提问式销售-庞子东（Question sales - Pang Zidong）

提问式销售-庞子东（Question sales - Pang Zidong） 提问式销售-庞子东(Question sales - Pang Zidong) Question selling Pangzidong A questioning Sales Bible It is more important to form the habit of asking than to learn the art of asking. 2, I have a real smile and affectionate eyes, and often train myself. 3. Put other people's money in your pocket and let others say "thank you". 4, refusal, pick is the buyer, applause is the audience. 5, sales is the transformation of their own ideas into other people's actions. 6, selling is selling trust, customers only trust people to open their hearts. 7, always ask the customer concerns, rather than you care about. The maximum price target of 8, the main member is to win business without obtaining quick argument 9, the customer buys me because he likes me 10, where is my state of mind, my behavior is there 11, as long as I have the sales ability, I can start from scratch, become a billionaire 12, must rely on the power of excellent staff, sales force on the defensive ace 13, customers buy from me because of my rapid growth 14, that is gold, silver is sincere 15, the purpose of sales and customer goals are consistent 16, salespeople are corporate image spokesmen, credit is better than gifts 17 loyalty is better than skill, and result is better than words 18, I like selling, like to ask questions, because this is my ladder of success 19, highlight individual earn money, lead the team into the atmosphere 20, sales is not the end point. What is thinking? Is the question and answer process There are three types of thinking: Habitual thinking According to past experience, the habit of thinking Reflective thinking How to solve the current problems facing now Horizontal thinking Thinking for the future * ask why, find reasons Example: why not accept my customers Ask how to find a way Example: how to let the customer accept me Example: Clinton adopted the opinion of the people when he was defeated. Finally re elected. Ask more questions and communicate better. The man who is ahead of you is not because he is smarter than you, but because he is better than you ask. Why not learn long? * I learned, I learned? In a review, ask the teacher * I learned, I use it? * I used, I insist on it? * I insist. Have I got used to it yet? The habit of a salesperson Humor Example: the world's Insurance master practiced smiling and affectionate eyes Jot down some small jokes and tell them in time to adjust the atmosphere. Tell yourself a funny story every day. Innovation: creative imitation Moving to the good: a person will earn money, rely on his intelligence quotient, a person has no money, rely on his EQ, a person's ability to adjust emotions, determine his influence, influence determines sales force. Successful people adjust their mentality quickly Gratitude: to get the words out. Responsible: achieve your goals, live in the present and do your best. Respect: the other side receives your respect and will respect you Learning: an hour a day Human, art, tract Methods, methods of sales, management methods, techniques, skills. Road: positive thinking, positive attitude, quality (high quality, high quality) In what way do you ask questions and what will people do to you? The speed of growth will determine your future. Ask four times a day: Morning or evening: what have I achieved today? What have I done right? Where can I be better today? (mentality, technique) What do I want to do to make it better? What do I have to do tomorrow to grow or succeed? Nissin knot A successful salesperson: spending 10% of the time making plans saves 90% of the work time. Plan each day carefully, and refine your daily tasks and goals. Daily plan What am I going to get today? Whom to visit? Go and visit there Go and visit there How to visit (details, what to say, how to say) What are you studying today? What needs to be improved and lacked today? Have you reviewed the review? Second lessons The role of questioning Master the conversation and the scene The problem is to notice something and to ignore something Good answers come from good questions If we continue to do exactly the same way as we did in the past, we'll get the same result. The biggest risk in sales - the reverse effect Customers are naturally wary of people who dig their wallets (a mechanical response) Forms of inversion 1, rebuttal: deliberately looking for shortcomings 2, unnecessary clarification: no matter when you want to prove that you are right. 3, superior style: always show that he is stronger than others, more powerful than others. 4. "I know."": Five strategies to avoid inversion 1, more questions, less statements, statements do not mean sales. What do you think of the train ride?. 2, reduce the sense of trust and enhance the occurrence of antagonistic action. 3, curiosity can overcome the occurrence of antagonistic action. 4, position change 5, the herd theory --- trend theory Herd theory forms A, boasting and selling, creates a sales trend. Let customers feel that many people have to buy, and I also test to buy. B, the use of customer competitors Tell clients more than ten cases (even his competitors) Popcorn principle: A large number of customer groups are displayed to customers Existing customers: customers who are using the product now Related customers: not yet using your product, but interested in your product or customers who are preparing to use your product. Your partner: your upstream and downstream partners Principle: 1, the greater the customer, the better the degree of trust. 