needed and most suitable products, will he still refuse you?

(End of this chapter)