Not all customers are willing to answer questions. For example, questions about economy and privacy will lead to the embarrassing situation that customers don't answer or turn away. Without paying attention to these taboos, how can the turnover of business personnel be improved? Effective questioning should be used as a common means to attract customers' attention. Business people should understand that in business visits or negotiations between the two sides, there is only one purpose of asking questions, and that is to understand the needs of customers. Only by asking the real needs of customers can we fill the needs with the corresponding products and reach a deal.

Generally, business personnel will directly ask questions to customers, arouse their attention and interest, and guide them to think, so as to smoothly transfer to the formal interview stage. This is a conventional and very effective method to facilitate transactions.

of course, the business personnel can also ask a question first, and then ask other questions according to the actual reaction of the customers, so as to push forward step by step and find out each other's cards. Business people can also ask a series of questions at the beginning, so that the other party can't avoid it. For example,

"What will you do by 215?" This problem may lead to a discussion between business people and customers about retirement plans.

"Is your business big enough to use automated production equipment?" This problem caused the director of a developing manufacturing factory to ask a new question: "How large must my factory be?" So as to arouse his interest in your product or service.

A business person of a company said to the customer, "As long as you answer two questions. I know if my product can help you decorate your product. " This is actually a problem, and it often induces customers to answer, "Oh, tell me, what's the problem?"

There is also a vending machine manufacturing company that instructs its personnel who go out to do business to take a piece of cardboard two feet wide and three feet long when they meet customers. The cardboard says, "If I can tell you how to make this place earn $25 a year ..." When customers see this move, they usually light up and start asking about the product carefully.

Effective questioning can enlighten the mind and guide customers to participate in the negotiation more actively. How can we ask a good question? Here are a few suggestions for reference.

(1) Have the courage to ask customers about their business situation and some seemingly stupid questions, and also have the courage to ask questions that customers may avoid to get hints from them.

(2) You can ask some questions for which you already know the answer, so as to know whether the customer is honest or not.

(3) Don't ask questions that make customers feel hostile, and don't ask customers with a judge's attitude.

(4) Don't deliberately ask some questions to show how smart you are.

(5) Even if you are anxious to ask questions, don't stop listening to the customer's conversation. You can write down the questions first and wait for the right time to ask them.

Before the popularity of the Internet, a French studio was going to buy several sets of the most practical encyclopedia books for editors. Soon after the news was sent out, the business personnel of several encyclopedia book companies talked with the person in charge. But most of these business people are the same, that is to say, how good and informative their books are, which makes the person in charge nervous.

Later, the person in charge bought a batch of books for the editors from a book salesman named John. It wasn't that John's books were so beautiful and cheap, so what made the person in charge make such a decision?

It turns out that when John met the person in charge of the studio, he didn't talk about books like other business people. He just asked the person in charge three questions calmly and calmly: "If I give you a set of books about work efficiency, and you open the book and find it very interesting, will you read it?" "If you like this set of books very much after reading it, will you buy it?" "If you don't find the pleasure in it, would you please put the book back in this bag and send it back to me?" The question was simple and clear, so that the person in charge could hardly find a reason to say "no". He immediately invited John to the office to give a detailed introduction and finally reached a deal with John.

Just like John in the case, when asking questions to customers, we must grasp a principle: to be customer-oriented. Because the generation and realization of purchase behavior is based on demand. Namely: customer demand, purchase motivation, customer purchase and demand satisfaction. However, directly asking the customer's needs is easy to form a deadlock, which will make the two sides of the negotiation less and less in common, and finally lead to the breakdown of the negotiation.

in order to avoid this situation, business personnel can ask customers open questions first, persuade customers step by step, and then ask questions in a closed way on the final price, regulations and quality issues. This will make it easy to interact with customers and communicate well.

This has the following advantages: firstly, we can start with a relaxed topic, so that both parties can enter a relaxed communication atmosphere, which will win the favor of customers. Then, with the deepening of communication between the two sides, the problem will be gradually locked in the expected direction, and the customer will feel that you are decisive and not slow, and he will be more willing to do business with you. Doing so is not easy to be rejected by customers, but also can effectively make customers accept your suggestions or products.

Because of the opening and closing in the early stage of the question, this way of asking questions looks like a funnel. This kind of question funnel is not only very clever in asking questions, but also a very effective sales method. With this method, customers will generally "consciously" reach a deal with you.

two priests asked the bishop separately to see if they could smoke.

Reverend A said, "Bishop, may I smoke while praying?"

Bishop: "What? Smoking while praying, you are insulting God! "

Reverend B: "Can I pray while smoking?"

Bishop: "Of course, my child, God will bless you."

The answers to these two priests' questions are quite different, which is the difference in expression. When asking questions, business people are used to saying, "Sir (madam), do you need …?" This is the most common sentence pattern used in the first sentence, but it is a wrong way to ask questions. Because such a clear question is abrupt, nine times out of ten it will be rejected. So, what should you say?

If you are selling an advanced fruit juicer, when the host opens the door, you should ask, "Excuse me, do you have an advanced fruit juicer at home?" Bite the word "advanced" Hearing this question, the owner of a fruit juicer may say, "I have a fruit juicer at home, but it's not advanced. Can you see what your advanced fruit juicer looks like?" When the host answers this question, you can take out the sample from the bag and use the topic to urge him (her) to buy your product. The owner who doesn't have a fruit juicer may be curious. He or she will ask, "What is a' high-grade' fruit juicer like? What is the use of it? " This is obviously a desire to know something about advanced fruit juicer. At this time, you can open your bag. Obviously, such an opening remark can at least win you an opportunity to introduce and discuss.

but if you take such a common opening remark, "do you want to buy an advanced fruit juicer?" that would be wrong. The host will block you out with a "don't", and your idea of making a deal with the customer will naturally be ruined.

A good business person should be very cautious about asking questions. Usually, three points should be determined when asking questions: the content, the timing and the way of asking questions. In addition, business people also need to consider what kind of reaction questions will have on the other side.

There is a couple who are insured by an insurance company. When filling in the customer information, the insurance business staff who received them asked their wife such a question: "You should be over forty years old. What year were you born?" As a result, the lady was so angry that she took her husband's hand and wanted to leave.

seeing such a situation, the business manager next to him immediately stepped forward to retain them and offered to fill out a new one for the customer. Drawing on the lesson just now, when filling in the customer's age, he asked in another way: "In this registration form, to fill in your age, some people are willing to fill in numbers that are older than the actual age. How would you like to fill in?" In this way, the result of asking customers is much better. The husband of the lady helped his wife fill in the age column and finally signed the contract smoothly.

Therefore, it is helpful to conclude the transaction by using appropriate methods when asking questions. Questioners should use more open-ended questions and carefully use closed-ended questions. It is best to know each other's situation in advance and make a good draft. We should also pay attention to the timing of asking questions, ask further questions after obtaining the consent of the other party, gradually narrow down from a wide range of questions to specific questions, avoid ambiguous wording, avoid interrogative or interrogative questions, and even avoid using sarcastic, threatening and instructive questions.

—— Quoted from Yanbian People's Publishing House, Details Decide the Deal