2, the more famous customers, the better 3, the more detailed customer information (name, address, time, how much goods, the effect of using the product) Three F strategy Feel, experience, discover Two sides of customer purchase Gold medal: get advantage Hound: escape from pain Gold medals and hounds Example: the weight watchers chase beautiful pretty girls (get benefits) and chase you with ugly (escape from pain) Example: The Hound missed the injured rabbit. One for meat, one for life. Power is different. Perception: in the work, we should benefit from the two aspects of the benefits and escape, Five steps to question sales: Arouse the curiosity of customers and create a sales atmosphere A good sales climate is an effective way to ensure customer attention Ask customers to give you separate hours of communication First, the advantages and requirements, resulting in a strong customer curiosity. Word: guess what?......... What about? May I ask you a question? Example: can we communicate alone for a few minutes in order to better secure the key to making greater profits? Five ways to boost your curiosity The Real Estate Company told you that the one that had bought it there and now is left...... Build a sense of professional confidence and expand customer relationships Sales issues Closed problem "A" and "yes" B and ask "simple" questions C and ask the question of "two choices one" Apply and initiate communication with customers and build a sense of trust Open-ended problem Who, what, when, how Example: your name is... When did you start doing household appliances? How did you make this decision? Apply to expanding relationships with customers. Diagnostic question 1 start with a big question 2, ask the question of selectivity 3, ask questions to be varied 4. Ask professional questions in an expert capacity Ask customers questions that are easy to ask and easy to answer Example: XX Hello, may I ask you a question? Are you interested in a car or a larger one? Do you prefer the four door or the two door? Have you ever bought a car before? Are you dissatisfied with your present car? Xx Hello, do you want to see the fridge or TV? Are you using it for three people or for five people? Do you think you are a little love beautiful western style or look a bit? Have you used any brand refrigerators before? Are you dissatisfied with the refrigerator you are using now? Finding demand and shaping value Demand comes from worries and desires Demand is divided into obvious demand and implicit demand Implicit demand must be expanded into a clear demand Don't talk about the product until you see the obvious demand. Method of transforming implicit demand into apparent demand 1, let customers realize the necessity and urgency of the demand The more urgent the customer feels, the faster he will buy A, the hypothetical method B, measuring progress C, free of charge If it's free, would you like it? What if you like him?. D and magic wand skills E, disclosure strategy (selection criteria) Have you ever used a similar product before? Why did you choose this product at that time? Buying is actually buying value Lift customer resistance Conclude a transaction Changing the customer's feelings Customers are emotional buying, Success is to influence others with your own influence Enhance the ability and confidence to ask questions Fifth lectures The steps and sequence of question type sales 1. Ask the question of status Closed problems and diagnostic problems 2, ask difficult questions, so that customers recognize their difficulties What difficulties do you have in sales now? Or what's wrong with your bad business? Do you have any difficulties or obstacles at the moment? The deeper the question, the greater the difficulty of the customer, the greater the demand Ask the client to talk about the difficulties and obstacles he will meet. Belonging to what has already occurred; very low to the customer. 3. Ask the question of influence Refining and deepening difficulties Let customers know the possible consequences of not solving the problem. Sales is the first customer to allow customers to dig the wound, pain, give him the medicine. B allows customers to see and feel the condition of long-term change (loss). Never say what you ask Let the customer take the initiative in the next step Case:........... What would you do (what should you do)? If you change now, what good will it do to you?............... 4, ask the solution question Molding value 1, according to customer needs to shape value 2, the value of the mold to make customers feel priceless Such as: happiness, happiness, success, life, children's future, health Don't create value without understanding customer needs. How to introduce products? FADE method F: Features A: efficacy D: interest E: customer witness Top sales should see the benefits of a deal The method of lifting a refusal Rejection is what every salesperson has to face. 1, pretending not to hear 2 ignore him 3, identify with him 4, ask him Closing call 1. All things begin with faith All changes can be instantaneous All customers can be persuaded All goals can be achieved My job is to help customers solve their problems My mission is to help every customer Letting customers buy is my responsibility The customer must need my product to solve his problem A customer's purchase must be good for him Let customers buy in order to help customers I let customers buy, that is, good for customers The purpose of the sale is to help the customer get what he wants I'm not doing my best. It's my fault I'm sure a deal will be helpful to our customers If I don't do business today, it will waste my customers' time Only when I help the customer do business can I enjoy the first-class service I was paid for the service because I provided excellent products and excellent service If I don't do it, I'll have to. If I do, I can do it Only business can make me and my customers winners The rate of collection is the speed at which I succeed Collecting money is helping customers change their fortunes and move towards success All customers can be traded. As long as I conclude, conclude, and conclude, I have 1000% confidence, The customer gave me 2000 "NO", and I had 8000 more confidence The above transaction belief allows me to sell any product to anyone at any time and to continuously deliver my results Nine strategies for asking questions 1, what am I selling? The benefits and significance of my product or service to the customer 2, who is my real client? 3. Why do my clients buy from me? Five reasons for buying a product Five reasons to buy from your company Five reasons for buying from you in the future 4, where are my prospective clients? 5, when will my customers buy? 6. Why do customers buy products now? 7, why customers do not buy? 8, who is my competitor? 9, who is my non customer base? Neither to me nor to my competitors. It's not the end customer I'm selling directly Golden rule 1, with the same question, never say 2, always ask the customer concerned about the problem 3, sales is through questioning, so that customers feel that you really care about him, help him 4, ask only one question at a time 5, pay attention to seeing, listening, and tactile communication 6, waiting for customers to speak after asking questions Who speaks first? Who brings the product home?