Communicating with customers and understanding their points of need is a point that sales people must do well. In the face of customers, as a salesperson, the first thing you need to do is to understand the customer first, only after understanding the customer, we can analyze the system according to the characteristics of the customer. So how to analyze the customer's point of need? Below, follow me to see it, I hope you can be satisfied, thank you.

Three techniques to analyze customer demand points:

Analysis of customer demand points of the skills 1, learn to listen

Listening to effectively gain the goodwill of customers, is an effective means of expanding interpersonal relationships. As a salesperson, we must learn to listen, in communication with customers, listen carefully to every word spoken by the customer, learn to stand in the customer's own point of view to consider every word spoken by the customer, from the customer's point of view of the interests of the customer to solve the problem for the customer to understand the customer's point of view of the needs of the customer.

Analyze the customer demand point of skill 2, learn to observe

Do sales, are from the heart to conquer the customer to start, for sales people, only from the heart to conquer the customer, in order to let the customer the first time to take into account you, have the intention to cooperate with you. Therefore, the sales staff should learn to observe, observe the customer's words and deeds, the customer's personality and other information analysis, so that a better understanding of the customer's needs, from the customer's needs to conquer the customer.

Analysis of customer demand point of skill 3, learn to ask questions

Questioning is a skill, in the question, we have to do thoughtful, do not appear without the brain blurted out, which is likely to result in poking the customer's pain, making the original good atmosphere is destroyed, resulting in the loss of customers. Questioning should be done according to the character of the effective questioning, to avoid the appearance of some customers do not like the words, at the same time, to avoid rude behavior in front of the customer, do not appear to denigrate the competitor's words. Through skillful questioning, the customer to analyze, analyze its character traits, analyze its market demand.

Methods to explore customer needs:

First, the status of the inquiry method

In daily life, the status of the inquiry used the most often. For example, you play golf? You play golf? Where do you work? What are your hobbies? etc. These questions are designed to understand the current situation of the other party. This questioning method is called the status of the inquiry method. Salespeople to customers for the status of the inquiry, of course, and their own sales of products related to the subject. For example, how many printers have you used in your office? How many printers have you used in your office and what kind of insurance are you currently insured for?

Status query.

The purpose of the status query is to understand the factual situation and possible psychological situation of the customer through the query.

Second, the question of the inquiry method

The question of the inquiry method is, after you get the answer to the question of the situation of the customer, in order to explore the customer's inequality, dissatisfaction, anxiety and complaints and questions, that is, to explore the potential needs of the customer

inquiry. For example:

? Where do you live now? (status inquiry)

? Near a train station.

? Is it your own house? (Status query)

? Yes, I bought it about 10 years ago, for the convenience of my work.?

? How is it living now? Did you find it uncomfortable? (Question asked)

? Well, now the place is too noisy, the road is crowded with people everywhere, we can't even walk, it's really not suitable for people of our age to live in. Through this simple example above, we can see that, through the question asked, can make the sales staff to explore the customer dissatisfaction, know the customer dissatisfaction, the sales staff will have the opportunity to explore the potential needs of customers.

Third, the implied inquiry method

You find the potential needs of customers, you can use the implied inquiry method, the solution to the customer's dissatisfaction. This inquiry method is called implied inquiry method. For example: ? The subway near the train station will soon be open to traffic, near the forest park, there is green space and air and good place to live, what do you think? (Hinted Inquiry Method)

? I've wanted to live here for a long time, but I just couldn't make up my mind at the moment. Successful salespeople will be able to skillfully utilize this method. The situation of the salesman's life is not a problem, but it is a problem for the salesman. The first step is to make sure that you have a good understanding of what you are talking about. The questioning method is a good way to ask questions about the situation. and the "questioning" method. suggestive questioning? techniques. Salespeople who can skillfully interact with the use of the above three methods of inquiry, the customer after reasonable guidance and reminder, the potential demand will be unknowingly out of their mouths. After the customer said potential demand, sales staff can be confident and firm to show their own product description skills, to prove that they can meet the needs of customers.