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

Chapter 56 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 [-] A clever questioning staff is better than an arbitrary decision maker

Mini scene house:
In the process of turning a customer from a potential buyer into a real buyer, how to make him make up his mind to buy.

Question story session:
A management consultant wants to rent expensive office space.Knowing his financial situation, the leasing agent recommended him one set of rooms after another.During this process, the leasing agent never thought about whether her potential client would rent the house, she just thought: Which apartment is best for my client?

After introducing the different offices, she decided it was time to close the deal.

She leads potential clients into a suite of rooms.There, they overlooked the East River, and she asked, "Do you like the view of the river?"

Prospect says, "Yeah, I love it."

The unflappable letting agent then takes the prospect to another apartment: "Do you like the view of the sky?"

"Very good," the customer replied.

"So, which one do you prefer?"

The customer thought for a while, and then said, "It's still Jiangjing."

"Great, of course this is the room you want," said the leasing agent.

If this is the case, the potential customer did not refuse and really rented the office building.

Wonderful question:

In the whole process of sales promotion, we must first find a potential customer, and then work hard to turn the potential customer into a real buyer.

Let's say you're selling clothing to a retail client and she's hesitating about which dress she likes.You can say, "Let me see, do you like the dark one or the light one, or is that a bit of a mix?" You don't have to ask her if she wants to buy it, just assume she does and offer a few The possible options are for her to choose and judge instead of making decisions for her. Unless she has obvious obstacles (such as inability to pay), the sale will be completed on the spot.

If you change the sales method, ask her: "Will you buy the dark color?" She will probably refuse, because she doesn't necessarily like dark clothes. and the surrounding commodities are bored, and the transaction is likely to fail.

The reason why customers get bored and rejected is not only that they are asked too much, but also that the previous bad sales have left a shadow on them.Sales methods such as tailgating and coercion will annoy consumers.Bear with it once, and they won't be upset, and it's only natural to keep the salesman at arm's length.

In the above story, the housing rental agent did not follow and force consumers, let alone make decisions for potential customers preconceivedly, but only asked customers about their choice intentions.The salesman should leave more opportunities to speak and decide to the customer, instead of making judgments for him without authorization.Always giving customers some clear and directional answers often makes him feel like this: Is it me or you?You don't understand why I always choose for me?Once customers have such an idea, the transaction will be difficult to achieve.

Therefore, in the actual process of selling products, you should provide customers with more choices and be a good consultant, instead of providing your subjective assumptions to the other party and becoming an arbitrary decision maker.Only by not interfering with the customer's choice can the sale be completed at the fastest speed.

(End of this chapter)