Sales Channel Communication: A Way To Ask Questions In Principle

In the sales negotiation stage, many salespeople also know that they win the initiative by asking questions, but because they do not pay attention to the way of questioning or do not comply with certain principles, they can not guarantee satisfactory results.

Only by asking questions in principle, can we ensure the effect.

In this section, we mainly introduce the ways and principles of asking questions to customers.

First, the way of asking questions.

There are different ways of asking questions. Only when specific problems are analyzed, the corresponding questions can guarantee the effect.

Generally speaking, there are several ways to ask questions to customers:

1. closed questions

Closed question is the question that affirms or negates the answer within a certain range.

This question can enable the questioner to obtain specific information or exact answer, such as "the condition is these, have you decided yet?"

However, closed questions restrict customers' answers, and customers can only choose from limited answers. For example, "do you feel that you are more reliable in cooperation with larger companies?" "do you have time today?" "can I leave relevant information about products?" and so on.

For these problems, customers can only answer short answers such as "yes", "no", "right", "wrong", "yes" or "no", so that customers are not only very passive, but also produce the feeling of being interrogated, and salesmen can only get very limited information from customers' answers.

Therefore, closed questioning is very important unless it is very necessary.

2. open questions

Unlike closed questions, open-ended questions do not restrict the answer to the questions, but allow the customers to give full play to the topic of conversation according to their own preferences.

Open questions can not only make customers feel natural and speak freely, but also help salesmen understand more effective customer information according to their conversation.

Not only that, customers feel relaxed and happy when they can not feel the constraint, which obviously helps the two sides to step up communication and cooperation.

The following typical questions are often asked:

(1) "what..."

You can ask this question: "what advice do you have for us?" "what troubles have you encountered?" "what other ideas do your partners have?" "what do you think of this product?" "what advantages do you think this product attracts you most?" "what will happen if you use this product?"

(2) "

"..."

You can ask this question: "Why are you so fond of this product?" "Why are you so bright today?" "why do you face such a serious problem?"

(3) "...

How or how... "

You can ask this question: "what kind of trend do you think the situation will develop?" "what can we do to meet your requirements?" "how do you usually deal with these problems?" and "how do you want to solve this problem?"

3. guided questions

A guided question is to ask questions that are strongly suggestive.

Such questions almost give respondents no choice but to respond to the answers designed by questioner, which is undeniable.

For example, "now, I see...

You'll have to agree, right? "

Four

Exploratory question is a question which is extended to the customers' opinions or answers.

This question can not only explore more information, but also play a role in detection.

If we want to lower the price appropriately, can you increase the quantity of purchase?

5. confirmatory questions

A confirmatory question is a question that is reconfirmed and supplemented by a reply to a client's reply.

This method is frequently used in key issues at critical times. It can not only get clarification, confirmation and confirmation from the other party, but also explore more adequate information.

For example, "according to your statement, I understand...

Is that so? "

Two, the principle of asking questions

In order to enable questions to effectively promote the success of pactions, salesmen should implement the following principles when asking questions:

1. objectivity principle

The objectivity principle is that the main purpose of questioning should be to understand the true idea of the customer, rather than to induce the customer to make a commitment or force the customer to accept the sales staff's idea.

2. stage principle

The principle of phasing is to distribute questions to different customers when asking questions, avoid continuous questioning, and continuous questioning will make customers feel antipathetic towards salesmen.

3. the principle of encouragement

The principle of encouragement is to encourage customers to make a more thorough and detailed answer when asking questions. If salesperson's questions are only simple answers such as yes or no, then such questions are inappropriate.

Because you can't read more information by "yes" and "no".

4. principle of clarity

The principle of clarity is to make the questions easy to be understood and answered by customers.

We should avoid complicated questions and too long questions, that is to say, questions should be simple and clear, not wordy and sloppy.

Expert advice

It is necessary to pay attention to the way and principle to ask questions from customers.

Every salesperson should have this experience. Asking questions is an important form of language promotion.

Appropriate questions can play a great role in the promotion process.

Paying attention to the way of asking questions and observing the principles of questioning can enable customers to participate in the negotiation process. At the same time, it also indicates the respect and concern of salesmen to customers. On the other hand, it can encourage customers to concentrate their energies, better understand and remember the information sent by salesmen, and lay the foundation for stimulating purchase desire. At the same time, it can also test the accuracy of prior judgement.

Therefore, the salesperson should pay attention to the above ways and principles in the process of asking questions to customers, so that they can use them flexibly.

If you can do this in the entire sales process and pay attention to the principles, observance and consideration of every question of the customer, then the success of the paction will not be far away.