Salespeople ask questions directly to customers and use them to attract their attention and interest. For example, "Director Zhang, what do you think is the main factor affecting the quality of your products?" Product quality is naturally one of the most concerned issues for the factory director. The salesman's question will undoubtedly guide the other party into the interview step by step.

When using this technique, we should pay attention to the questions raised by the salesman, which should be the most concerned issue of the other party. The question must be clear and specific, and the words should not be vague and ambiguous, otherwise it will be difficult to attract the attention of customers.

Step 2: Sincere praise

Everyone likes to listen to good words, and customers are no exception. Therefore, praise in the opening remarks of visiting customers has become a good way to approach customers. When praising prospective customers, you must find out the features that others may overlook, and let prospective customers know that your words are sincere. If a compliment is insincere, it becomes flattery, and the effect is definitely not good. Praise is harder than flattery. You must think clearly first, not only with sincerity, but also with established goals and sincerity.

Sincere praise-case:

"Mr. Wang, your house is really beautiful." This sentence sounds like flattery. "Mr. Wang, your hallway is really unique." This sentence is a compliment.

Here are two examples of opening remarks praising customers. "Manager Lin, I heard manager Zhang of Huamei Garment Factory say that now is the best time to do business with you. He praised you as a warm-hearted and frank person. " "Congratulations, Mr. Li. I just read about you in the newspaper. Congratulations on your election as one of the top ten outstanding entrepreneurs. "

Step 3 use curiosity

Modern psychology shows that curiosity is one of the basic motives of human behavior. Liu Jiaoshou of Jackson State University said, "Exploration and curiosity seem to be the nature of ordinary people, and mysterious things are often the objects that everyone is familiar with and concerned about." Things that customers are unfamiliar with, don't know, don't know or are different often attract people's attention, and salesmen can use everyone's curiosity to attract customers' attention.

Curiosity case:

A salesman said to a customer, "Lao Li, do you know what the laziest thing in the world is?" The customer is confused, but also curious. The salesman continued, "it's the money you hide and don't use." They could have bought our air conditioner and let you spend a cool summer. A carpet salesman said to his customers, "You can carpet your bedroom for 16 cents a day. "

The customer was surprised, and the salesman went on to say, "Your bedroom is 12 square meters, and the carpet price in our factory is 24.8 yuan per square meter, so it needs 297.6 yuan." Carpets in our factory can be laid for 5 years, 365 days a year, so the average daily cost is only 16 cents. "In the opening remarks of visiting customers, the salesman creates a mysterious atmosphere, arouses each other's curiosity, and then skillfully introduces the products to customers when answering questions.

4. Mention an influential third person.

Tell the customer that a third party (the customer's relatives and friends) asked you to come to him. This is a roundabout tactic, because everyone has the psychology of "looking at the Buddha instead of the monk", so most people are very polite to the salesmen introduced by relatives and friends.

Case: "Mr. He, your good friend asked me to come to you. He thought you might be interested in our printing machinery, because these products have brought many benefits and convenience to his company."

Although it is very useful to publicize your own methods under the banner of others, you should pay attention to the truth and not make it up yourself, otherwise once the customer checks it up, it will reveal clues. In order to win the trust of customers, it would be better if you could show your business card or letter of introduction.

5. Take a famous company or person as an example.

People's buying behavior is often influenced by others. If a salesman can grasp the customer's psychology and make good use of it, he will certainly receive good results.

For example, "after Director Li and General Zhang of XX Company adopted our suggestions, the company's operating conditions have been greatly improved." Take a famous company or person as an example, you can build your own momentum, especially if your example happens to be a company that customers admire or have the same nature, the effect will be more remarkable.