Ask questions with affirmative sentences during negotiations
At the beginning of the negotiation, a question that surprises the customer with a positive tone is a reliable way to attract customer attention and interest. Such as: "Have you already..." "Do you have...?" Or say your dominant thought first, and pass it to the customer at the end of the sentence by asking questions. "Now many advanced companies are building their own LANs, aren't they?" So, as long as you use them properly, the words are true and consistent with the customers' opinions, and will guide the customers to say a series of "yes" until the transaction.
When asking customers, start with general things and then go deeper.
When asking questions to customers, although there is no fixed procedure, in general, they start with general simple questions and deepen in layers to discover the needs of customers, create a harmonious marketing atmosphere, and lay the foundation for further sales. .
First understand the customer's level of demand and then ask for specific requirements.
After understanding the level of customer needs, you can master the general direction of your speech, narrow the proposed problem to a certain extent, and easily understand the specific needs of customers. If the customer's demand level is only in the low-level stage, that is, the physiological needs stage, then his concern for the product is mostly focused on economic durability. When you understand this, you can focus on asking questions from this aspect and point out how the product meets customer needs.
Pay attention to the method of expression of the question
The following short story illustrates the importance of expression. A priest asked his boss: "Can I smoke while I pray?" The request was categorically rejected by the boss. Another priest also asked the boss: "Can I pray while smoking?" The request for smoking was allowed. Therefore, in the practice of sales, we should pay attention to the expression of questions. For example, an insurance salesman asks a woman the question: "Which year were you born?" The woman was angry. Therefore, the salesman learned the lesson and changed to another way: "In this registration form, you need to fill in your age, someone is willing to fill in more than 21 years old, how would you like to fill it?" The result is much better. Experience tells us that it is helpful to explain the reason when you ask questions.
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