How Do Salespeople Identify Potential Customers In Questioning?

< p > identify potential customers in question (< /p >).

< p > potential customers refer to customers who sell products with demand and at the same time have the ability to purchase.

Potential customers are the future wealth of salesmen.

The more thorough the salesperson knows about the needs of potential customers, the sooner he can make the right business decisions.

These business decisions can help salespeople grasp how much time they have to invest to win the large orders of the customer, and help salespeople shift the direction of the company's efforts to projects that can produce maximum benefits.

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"P", so how do sales staff identify potential customers in questions? < /p >

"P > < strong > 1. Screening the contents of questions for potential customers < /strong > < /p >

< p > the following table is some of the questions we have designed. You can guide your sales practice selectively.

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< p > < strong > two, how to identify potential customers in question, < /strong > /p >

< p > in the development stage of sales, sales staff are eager to know whether the customers in front are potential customers, but customers are various and very mannutant. Some intentions to talk with you are serious, while others are just trying to find out the facts or just want to get your free consultation.

At this point, salespeople can find out the attitude of potential customers by asking questions.

Of course, this problem can not be directly addressed to your customers.

For example, the following questions can not be addressed to your customers: < /p >

< p > (1) "are you serious about the services we provide?" < /p >

< p > (2) "are you negotiating with us only to let us give you a free consultation?" < /p >

Salesmen who put forward such problems to customers are "P".

If you want to find out these situations, you should get the real intention of the other side with the formal and tactful questions that conform to business habits.

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< p > ask for more and more comprehensive customer information. If you do not encourage potential customers to tell you more information, how can you make good suggestions? Let's look at selling wooden floor as an example to see how to identify potential customers in questioning.

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< p > < strong > 1. puts forward the background question < /strong > < /p >.

< p > put forward that background questions can help salespeople to know more about the background and daily operation of potential customers, which will provide salesmen with information about customer expectations.

You can ask: "Mr. Xu, because I don't know the progress of your decoration, can you describe to me what the overall design style of your house is like?"

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< p > according to the information provided by potential customers, you can get a better understanding of the way they do things.

This is critical at one ten, because your product must not be perceived or perceived to be a hindrance to the progress of their work.

The more you know about their background, business and working style, the more useful the plan and suggestion you put forward to them.

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< p > < strong > 2. puts forward the expectation type problem < /strong > < /p >.

< p > the purpose of this question is to help customers find out the problems and problems they face and understand how they want to solve them and how to solve them.

The expectation type problem is put forward to achieve the following objectives: < /p >

< p > (1) to understand the problem of distress.

You can ask: "Mr. Xu, you can't decide to buy our wooden flooring now. Can you tell me what kind of shade and ideal wood you need for your ideal home environment?" < /p >

< p > (2) to understand the limitations.

You can ask, "Mr. Xu, when you choose our sandalwood / flooring, what do you think you need to follow in order to better utilize the performance of our floor?" < /p >

< p > (3) to understand the ideal problem.

You can ask: "Mr. Xu, if you can choose one of our gifts, will you choose a gift bag or a bathtub?" < /p >

< p > (4) to understand the challenge.

You can ask: "Mr. Xu, as a successful leader in your industry, how do you consider the overall decoration style and the decoration of the ground, wall and zenith when you decorate your villa?" < /p >

< p > (5) to understand the problem of expectation.

You can ask this question: "Mr. Xu, the information feedback and suggestions you provide will help us greatly in the development of the floor. Do you have any other requirements that we should know?" < /p >

< p > put forward that expectancy problems reveal the background, troubles, limitations, ideals, challenges and overall expectations of potential customers.

When you ask a customer according to this clue, you almost achieve your goal, but you must be careful not to turn this process into a clean question.

You must add a little bit of information about how your company is doing, and tell other customers about the pleasant experience and satisfactory results of your cooperation or use of your products and services.

Do not adopt direct questioning, as if conducting investigation or court interrogation.

You have to leave an impression on the customer that you are talking to him.

The conversation is full of questions and answers from you.

This is a happy and productive experience for you and for your customers.

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< p > < strong > 3. puts forward hypothetical problem < /strong > < /p >

The purpose of the hypothetical question is to let potential customers see what the consequences are if "assumptions" or expectations are not resolved. < p >

This is not intimidation, but let the customer realize that if it is not handled in time or not, what results will it lead to?

Sometimes customers really don't know the seriousness of not dealing with these problems.

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< p > you can ask this question: "Mr. Xu, you talked about the frequent formaldehyde problem. Suppose you bought the eco board and the floor without quality certification. What would happen to you?" < /p >

< p > put forward hypothetical questions will make potential customers take this matter seriously.

If this problem is not mentioned, the customer may not think of this problem, nor will he attach importance to it.

If customers fail to recognize, think and acknowledge problems, they will not have a sense of urgency to solve them.

But by assuming problems, we can help clients to recognize their needs.

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< p > < strong > 4. puts forward the test type problem < /strong > < /p >.

< p > because potential customers have acknowledged their needs and realized the consequences of not handling them, you can use test questions to determine to what extent they need your help.

You can ask, "Mr. Xu, when will we advise you to provide decoration and purchase materials?" < /p >

< p > generally speaking, once the hypothetical problem leads to a bad result, the customer will need a proposal that can solve the problem immediately.

If the need is urgent, even if it is not the best solution, it can be accepted. If we do not realize this need, then even the best plan is useless.

Time is a good indicator of urgency.

Sometimes, you can add some important resources to increase the urgency of the need.

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< p > < strong > experts dial < /strong > /p >

< p > salesperson should have enough intelligent and flexible mind. Only in this way can we ask questions better when screening potential customers.

If the other person is angry with you and refuses to answer questions, it should be an alarm signal that you should give enough attention to, which means that the other side is not fully sincere in completing the paction with you, and they simply do not want to provide you with information about this.

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