How to improve the commodity turnover rate?The most effective 1 trick: ask more questions

How to improve the commodity turnover rate?

The most effective 1 trick: ask more questions

The most important point of the transaction talk is to ask more questions. After practice, this is a very effective move, the transaction rate is very high, and it is very easy.

You only ask people to ask questions, and the deal is done after you ask, which also seems to be very high.

Common mistakes

When we are facing customer inquiries, many people think that since the customer is consulting me, I will answer the question, but this is actually wrong, because the customer asks, is looking for problems and trouble, even after the customer asks the question, come back A sentence "Do you have any questions?", doesn't this lead customers to find more problems and troubles?In fact, the result is that the turnover rate is very low.

Consultative Diagnosis

We are not asking customers to ask you, but you are going to ask customers. Your questions are equivalent to asking you to be a consultant.He came to you for consultation, and you were providing him with consulting services.

So, whether you go to the hospital to see a doctor, or you go to a lawyer for legal advice, you are not asking a doctor, a lawyer, or a professional insurance salesperson.

When we are faced with a salesperson of such a professional product or service, it is actually the other person who is asking you (doctors, lawyers, and insurance sellers are all doing sales) if you see you go to the doctor, the doctor keeps coming Ask you, and then you will be prescribed medicine, and you will pay for it, right?

Yes, that's it!

Therefore, when you are facing clients, you can put yourself in the role of a consultant, and you can even think of yourself as a doctor, you are treating a client; or you are a party A, you are interviewing your client, You can have this mindset.

What are the advantages of asking more questions?

Benefit 1: You will be very active, you will not be passive

If the customer asks you, you are very passive. Sometimes the customer doesn't know what to ask after asking, and the topic stops, and you don't know what to say?This is very passive, and the customer asks you, you answer, you are very passive, so you are already in a passive position in the relationship between the host and the guest.

Benefit 2: You can have a lot of information about the other party

The more information you have by asking questions, the more accurate what you will say later.

Benefit 3: Let the other party know that you have his information

When the other party knows that you have mastered it, he will believe more in what you say, and he will believe more in the advice you give him later, which is very specific to him.If you go to see a doctor, the doctor doesn't ask anything, then picks up the stethoscope and listens directly, then gives you a pulse, and the doctor prescribes medicine for you without asking anything. This is very unreliable.

However, if the doctor patiently communicates with you a lot, asks you a lot of questions, and then diagnoses and prescribes medicine for you, then you must be very relieved psychologically.

Then you are selling products, you ask a lot of customer questions, and finally you give him advice, and he will feel that your advice is not general, but aimed at him.

Because everyone is very unique, every person who sees a doctor feels that their disease is very strange, very unique and special. In fact, customers have the same mentality when they buy things.

Benefit 4: Appears you are very professional

You ask a series of questions, and the other person will feel that you are a doctor, that he is a patient, or that you are a professional insurance appraisal salesperson, and he will feel that you are very professional, right?

Benefit 5: Step-by-step guidance, and finally the customer persuades himself

You ask a series of questions like one, two, three, four, and so the client convinces himself.

Diagnostic questioning model

How to achieve the effect of "letting the other party to persuade himself" to make a deal?I will share with you belowSmall tradeHow to ask the model:

1. Ask the basic situation

2. Ask each other about their pain points

3. Ask for expected requirements

(1) Ask the basic situation

This is the classification of specific questions, rather than directly asking you to ask customers like this: "Tell me your basic information, what pain points do you have?"Then, to expand it specifically, you can expand your own questions according to different products.

For example, take the warm cow heater as an example. For basic customer information, you can ask:

"Do you use it at home? In the office? In the store? Or what occasion?"

他 说:At home.

"Do you use it in the bedroom? Or in the living room?"

他 说:use both.

(2) Ask the other party about their pain points

Or take the warm cow heater as an example of the pain point:Are you afraid of drying out?Sensitive to noise?Are you afraid of the cold?What is your tolerance for cold?

(These are some pain points)

Maybe they will answer:I'm very afraid of drying, or it's okay to be dry, but I'm not particularly afraid of drying. Of course, it's best not to dry.

Then ask the other person:Are you afraid of noise?

Maybe they say:I am not afraid of noise during the day, but I am afraid of noise at night.

So you ask a series of questions, and you tell him:The warm cow heater is no noise and no drying.

In the end, when you tell him this information, you are directly poking at the other party's pain point, in fact, you are strengthening the other party's pain point.

Then later you are saying that when you sell the benefits of these products, the benefits that he can feel and imagine are even stronger.

In fact, when you look at these pain points, they are all guided by you. You guide the corresponding pain points based on the advantages of your own products. This is a process of self-persuasion and self-dealing.

(3) Ask the expected requirements

This is the strongest module of self-persuasion. For example, when you ask about heating:What are your requirements for dryness?

他 说:I hope it is not dry at all, a little dry is acceptable, but not too dry, the air conditioner is too dry.

(that's what he expected)

You can also ask:What degree do you expect the room temperature to maintain?

He might say:20-21 degrees, 24-25 degrees.

(When he said this kind of expectation, it was actually a reinforcement of this kind of expectation)

Finally, you give him the benefits of these products. He sees that it just meets his expectations and just solves his pain points, and the transaction will be very easy.

Even these advantages of your own products, you can say it not in a statement, but in a way of asking questions:

"If we warm the cow heater, its dryness is very low, the temperature can reach a constant temperature of 21 degrees, and there is no noise. Do you think you spend 1680 yuan, can you afford it? Do you think you can afford it? ?"

(Such a question not only brings out the advantages, but also brings out the price)

At this time, some people are very poor and will say:Fuck, 1680 is too expensive, get out of here!

There are also some people who think that 1680 is a little expensive, and also think that this product is very good, and they will not be embarrassed to say that it is expensive, nor admit that it is expensive.

Internet marketingThe first trick of the transaction, "Transaction Question Model", is finished, and it is too detailed, so everyone must master the method of "multiple questions", which is very easy to use!

Also, what is the second trick?See this article for details: "How does WeChat marketing close customers?2 tricks for micro-businesses to quickly collect money》.