How Should A Salesperson Guide A Customer'S Needs?

The more questions I ask, Sale The greater the likelihood of success, the customer always refuses salesmen's sales without any reason. Faced with this situation, many salesmen believe in the truth and leave with customers without saying a few words. In fact, the customers are not really without demand, but lack of guidance. Therefore, salesmen should learn to guide and guide customers' needs without guidance.

How can we guide our customers' needs? We can ask questions. The more the salesperson asks, the more he can excavate the needs that the customers do not realize, so that the possibility of successful sales is greater. Let's take the dialogue between salesmen and customers of a talent service agency as an example to see how the 3 salespersons of "A / b" treat customers' "no need".

Salesperson A: "Hello, manager Zhang! Do you have any need for recruitment?" Zhang Manager: "yes, we are recruiting an electrician." Salesperson B: "how long have you been missing this position?" Zhang Manager: "for a while." Salesperson B: "how long is it?" Zhang Manager: "it's been more than half a month." Salesperson B: "ah! So long?" are you not in a hurry? "Zhang Manager:" no hurry, the boss did not mention this. " Salesman B: "manager Zhang, the boss didn't mention this because he was too busy to notice this problem. But what do you think of it? If in the absence of the electrician, what happens to the electrical appliances or circuits in the factory? "Zhang Manager:" well, this is really a problem. " Salesperson B: "manager Zhang, I know your job has always been very good, and the boss is very sure of it. Many things are not afraid of 10000. In case, if anything happens in the factory and the electrician is not in place, the boss will blame you for your negligence in your work. You have paid so much for this company. If What a shame it is to let the boss make a bad impression on him because of a small thing, so what do you say? So I suggest that you put the electrician in as soon as possible. Manager Zhang: "you seem to have a point." Salesperson B: "I will arrange a job fairs for you on Saturday. What do you think of it?" Salesperson B: "well, please let me send the information to you as soon as possible. I would like to do some publicity for you in the newspaper to ensure that the electrician recruitment is in place." Manager Zhang: "OK, thank you. Goodbye." Salesperson B does not give up the customer's "no need", but asks customers to realize that the vacancy may cause the company's hidden danger and its influence on the customer's work by asking questions, so that customers can realize their needs and become urgent, so as to achieve the purpose of sales. But B is not the best salesperson. Let's see how salesperson A is digging into the needs of customers.

　　 Salesperson "Hello, manager Zhang! Do you have any need for recruitment?" customer Zhang Manager: "yes, we are recruiting an electrician." Salesperson C: "then would you like to join us in the comprehensive recruitment fair this Saturday? 200 yuan, the result is very good, very good value." Manager Zhang: "sorry, the demand for this position is not very urgent. Not for the time being, thank you." Salesperson C: "Oh, it doesn't matter. Do you want to call me again when you need it?" Zhang Manager: "OK, good bye!" salesman C did not understand the needs of customers and needed the guidance and development principle. In the face of customer's "no need", he did not make further efforts, and he lost a good sales opportunity.