Salesperson eloquence skills training

Chapter 6: Being good at asking questions will help you succeed in sales

"Eloquence Book"

A salesperson of a mechanical equipment factory often breaks the company's sales records. At the company's experience summary conference, he shared his secret: often ask customers targeted questions, and let customers understand the company in the process of answering questions. Products generate identity.This salesperson often started asking questions at the beginning of a conversation with a customer until the sale was made.Here are some of his typical questions:

"Hello! I heard that your company plans to purchase a batch of machinery and equipment. Could you please explain what characteristics your ideal product should have?"

"I would like to know what factors your company mainly considers when choosing a partner manufacturer?"

"Our company very much hopes to maintain long-term cooperation with customers like you. What is your impression of our company and its products?"

"If our products can meet all the standards you require and help your company's production efficiency be greatly improved, are you interested in knowing the specifics of these products?"

"You may have doubts about the transportation of the product. You don't have to worry about this problem at all. As long as you sign the order, we will definitely deliver it to your door within a week. Now I want to know, when are you going to sign the order?"

"If you are satisfied with this cooperation, you will definitely consider us first when you need it next time, right?"

Analysis In the above example, the successful salesperson's questions were systematic and targeted: first, he clarified the customer's needs, then paved the way for introducing the company and products to himself, and at the same time aroused the customer's interest in the company , and then ask questions from the standpoint of customer needs, so as to effectively control the entire negotiation situation, and finally promote the completion of the transaction purposefully, and lay the foundation for long-term cooperation in the future.It can be seen that being good at asking questions is also an important factor in achieving good eloquence in sales.

The secret of sales is to find the strongest need in the customer's heart.So, how to use good eloquence to tap the strong needs that are often hidden in the hearts of customers?One easy way to do this is to keep asking questions.The more you ask, the more customers will answer; the more you answer, the more you will be exposed. In this way, you will turn passive into active step by step, and the possibility of success will increase.In the communication process, the salesperson should help customers discover their inner needs by constantly asking questions, and sales will become easy.However, how to be good at asking questions?
(1) Ask all the time

Avoid the central question first, start with questions that the other party is familiar with and are willing to answer, observe and analyze the other party's reaction while asking, and then subtly lead to the main topic.In short, let customers feel that they are providing information voluntarily.

(2) Ask in different places from person to person
For customers with different personalities, different questioning methods should be adopted: for straightforward people, you might as well ask questions straight to the point; for stubborn people, use circuitous questioning tactics; People at a lower level should ask plain and easy-to-understand questions; people with troubles should be caring, considerate, understanding, and ask kindly.

(3) Ask with confidence

For more important conversations, think about the order of questions, what to ask first, what to ask second, and what to ask last, and there must be continuity and logic before and after.In general, what things to ask, the timing of questions, etc. must be in mind, and strive to achieve the best results.

(4) Ask in moderation
Communication with customers is a bilateral activity, so asking questions must also make customers happy to answer.After the questioning, you should observe the words and expressions, and get information feedback from the customer's expressions and actions.When the customer answers irrelevant questions, it may mean that he is not interested or unable to answer, then ask again in another way;Generally, don't take the liberty to ask the client's salary income, family property, personal resume and other questions.

(5) Ask selectively

This method is to ask questions that the other person can only answer.For example: "Are you ordering today or tomorrow?" "Is the payment method cash or check?" The answers you want, so that you will get what you want.

(6) ask politely

Properly use honorifics that show respect: "ask", "excuse me", "please advise", etc., and when the customer's answer is too far away from the question, use euphemisms to control the topic: "you said these things very interestingly, I still want to ask for advice in the future, but I still hope to talk about the question raised at the beginning..." The topic was naturally brought up.Don't put on a straight face when asking questions, "a smile is your property", asking questions with a smile will make people happy to answer.

(7) Ask in a selective manner

When there are many people in the customer you want to visit, in order to find out who has the decision-making power and convince him, you can ask them out of necessity.For example: "Do you want this product?" At this time, the person who generally answers is the decision maker. "So are you sure you won't change it anymore?" At this time, those who cannot make decisions will seek the opinions of those who have the decision-making power, so that the goal is achieved.

(8) Soliciting questions

If you want to understand the real intention of the customer and get the answer you want, you can use more soliciting words when asking questions, such as "Don't you agree..." Try to develop the habit of asking questions in this tone, such as: " Don't you agree with my service to you, miss?"

(9) Guided questions
When the customer is still hesitant, you can use some cliché questions to guide the customer.For example: "Have you decided to order our products?" Never ask: "Are you going to order our products?" It's clear.

Eloquence
Be sure to avoid continuous questions, which can come across as aggressive.

Ask more questions from the customer's point of view.

Be polite when asking questions.

Ask questions as simple as possible and use less technical jargon.

(End of this chapter)